GTM Science - A show for GTM and RevOps leaders Using the GTM Efficiency Pyramid to Prioritize GTM Projects for the Quickest Impact
May 12, 2025
Discover the Go-To-Market Efficiency Pyramid, a strategic model aimed at enhancing revenue. Uncover the importance of solid foundational processes before diving into automation. Explore the critical stages of the pyramid: Fundamentals, Adoption, Optimization, and Acceleration. Learn how effective capacity planning can improve team performance while diagnosing inefficiencies in sales strategies. Gain insights into the role of lead attribution and the necessity of structured SDR processes for optimizing conversions.
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Prioritize Fundamentals for Efficiency
- Fixing fundamental problems first drives revenue and operational efficiency the most.
- The Go-To-Market Efficiency Pyramid helps prioritize which GTM issues to address first for quickest impact.
Build Fundamentals Before Tools
- Build clear fundamental processes before adding tools or automations.
- Ensure reps understand and follow sales methods baked into the CRM to avoid inconsistent practices.
Avoid Chasing Shiny Objects
- Avoid chasing shiny automation or AI tools without strong foundational processes.
- Focus funds and effort on shoring up fundamentals to support profitable, efficient growth.