# GTM philosophy Human Guide

## What This Is For
Turns proven go-to-market practices into repeatable principles for scaling outbound, sales, messaging, and revenue execution. It gives the agent a clearer input/output frame for go-to-market work: what context to ask for, what decisions to make, and what usable artifact to return.

Use this as a human-readable version of the GTM philosophy agent skill. It is meant for marketers, operators, founders, and other non-coders who want the workflow without reading agent-specific implementation instructions.

## When To Use This
- Use this when you need a repeatable process for GTM philosophy.
- Use this when the task needs judgment, examples, constraints, or a clear output format rather than a one-off prompt.
- Use this when you want to hand an AI assistant enough context to produce a usable marketing artifact.

## When Not To Use This
- Do not use this when you only need a quick factual answer.
- Do not use this when the work depends on private data you cannot share with the assistant.
- Do not use this as a replacement for legal, compliance, financial, or medical review.

## What You Need Before Starting
- The goal or business outcome you want.
- The audience, customer segment, or market context.
- Any source material the assistant should respect, such as notes, briefs, examples, URLs, or brand guidance.
- Constraints such as tone, length, channel, deadline, region, or approval requirements.
- A clear definition of what a good final answer should look like.

## Step-By-Step Workflow
1. State the job clearly: "Use the GTM philosophy guide to help me with..."
2. Add context: audience, goal, offer, channel, source material, and constraints.
3. Ask the assistant to identify missing inputs before producing the final output.
4. Have the assistant follow the skill-specific guidance below.
5. Review the result against the final checklist and ask for revisions where needed.

## Skill-Specific Guidance
- **Scale what top performers do** - Study best reps, systematize their approach
- **Diagnose before prescribing** - BIPSY framework: Behaviors, Individual, Process, Skill, You
- Signal-based outreach = 3-4x higher contract values
- **You can't burn your TAM** - Re-engage with new angles
- **Lead with pain, not features** - HockeyStack approach: "Do you have problems tying brand awareness to revenue?"
- **Segment and convert, don't over-personalize** - Gorgias went from 200 sequences to 10 modular ones
- Email + ads + referrals = extra $2M ARR (case study)
- ABM approach = 36% meeting rate vs 10% non-ABM
- Warm before you touch principle
- Personalize to the person, not just the company
- Use specific numbers, not vague claims
- Research should inform approach, not just first line

## Decision Points And Nuance
The original skill emphasizes: Fundamental Principles, Multi-Channel Coordination, Key Mindsets, On Personalization, On Volume vs Quality, On Timing, On Messaging, Combines with, Example prompts.

Use these questions to steer the work:
- What is the intended audience or buyer?
- What source material must be preserved?
- What should the assistant optimize for: clarity, persuasion, accuracy, speed, creativity, or conversion?
- What examples represent the desired quality bar?
- What should the assistant avoid?

## Common Mistakes
- **Segment and convert, don't over-personalize** - Gorgias went from 200 sequences to 10 modular ones

## Copy-And-Paste Prompt
```text
Use the GTM philosophy human guide.

My goal:
[Describe the business outcome]

Audience:
[Describe who this is for]

Context and source material:
[Paste notes, examples, links, or existing copy]

Constraints:
[Tone, length, channel, timeline, must-include items, must-avoid items]

Before producing the final output, ask me for any missing information that would materially improve the result.
```

## Final Checklist
- [ ] The output matches the original goal.
- [ ] The audience and context are reflected in the answer.
- [ ] Important constraints and source material were preserved.
- [ ] The assistant made the relevant decisions explicit.
- [ ] The final artifact is ready to use, review, or hand to the next person.

## Source
This guide was generated from the sachacoldiq/coldiq-s-gtm-skills skill entry for `gtm-philosophy`.

## Source Skill Notes
These notes preserve the nuance from the original skill. Use them as supporting reference when the workflow above feels too generic.

# Core GTM Philosophy

## Fundamental Principles

1. **Scale what top performers do** - Study best reps, systematize their approach

2. **Diagnose before prescribing** - BIPSY framework: Behaviors, Individual, Process, Skill, You

3. **Signal-based outreach = 3-4x higher contract values**

4. **You can't burn your TAM** - Re-engage with new angles

5. **Lead with pain, not features** - HockeyStack approach: "Do you have problems tying brand awareness to revenue?"

6. **Segment and convert, don't over-personalize** - Gorgias went from 200 sequences to 10 modular ones

---

## Multi-Channel Coordination

**The Data:**
- Email + ads + referrals = extra $2M ARR (case study)
- ABM approach = 36% meeting rate vs 10% non-ABM
- Warm before you touch principle

**Coordination Strategy:**

| Channel | Role | Timing |
|---------|------|--------|
| Ads | Warm up, build awareness | Before outreach |
| Email | Primary outreach | Day 1 |
| LinkedIn | Secondary touch | Day 2-3 |
| Phone | High-intent follow-up | After engagement |
| Referrals | Leverage network | Throughout |

---

## Key Mindsets

### On Personalization
- Personalize to the person, not just the company
- Use specific numbers, not vague claims
- Research should inform approach, not just first line

### On Volume vs Quality
- Quality signals beat high volume
- 100 signal-based emails > 1000 cold emails
- Stack signals for heat scoring (3+ signals = reach out same day)

### On Timing
- New role signals peak at days 14-45
- Website visitors: act within 24-48 hours
- Funding announcements: wait 2-4 weeks

### On Messaging
- Lead with pain, not features
- Soft CTAs outperform hard asks
- Humor reduces tension and increases response

---

## Combines with

| Skill | Why |
|-------|-----|
| `buying-signals-6` | Implement signal-based philosophy |
| `outreach-4-categories` | Categorize leads properly |
| `sdr-outbound-rules` | Apply philosophy to daily execution |
| `josh-braun-copywriting` | Write messages that lead with pain |

## Example prompts

```
How should I structure multi-channel coordination for a $50K ACV deal?
```

```
Explain the BIPSY framework for diagnosing my SDR team's issues.
```