Field notes
Notes on the spaces between your GTM tools.
Practical writing on the handoffs where context, owners, and reporting break — and how to make the route hold.
June 11, 2026 · 9 min read
What is GTM engineering? And do you actually need to hire one?
Job postings grew 340% in a year and salaries passed $130k. What the role actually does, why it exploded, and the honest decision rule for hiring one versus fixing your route as a sprint.
Read the field noteJune 11, 2026 · 9 min read
AI SDRs scaled your sending 6×. Your handoffs didn't survive it.
Volume rose to ~7,400 sends per rep while reply rates fell to 2.9% and 47% of deployments hit domain collapse. The constraint moved from sending to the route — the 2026 data, sourced.
Read the field noteJune 10, 2026 · 9 min read
What broken GTM handoffs actually cost: 11 statistics for 2026
Reps sell less than 30% of the week, contact data decays up to 70% a year, and average reply rates sit at 3–5%. The researched numbers behind broken workflows — with sources.
Read the field noteJune 10, 2026 · 10 min read
How to audit your GTM workflow in one afternoon
Trace one real lead from source to reporting, check all six handoffs, and leave with a marked-up route map and a fix list. The step-by-step method, with time budgets.
Read the field noteJune 9, 2026 · 8 min read
The six GTM handoffs where your pipeline quietly leaks
Most teams don't have a pipeline problem — they have a handoff problem. The route a lead travels, and the six seams where it loses context, an owner, or its status.
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