How to build a GTM playbook that scales your outbound team
If your sales reps are each running their own version of outbound, you’re losing deals.
One of the biggest mistakes we see companies make is leaving sales execution and strategy entirely in the hands of individual reps. Top performers might naturally connect data, signals, and messaging—but that doesn’t scale.
In this video, Mari Jacques breaks down a proven framework for building centralized go-to-market (GTM) playbooks.
What you’ll learn:
✔️ What a GTM playbook actually is
✔️ How to uncover the plays your sellers already run today
✔️ How to run a signals analysis to identify intent, personas, news events, website activity, and more
✔️ How to turn those insights into structured, scalable outbound plays
✔️ How to set up your CRM & sales automation tools to support each play
✔️ How to enable your team, overcome objections, and operationalize GTM at scale
✔️ How to measure, iterate, and expand your best-performing plays
Whether you’re in RevOps, sales leadership, or building your company’s first GTM motion, this step-by-step breakdown will help you clone your best reps’ instincts and scale them across the org.