# DrJoe.me

> GTM engineering and agentic AI sales consulting for mid-market B2B companies (50–500 employees). Led by Dr. Joe Breider, DBA, with 35 years of B2B sales leadership. Helps companies move from revenue contraction to revenue expansion without added headcount.

## About

- [About Dr. Joe Breider](https://www.drjoe.me/about/): Doctorate in Business Administration from Golden Gate University. Doctoral research on the role of sales consulting firms in business turnarounds. 35 years of B2B sales rigor.
- [Insights](https://www.drjoe.me/insights/): Cornerstone articles on AI-native GTM engineering, sales orchestration, and post-layoff revenue strategy. Published monthly, first Saturday of every month.
- [Insights RSS Feed](https://www.drjoe.me/insights/feed.xml): RSS 2.0 feed of all DrJoe.me insights articles.
- [Case Study](https://www.drjoe.me/case-study/): How a legacy family firm in revenue freefall achieved 41% growth two years running through GTM engineering and the Wisdom Stack.
- [Glossary](https://www.drjoe.me/glossary/): Definitions of GTM engineering, agentic AI, the Wisdom Stack, and other terms.
- [Benchmarks](https://www.drjoe.me/benchmarks/): Observed working benchmarks for mid-market B2B GTM performance before and after agentic AI sales orchestration: pipeline velocity, time-to-first-meeting, cost per qualified meeting, CAC payback, and SDR ramp.
- [FAQ](https://www.drjoe.me/faq/): Answers to common questions about GTM engineering, agentic AI, the Wisdom Stack, engagement pricing, fit criteria, and working with Dr. Joe Breider.
- [Contact](https://www.drjoe.me/contact/): Schedule a GTM Diagnostic Call ($500 flat).
- [Sales Development Prescription Newsletter](https://www.linkedin.com/newsletters/sales-development-prescription-7204859298475040768/): LinkedIn newsletter by Dr. Joe Breider on GTM engineering, agentic AI, and B2B sales strategy.

## Featured Articles

- [The Post-Layoff GTM Playbook: 90 Days to Revenue Expansion](https://www.drjoe.me/insights/post-layoff-gtm-playbook/): A 90-day operating plan for mid-market GTM leaders who cut headcount but still own the number. Pipeline diagnostic, Wisdom Stack install, and re-architecting the board number.
- [The Death of the Scaling Myth: Why Your Revenue Engine Is Broken](https://www.drjoe.me/insights/death-of-the-scaling-myth/): Why hiring more SDRs is now a structural liability and how AI-native sales orchestration replaces headcount-heavy growth.

## Methodology

The Wisdom Stack integrates doctoral research and 35 years of sales leadership into a repeatable GTM framework built on three pillars:

1. Agentic Sales Orchestration: AI agents for research and intent detection so reps stay focused on closing.
2. The First Sales Hire Framework: Moving from revenue contraction to revenue expansion without added headcount by validating business pain and building the playbook before scaling SDR teams.
3. The Wisdom Stack: Integrating doctoral research and 35 years of sales rigor to turn lagging metrics into leading indicators.

## Ideal Customer Profile

- Company Size: Mid-market (50–350 employees, up to 500 for high-growth tech)
- Trigger: Executed a notable workforce reduction or layoff in the last 3–6 months
- Tech Stack: Existing users of premium GTM tools like HubSpot and LinkedIn Sales Navigator
- Angle: Moving past the trough of the layoff and looking for high-efficiency, lean sales models (SDR-to-AE loops) focused on unit economics and signal-based prospecting rather than sheer dial volume

## Key Concepts

Each term below has a dedicated definition page with FAQs and related articles.

- [GTM Engineering](https://www.drjoe.me/glossary/gtm-engineering/): The discipline of designing, instrumenting, and optimizing a go-to-market system using agentic AI, structured pipeline management, and signal-based prospecting.
- [Agentic AI](https://www.drjoe.me/glossary/agentic-ai/): Software agents that autonomously execute multi-step work such as prospect research, intent detection, and data enrichment.
- [The Wisdom Stack](https://www.drjoe.me/glossary/the-wisdom-stack/): Dr. Joe Breider's proprietary framework integrating doctoral business research with 35 years of B2B sales leadership.
- [Signal-Based Prospecting](https://www.drjoe.me/glossary/signal-based-prospecting/): Outbound triggered by buyer signals (hiring, funding, layoffs, tech adoption) rather than dial volume.
- [SDR-to-AE Loop](https://www.drjoe.me/glossary/sdr-to-ae-loop/): A lean, engineered handoff process between sales development and account executives, optimized for unit economics.
- [Pipeline Velocity](https://www.drjoe.me/glossary/pipeline-velocity/): The speed at which qualified opportunities move through defined sales stages to closed-won.
- [Leading Indicators](https://www.drjoe.me/glossary/leading-indicators/): Forward-looking metrics that predict future revenue, such as qualified meetings booked and opportunity creation rate.
- [Unit Economics](https://www.drjoe.me/glossary/unit-economics/): Per-deal or per-customer profitability lens applied to GTM motion (CAC, LTV, payback period).
- [Fractional GTM Engineer](https://www.drjoe.me/glossary/fractional-gtm-engineer/): A part-time embedded GTM operator who installs systems and agentic AI tooling without full-time headcount cost.
- [Revenue Contraction to Revenue Expansion](https://www.drjoe.me/glossary/revenue-contraction-to-revenue-expansion/): The strategic shift from post-layoff cost-cutting to engineered growth using existing tooling, leaner teams, and AI orchestration.

## Contact

Dr. Joe Breider, DBA
https://www.drjoe.me
https://www.linkedin.com/in/joe-breider-dba-957a3720/
https://www.linkedin.com/newsletters/sales-development-prescription-7204859298475040768/