Using the GTM Efficiency Pyramid to Prioritize GTM Projects for the Quickest Impact

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GTM Science - A show for GTM and RevOps leaders

Union Square Consulting

76 episodes

1 day ago

To us, GTM is both an art and a science. We don't claim to be experts in the "art"—the marketing campaigns, sales messaging, and branding. We ARE experts in the "science"—GTM strategy, process design, growth planning, and RevOps. On GTM Science, we share what we've learned by solving these problems at scale for B2B recurring revenue businesses. We also bring you unfiltered conversations with CROs, private equity investors, and revenue leaders who’ve done it themselves. No silver bullets. Just real talk about what works. Learn more at unionsquareconsulting.com

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Using the GTM Efficiency Pyramid to Prioritize GTM Projects for the Quickest Impact

GTM Science - A show for GTM and RevOps leaders

1 hour 17 minutes 48 seconds

6 months ago

Using the GTM Efficiency Pyramid to Prioritize GTM Projects for the Quickest Impact

In this episode of GTM Science, USC Marketing Manager Rachael Bueckert interviews founder and CEO Eddie Reynolds on their proprietary Go-To-Market Efficiency Pyramid, a model designed to enhance revenue and operational efficiency. They discuss into the importance of prioritizing tasks within go-to-market strategies, examining common issues such as misalignment in sales processes and suboptimal lead management.

Rachael and Eddie provide a deep dive into the pyramid's four stages — Fundamentals, Adoption, Optimization, and Acceleration — and detail how companies can methodically improve their operations.

They also emphasize the importance of foundational processes, balanced capacity planning, and the cautious but effective integration of automation and AI to drive growth. Practical examples and insights from Salesforce and other client experiences illuminate the vital steps for achieving go-to-market excellence.

See the full GTM Efficiency Pyramid Framework here.

00:00 Introduction to Go-to-Market Efficiency

00:52 Understanding the Go-to-Market Efficiency Pyramid

01:06 The Problem with Current Go-to-Market Strategies

01:44 Developing the Go-to-Market Efficiency Pyramid

04:13 Stages of the Go-to-Market Efficiency Pyramid

04:44 Fundamentals: Building the Foundation

05:37 Adoption: Ensuring Team Compliance

06:09 Optimization: Refining the Process

07:45 Acceleration: Leveraging Advanced Tools

08:34 Challenges and Real-World Examples

18:27 Diagnosing Go-to-Market Gaps

19:37 Framework for Go-to-Market Motions

21:47 Balancing New Business and NRR

24:23 Lessons Learned from Salesforce

29:33 Advice for CROs: Identifying and Fixing Gaps<

47:15 Outbound Sales Fundamentals

47:29 Capacity Planning for Outbound Sales

49:05 Optimizing Outbound Prospecting

53:29 Inbound Sales Process

01:00:36 Customer Success Processes

01:04:27 Optimizing Customer Success

01:06:54 Implementing the Go-to-Market Framework

01:14:33 Final Thoughts and Resources

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