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Resources
Guides and tools for winning more from the market you have.
How to size TAM, SAM and SOM from your CRM, time outreach with buying signals and brief every rep. Free, for SaaS sales teams.
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Three guides, in the order we'd read them.
Where more revenue hides in your market, how to time outreach to it, and what the system costs.
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TAM, SAM and SOM for B2B SaaS: build them from your CRM, not a slide
How to calculate TAM, SAM and SOM for a B2B SaaS sales team from your own closed-won data, with SOM sized by rep capacity and timing. Worked example.
11 min read
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The anatomy of a sales-ready lead (free template)
What makes a sales-ready lead: the seven parts of a lead brief, a worked example, and a free template with SPICED first-call questions for B2B SaaS reps.
10 min read
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What GTM engineering costs in South Africa (2026)
GTM engineering cost in South Africa, 2026: agency and freelance bands in rand, why in-house salary data is thin, the tool bill and a return worksheet.
10 min read
Library
More guides, by topic.
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Ten buying signals SaaS sales teams should track
Ten buying signals for B2B SaaS sales teams, rated for strength and South African availability, with what to say when each one fires and when it expires.
11 min read Updated
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Closed-lost deals: the pipeline already sitting in your CRM
A step-by-step triage for closed-lost deals: score each one on loss reason, time since loss and what has changed, then work the few worth reopening.
9 min read Updated
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GTM engineering vs RevOps: what's the difference, and which do you need?
RevOps runs your revenue process; GTM engineering decides who reps contact next. A responsibility matrix and rules for which a SaaS sales team needs first.
9 min read Updated
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How to build your ICP from closed-won data (not a persona workshop)
How to build an ICP from closed-won data: fit traits, lift against your market, seven noise rules and tiers tested on recent deals. With example data.
10 min read Updated
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Another SDR or better targeting? The maths for SA SaaS sales teams
What an SDR really costs in South Africa, what one produces, and a break-even test to decide whether to hire or fix targeting first. With a worked example.
9 min read Updated
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Win-loss analysis from your CRM: a five-step method for sales leaders
Run a win-loss analysis on the deals already in your CRM: win rates by stage and segment, honest loss reasons and three decisions. With example data.
11 min read Updated
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Champion job changes: a warm signal most teams miss
How to build a champion tracking list from your CRM history, score each job change, and decide who gets a call. With a worked example and lead brief.
10 min read Updated
No guides on this topic yet. Show all guides.
How we write: our resources are written with AI assistance, checked against our review checklist, and every statistic links to its source. Fictional companies only appear in examples labelled "Example data".
Glossary
The terms, in plain words.
Short definitions of the words used across these guides, each linked to the page that goes deeper.
- GTM engineering · go-to-market engineering
- The data, scoring and signals that tell reps who to contact next, when and why.
- TAM · total addressable market
- Every company that matches the pattern of customers you already win.
- SAM · serviceable available market
- The part of your TAM your tested fit score says is worth pursuing.
- SOM · serviceable obtainable market
- The fitted accounts your reps can properly work this month.
- Buying signal
- A dated event that makes a purchase more likely soon. Every one expires.
- The signal and warming gap
- When nothing captures intent or warms accounts, so deals arrive cold or by chance.
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