From Prospecting to Pathfinding: The Next Shift in B2B GTM
Dec 16, 2025
Cold outreach isn’t going anywhere - but it’s been commoditized.
AI made personalization cheap. Messages reference your role, your company, your latest post.
Response rates sit in the low single digits.
When everyone can send a “good” message at scale, copy stops being the differentiator.
Access does.
The real shift: from messages to paths
Traditional prospecting assumes one thing:
If the message is good enough, the right person will respond.
That assumption no longer holds.
The teams winning today don’t start by asking:
What should we say?
They start by asking:
Who is the right person, right now?
Do we have a trusted path to them?
This is the shift from prospecting to pathfinding.
What high-performing GTM teams do differently
The best teams aren’t sending more outreach.
They’re investing in something far more durable: their network.
They treat their team’s collective relationships as a strategic asset because they know:
Networks compound
Trust converts
Warm paths outperform volume every time
Instead of blasting lists, they mine:
Employees’ work histories
Customer and partner relationships
Investor, advisor, and alumni networks
Event, community, and ecosystem overlap
Not to spam them - but to build pipeline intentionally.
The biggest lie about “warm” outreach
The most damaging myth in modern GTM is this:
“LinkedIn is how you find warm paths.”
It’s not.
It’s barely an approximation.
How many times have you seen:
“You have 12 mutual connections”
…and had no idea who any of them actually are?
Or whether they’d take your call, let alone make an intro?
Connections ≠ relationships.
Proximity ≠ trust.
Warm isn’t about being close on a graph.
It’s about real shared context.
Where AI actually helps (and where it doesn’t)
AI has been incredible for GTM - just not in the way most teams are using it.
AI is great at:
Pulling buyer signals
Aggregating context
Prioritizing accounts
Reducing research time
AI is terrible at:
Understanding real human relationships
Knowing who actually knows whom
Distinguishing signal from social noise
Ironically, AI scaling outreach made the problem worse.
When everyone sends more messages, trust becomes scarce.
And when trust becomes scarce, paths matter more than ever.
Pathfinding changes how teams spend their time
Pathfinding flips the GTM equation:
Instead of:
Spending more time refining prompts
Sending more emails
Increasing volume to brute-force results
Teams use AI to:
Focus on the right people
Identify the best paths
Send fewer, more targeted messages
Unlock access they couldn’t reach before
The goal isn’t more outreach.
It’s better access.
Why this is the next GTM advantage
Every GTM shift follows the same pattern:
A tactic scales
It gets noisy
Trust erodes
A new advantage emerges
Cold outreach scaled.
AI accelerated it.
Noise exploded.
The next advantage isn’t smarter messaging.
It’s pathfinding: using context, relationships, and trust to reach the people who actually matter.