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Pipeline and Survey Results Analyzed by Fullcast
State of GTM in 2026: GTM Overview
State of GTM in 2026: Calculating the Efficiency
Two Ways to Use AI
Only One Wins
Overloaded Pipelines Cost You 57% in Win Rate
AI-Enabled Team Ramp 32.7% Faster
Deals with 6+ Stakeholders Win at 3.9x the Rate
Misaligned ICP Targeting Dilutes Win Rates Up to 75%
AI Orchestrate Routing Increases Win Rate by 76%
Large Deals are 6.4x More Efficient
Lost Deals Consume 2.0x More Selling Days Than Winners
SDR Hiring Flatlines While AE Headcount Surges 32%
Over Half of Deals Bypass Critical Early Stages
48% Week-2 Forecast Accuracy Exposes Execution Gap Not a Model Gap
