July 28, 2026

A Million Job Posts Into a Prospecting List.

<div><h2 style="text-align: center;margin-top: 1px;margin-bottom: 1px;">GTM Insights from The GTM Studio</h2><hr noshade="" size="1" style="margin-bottom: 5px;" width="100%"><h2 style="margin-top: 5px;margin-bottom: 5px;">Greetings...</h2>How are you keeping up?Every day I'm reading, learning, implementing, experimenting, failing and succeeding at building GTM programs. Testing new solutions, and when one works, figuring out how it blends into the stack for maximum benefit.Honestly? It's bloody tiring. I struggle. And what concerns me is that this is what I love doing. This is my gig.So how's a sales leader, growth leader or RevOps lead meant to stay ahead of today's problems when most of what's being sold is yesterday's solution? I don't have the answer.Part of it is getting involved. Ask questions about the stack, why X and not Y? Could we do this instead? How would you solve this? The other part is having people in your corner who live in it daily, whether that's an agency like The GTM Studio or someone in-house.Everything is achievable. It's a matter of communication and creativity<hr noshade="" size="1" style="margin-top: 10px;margin-bottom: 12px;" width="100%"><h2 style="margin-top: 5px;margin-bottom: 5px;">Insights....</h2><h3 style="">🔍 Turning Nearly a Million Job Posts Into a Prospecting List</h3>This is honestly 100% of the charts (in a good way). Jordan Crawford built a tool that reads roughly 947,000 job postings and ranks an entire market by the pain companies openly admit to, based on the skills and tools they say they are missing. The system then filters out any match it cannot independently verify, so the resulting list reflects real signal rather than noise. It is a clear example of GTM engineering applied to prospecting at scale, turning a public dataset most teams ignore into a targeted account list.<a class="underline underline underline-offset-2 decoration-1 decoration-current/40 hover:decoration-current focus:decoration-current" href="https://edge.blueprintgtm.com/p/turn-a-million-job-posts-into-buying" rel="noopener noreferrer nofollow" target="_blank">Read more here</a> | Blueprint GTM<hr noshade="" size="1" style="margin-top: 5px;margin-bottom: 5px;" width="100%"><h3 style="">⚙️ The Rule HubSpot Uses to Split AI and Human Work in Prospecting</h3>Clearly very well thought out. Lucy Alexander runs HubSpot's agentic prospecting team and shared the rule her team uses to decide what AI handles versus what reps handle. The split, roughly 30 percent human and 95 percent AI depending on task type, reportedly reverses the standard AI in sales playbook most teams default to. Rather than layering AI on top of existing rep workflows, her team designed the workflow around where automation adds real signal and where judgment still wins. It is a concrete framework GTM engineers can encode directly into agent logic.<a class="underline underline underline-offset-2 decoration-1 decoration-current/40 hover:decoration-current focus:decoration-current" href="https://www.revenuecreator.com/p/the-30-95-rule-inside-hubspot-s-sales-org" rel="noopener noreferrer nofollow" target="_blank">Read more here</a> | Revenue Creator<hr noshade="" size="1" style="margin-top: 5px;margin-bottom: 5px;" width="100%"><h3 style="">🛠️ A Day in the Life of a Clay GTM Engineer's AI Stack</h3>The perfect blend, fully automated and leveraging disparate data silos in a typical sales org. Alex Lindahl, a founding GTM engineer at Clay, walked through the exact tools a rep uses in a single day. Claude and the Clay MCP pull account briefs and prep calls. Lovable spins up bespoke proof of concept apps for prospects. Crosby handles legal redlines. Gong scores calls and updates the CRM automatically. One rep even built a Codex based system that aggregates deal context into a daily action plan. It is a working blueprint for what a GTM engineer's toolkit looks like today.<a class="underline underline underline-offset-2 decoration-1 decoration-current/40 hover:decoration-current focus:decoration-current" href="https://knowledge.gtmstrategist.com/p/10-ways-clays-gtm-engineers-use-ai" rel="noopener noreferrer nofollow" target="_blank">Read more here</a> | Maja Voje / GTM Strategist<hr noshade="" size="1" style="margin-top: 5px;margin-bottom: 5px;" width="100%"><h3 style="">📈 How Forward Deployed Engineers Turned a Niche Feature Into 10x Growth</h3>The FDE role is generating headlines. I'm not one that believes AI is going to take all our jobs. With that said, AI is going to streamline processes throughout the sales or and change the role of sales functions as we know them today.Merge CEO Shensi Ding built the company enterprise first, landing 400 plus enterprise customers before adding a self serve motion that now counts 20,000 plus organizations. She credits forward deployed engineers with turning one narrow use case into 5 to 10x usage growth, then rebuilt her marketing team to operate like an engineering org rather than a content shop. Her core argument: most companies run the enterprise to PLG sequence backwards, and the FDE role is what makes the reversal work.<a class="underline underline underline-offset-2 decoration-1 decoration-current/40 hover:decoration-current focus:decoration-current" href="https://gtmnow.com/gtm-199-enterprise-to-plg-playbook-shensi-ding-merge/" rel="noopener noreferrer nofollow" target="_blank">Read more here</a> | Sales Hacker / GTMnow<hr noshade="" size="1" style="margin-top: 10px;margin-bottom: 12px;" width="100%">🤖 The Signal Layer Consolidates in a Single WeekThis story contradicts what I wrote in the intro. While Adam is certainly one to follow and respect, no sooner does one app close, three get added. The talent in South Asia are writing some amazing solutions and selling them at a fraction of the price compared to what's being developed in the west. Adam Robinson declared several signal orchestration vendors dead this week while the market shifted around them. Common Room shipped a buyer committee view plus a LinkedIn Ads integration. Clay launched an MCP built for reps, complete with Ops governance controls so teams can manage what agents touch. <a href="http://Relay.app" rel="noopener noreferrer nofollow" target="_blank">Relay.app</a> shut down entirely. The pattern across all four moves is consolidation. The orchestration layer that GTM engineers build on is narrowing fast, and the vendors left standing are the ones wiring directly into rep workflows rather than sitting beside them.<a class="underline underline underline-offset-2 decoration-1 decoration-current/40 hover:decoration-current focus:decoration-current" href="https://gtmengineerschool.substack.com/p/the-gtm-engineer-pulse-35" rel="noopener noreferrer nofollow" target="_blank">Read more here</a> | GTM Engineer School<hr noshade="" size="1" style="margin-top: 5px;margin-bottom: 5px;" width="100%">Please, if you have friends or colleagues that would enjoy the newsletter, send them over to <a href="https://thegtmstudio.io/newsletter" rel="noopener noreferrer nofollow" target="_blank">thegtmstudio.io/newsletter</a><a href="https://thegtmstudio.io/newsletter" rel="noopener noreferrer nofollow" target="_blank">.</a>That's a wrap for this week folks. Remember, we only want to share insights we can relate to or have experience with. Quality over quantity.Thanks for reading. See you soon. Love ya.<hr noshade="" size="1" style="margin-top: 5px;margin-bottom: 5px;" width="100%"></div>