Understanding Modern GTM Tactics: An Analysis

Exploring the effectiveness of AI SDR, PLG, AI+SDR, and SLG strategies across different market segments

New GTM tactics are now in play. We examined a few Account Research, AI SDR, PLG, Product-Led Sales, Human-led sales. We consulted with approximately 70 SaaS companies to evaluate when they find them useful, particularly when measured by two key factors:

• Time to sale (conversion)

• Product price

Here you go.

• For low-touch, low-price, fast-moving sales:

  • AI SDR + PLG Freemium motions are very effective.

• For high-touch, high-price, slow-moving sales:

  • AI + SDR + PLG Paid Trials + Human-Led Sales are much more effective.

• Account research:

  • Crucial at the tipping point.

  • More necessary if sales need to engage with the buyer.

AI SDR (AI Sales Development Representative)

AI SDR represents a modern approach where artificial intelligence handles initial sales outreach.

Most effective for products with moderate pricing (<$1k ARR) and shorter sales cycles. The AI can prospect, qualify leads, and handle routine communications, making it cost-effective for scaling operations.

PLG (Product-Led Growth) Free Trial

PLG Freemium/Free Trial plan (no Credit Card Required) thrives in the lower-price, shorter sales cycle quadrant.

Users can sign up, try and buy the product with minimal/No sales intervention, making it ideal for products under $10k with immediate value proposition. Companies like Slack and Dropbox have successfully leveraged this approach.

AI+SDR (Hybrid Approach)

This hybrid model combines AI efficiency with human touch. Particularly effective for mid to high-priced products ($5K-$20K ARR) where AI handles initial qualification and routine tasks, while human SDRs manage complex interactions and relationship building.

SLG (Sales-Led Growth)

Traditional SLG remains dominant in the high-price, longer sales cycle quadrant. For products over $30K ARR with complex buying processes, dedicated sales teams build relationships and navigate enterprise requirements.

This is common in enterprise software and complex B2B solutions.

Account research

It is the process of gathering detailed information about a potential client's company, industry, and decision-makers. This information is used to tailor sales strategies and communication to address better the prospect's specific needs, challenges, and goals. Effective account research involves:

• Identifying key stakeholders and understanding their roles.

• Analyzing the company's market position, competitors, and recent news.

• Understanding the prospect's pain points, business objectives, and priorities.

• Leveraging data to personalize outreach and create compelling value propositions.

By investing in thorough account research, sales teams can build stronger relationships, increase engagement, and improve conversion rates.

Let us know if there are other such tactics you want us to examine