SANITIZED BUILD RECEIPT · builtgtm.ai/builds
Six steps that turn scattered signals into the one thing a rep can act on.
Anyone can collect signals. The system is what turns them - through fit, usage, and one score - into a named move. AI does the reading; the rep does the selling.
In a product-led business, a self-serve user and a direct-sales buyer are two different customers - same problem, two journeys.
Get the ICP right and every step downstream is honest. Get it wrong and you automate noise.
Usage is the loudest signal there is - and sequence activation predicts the buy better than anything else.
This is the filter that stops you wasting cycles on bad-fit leads. If they're already getting value, that outweighs any outside signal.
CRM in stack. Hiring sales. Fresh funding. A new VP of Sales. Proof they sell the way our customers sell.
Additive, never subtractive - a signal only ever adds. A missing one is a data gap, not a penalty.
Additive, never zero, product-led - and the same scale ranks inbound, outbound, and product on one list. Validated against 100 wins and 60 losses: zero losses reached the top tiers.
What they use, what they don't, and the one move with a named person. The AI writes the read a rep used to spend 20 minutes assembling.
Sequences - 32 weekly users, 4 power users.
AI Compose, Smart Send, Meeting Copilot.
AI Compose - they hand-write every sequence. It drafts them in seconds.
One ranked list. A brief per account. Drafted in Octave, ready to send.
The rep approves and sends - they don't research. The system did the reading; the human does the selling. That's what AI-native means here.
Six steps, one score, validated against who we won and who we lost. Confidence in new business - inbound, outbound, and product.