How to Align Your GTM Strategy with Your Plays on the Field – without a Big Tech Project.
Hey Chief Revenue Officer!
Remember the classic movie “Moneyball”? How about Art Howe – the Oakland A’s Manager – brilliantly played by Phillip Seymore Hoffman? In the movie, (by many accounts – not so much in real life) Art Howe was outwardly resistant to Billy Beane’s data-driven strategy.
Have you ever thought that you are the Billy Beane of your organization, where the approach you so carefully planned doesn’t feel like it is landing in the field?
You might not get the full Art Howe resistance on your sales team… It could be a head nod in meetings but then drawing plays in the dirt in the field based on their last job or an ‘intuition-based’ approach.
You convinced the board this was the right plan, but it feels like it’s not happening on the field. If so, it’s high time to Moneyball your way toward aligning your GTM Strategy with daily sales operations with
**A Swing and a Miss**
In the famous movie “Moneyball”, the Oakland A’s, with a limited budget, faced a seemingly insurmountable challenge to compete with wealthier baseball teams. Their General Manager, Billy Beane, took a revolutionary approach, leveraging data and analytics over traditional scouting methods to build a competitive team. At every turn – Billy faced resistance from his scouting team and his manager – Art Howe – who collectively represented the old thinking in baseball.
The dilemma faced by Billy Beane might resonate with you. Despite the wealth of technology at your disposal, you find yourself struggling to get on base. The software that was supposed to be your fuel has now become friction. Your GTM Strategy seems to exist in a vacuum, separate from what your sales team is doing each day.
The implications of an “old school baseball” intuitive approach are significant. It causes inconsistent messaging, lack of scale, unpredictable results, lack of data-driven decision-making, and slow adaptation.
Here’s where the “Moneyball” strategy comes into play with
**The Power of Data: Moneyball Your GTM Strategy**
“Moneyball” teaches us that the answer lies in data. However, not just any data, but meaningful, actionable insights. For Chief Revenue Officers, your data lies in understanding customer interactions, sales rep performance, and market trends, and aligning them with your GTM Strategy.
The first step is understanding your current situation. Measure your team’s performance using objective data. Use a
The second step is to align this data with your GTM strategy. Are your sales reps targeting the right audience? Is their sales pitch in line with your GTM messaging? Where does the customer journey intersect with your GTM Strategy?
**Getting On Base: The Perfect Sales Playbook**
Sales playbooks, like the A’s roster, should not just be a collection of individual stars but a coherent team that can consistently score and win. Use data from your GTM Strategy and Conversation Intelligence to create a Sales Playbook that resonates with your customers and drives revenue growth.
Your playbook should lay out clear guidelines for your sales team, outlining the steps to take at each stage of the customer’s buying journey. It should have flexibility built into it, allowing reps to adapt to customer needs while staying aligned with your overall strategy. Since it’s built into Teams call recording, the coaching from
**Pitching the Perfect Game: Using Tech as Fuel**
Technology, when used correctly, can be the perfect fuel for your revenue operations.
As a baseline – Technology is only valuable if it’s adopted. We look at tech adoption by asking three questions.
- Is it Functional – do we get what we need?
- is it Easy – did we make it low effort?
- Is it Enjoyable – is the tech at work like tech at home almost invisible?
**Stepping Up to the Plate**
As Chief Revenue Officers, it’s time to step up to the plate. It’s time to turn tech friction into fuel, align your GTM Strategy with daily sales operations, and create a winning Sales Playbook.
Is the team ignoring the signs and swinging for the fences?
We can help. Visit
Ready to Set Up to the plate now? Contact