Most people jump straight to outreach and that’s exactly why their GTM never scales
When I first got into GTM, I thought it was all about sending emails and booking calls.
That’s what everyone talks about, right? Outbound, cold emails, replies.
But here’s the truth. Outreach is the last part of GTM.
The real work happens long before that first message ever gets sent.
It starts with data. Finding the right people. Your ideal customers. Maybe you pull them from LinkedIn, Apollo, or directly inside Clay. That’s where everything begins.
Then comes enrichment. This is where you make the data valuable. You add context, company size, tech stack, funding, recent hires, even AI-written insights.
Once your data is clean and detailed, you filter. Because not every prospect is worth your time. You narrow it down to the ones that actually fit your ICP.
Next comes signals. You look for those small shifts that tell you someone’s ready to buy. Maybe they just raised a round, maybe they’re hiring a new marketing head, maybe they changed tech stacks.
Then it’s personalization. This is where the magic happens. Every message should sound like it was written for one person. AI can help here, but only if your data and signals are solid.
Now you’re finally ready for outreach. That could be email, LinkedIn, or both. Every message backed by context, not guesswork.
And once it starts working, you automate it. So new signals trigger new outreach automatically, and your system keeps running while you sleep.
That’s GTM in its purest form.
Not blasting cold messages.
Building a machine that understands when to act, who to talk to, and what to say.
Interact if you can 🙌
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