01
ICP Definition
Who exactly are you selling to? Firmographics, technographics, pain urgency, buying triggers.
TAM scoring
02
Positioning
Where do you sit in the buyer's mind vs. alternatives? What category do you own?
competitive moat
03
Messaging
Do your first lines cut through noise? Does your value prop land in 8 seconds?
conversion copy
04
Channels
Cold email, LinkedIn, events, partnerships, PLG? Which ones carry signal for YOUR buyer?
channel-market fit
05
Signal Detection
Funding rounds, job postings, tech adoption, exec changes — are you catching buying signals?
intent data
06
Sequences
Multi-touch, multi-channel cadences. Timing, spacing, escalation logic.
outbound engine
07
Content Engine
Case studies, battlecards, one-pagers, objection handlers. Does your team have ammo?
sales enablement
08
Metrics
Reply rates, meeting rates, pipeline velocity, CAC, LTV. What gets measured gets managed.
dashboards
09
Tech Stack
CRM, enrichment, sequencing, analytics. Are your tools connected or creating silos?
GTM infrastructure
10
Iteration
Weekly experiments, A/B tests, campaign retrospectives. How fast does your GTM learn?
feedback loops