Core GTM Philosophy

Fundamental Principles

1. Scale what top performers do - Study best reps, systematize their approach

2. Diagnose before prescribing - BIPSY framework: Behaviors, Individual, Process, Skill, You

3. Signal-based outreach = 3-4x higher contract values

4. You can't burn your TAM - Re-engage with new angles

5. Lead with pain, not features - HockeyStack approach: "Do you have problems tying brand awareness to revenue?"

6. Segment and convert, don't over-personalize - Gorgias went from 200 sequences to 10 modular ones

Multi-Channel Coordination