—— THE AI-NATIVE GTM SERIES · PART 1 OF 4
Run the GTM loop on one workflow
Episode 1, made runnable. Do not automate the org chart. Run the loop on the workflow that costs you the most.
POWERS UP WITH YOUR STACK
HOW TO CONNECT →1Solve the problem
Your instinct is to fix GTM by adding a person. But the workflow that is bleeding you does not need another owner. It needs to be taken apart.
RUN THIS AND YOU CAN
- ✓Get to the crux of the workflow that is actually costing you
- ✓Stack the right tech and signals so it runs on real context
- ✓Take the non-selling work off your reps so they can sell
- ✓Keep the human in the loop and give the workflow an owner
2See it in production
Before you run it: I ran it for real.
This workflow is genericized from a real build. Here is the number it moved, what I actually did, and a way into the whole story.
THE BUILD · AI-NATIVE GTM
A mid-stage B2B SaaS
2x
win rate, roughly doubled
$1M+
product-led pipeline in 6 months, a channel built from zero
1.5x
average deal size
$10M to $25M
ARR, on ~80% fewer selling heads
WHAT I DID ›
01
Owned the full commercial number. New business, retention, and expansion across SDR, Sales, and Customer Success, unified so what a rep learns in the deal reaches the CSM and expansion compounds instead of leaking.
02
Made retention proactive. An expansion and churn-risk model that flags accounts before they slip. Held gross retention at 100% and grew net revenue retention to 125%, cohort-based, on household-name accounts already on the product.
03
Rebuilt the ICP on who actually buys. More than a thousand customer and prospect calls, pressure-tested against won and lost deals. Reps stopped chasing good-looking accounts that never close, and deal sizes and win rates both climbed.
Rebuilt GTM for the AI era, from headcount to workflows.
See the full story →SEE IT RUN
The plain questions, answered in order.
Each step is the plain question you are already asking. The skills answer them in order, one handing its receipt to the next.
TRY IT ON
EXAMPLE CHATPriya, RevOps lead, running the loop in one sitting
P
My reps are drowning in prep. They spend hours researching accounts before every call, and half of it is on accounts that were never going to buy. I'm about to hire an ops person just to build lists. Where do I start?
S
Solve· Solve the Problem
Let us get to the actual problem, not the symptom. Reps are busy is not it. Walking your funnel, the crux is this: reps hand-pick and hand-prep every account because nothing scores them or briefs them first. The workflow to fix is account prioritization and pre-call prep.
Receipt
The crux: reps hand-score and hand-prep every account. About 9 hrs per rep each week on prep, and roughly 40% of it on accounts that never convert. Fix the prioritize-and-prep workflow, not the headcount.P
Okay. What does that workflow actually need to run well?
S
Stack· Stack the Tech
This is not a buy-or-build shopping trip. It is about giving the workflow the right context: the tech that carries the data and the signals that tell a rep who is worth the time. Here is the stack for this one workflow:
Fit signalyour ICP model, scores the account
Timing signalintent + product usage, says now
Enrichmentthe tech that fills the gaps
CRMwhere it all lands, you have it
The briefassembled from those signals, in your voice
Receipt
Stacked for this workflow: fit + timing signals, enrichment to fill the gaps, landing in the CRM and assembled into a call brief. The right tech and the right signals, so it runs on real context.P
Great. So where do my reps actually come in?
S
Split · Cut· Cut the Drag
Split is about protecting selling time, not automating for its own sake. The non-selling drag comes off the rep plate: scoring the account, enriching it, pulling the history, drafting the prep brief. That runs before the rep ever opens their laptop.
Receipt
Off the reps plate: scoring, enrichment, history, and the first draft of the brief. About 7 hrs per rep each week back to actual selling.P
And where do they stay in control?
S
Split · Keep· Keep the Judgment
Mark the human-in-the-loop points so the reps own the judgment: which accounts to actually pursue, the read on the relationship, and the message that goes out. The system preps; the rep decides and sells. One owner keeps it honest with a weekly check.
Who to pursuethe rep decides
Relationship + messagethe rep owns it
Owner of the workflowSarah, SDR lead
Weekly reviewkeeps it from drifting
Receipt · loop closed
The workflow preps every account; reps spend their time selling and make only the calls that need a human. Owned by Sarah, reviewed weekly. The ops hire never happened.RUN IT YOURSELF
Two steps to run this yourself.
1
Install the skills. Grab the one-command install below. Once installed you never call a skill by name, you just describe your situation and the right skill fires on its own.
2
Paste this to kick off. Swap in your own situation and the skills run in order.
“My reps spend hours on manual account research and prep before every call, and a lot of it is wasted on accounts that never convert. Run the GTM Loop with me. Start with Solve: get to the crux of the real problem, not the symptom. Then Stack: what tech and signals does this prioritize-and-prep workflow need to run on real context. Then Split: take the non-selling work off my reps and make it clear where they stay in the loop so they own the selling.”
3The ideal run, step by step
The workflow that solves it, one step at a time. Each step hands off to the next. Tab through the run.
Find what is actually broken in the workflow.
Find what is actually broken in the workflow.
WHY THIS STEP
Get to the crux: the real workflow problem, not the symptom.
WHAT IT DOES
Cuts past the symptom to the real workflow that is costing you, whether that is lead scoring, enrichment, or reps buried in prep, and names the real problem.
YOU GETHow to find the real problem, the test that confirms it, and a worked example.
OPEN THE SKILL →WHERE YOU LAND
The real problem named at its crux, the right tech and signals stacked to run it, and the reps free to sell with the human kept in the loop.
INSTALL THE WHOLE PLAYBOOK
One plugin. 4 skills, bundled.
The whole playbook installs as a single plugin in Claude Code, no copy-pasting 4 times. Or grab any single step from the run above. It runs on what you paste; connect your stack to go live.
THE AI-NATIVE GTM SERIES · PART 1 OF 4
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