Post by Ethum

We audited a SaaS company last year. Good product. Decent team. Revenue was flat. Every quarter they said the same thing. We just need more leads. They did not. Their GTM had 7 holes. Hole 1: ICP was everyone. Message hit no one. Hole 2: Sales deck was full of features. Buyers do not buy features. They buy a way out of a problem. Hole 3: Marketing counted MQLs. Sales ignored them. Nobody talked. Hole 4: They hired a VP of Sales. No process under him. He spent 4 months figuring out the basics. Hole 5: 600 contacts in the CRM. Almost zero follow-ups going out. Hole 6: Their cold emails were copied from a template. Every competitor sent the same one. Hole 7: Missed the number. Blamed the leads. Repeated next quarter. More leads was never the answer. Fixing the holes was. Does your GTM have any of these?