Free GTM Skills / Foundation / Playbook 1
Discovery and diagnosis
A one-page read of where the company's go‑to‑market stands, what is leaking, and the three to five quick wins to do first. Plus the order in which to run the other playbooks.
Why it matters
Whoever takes over marketing or go‑to‑market needs to learn everything before changing anything. Two to three weeks of reading, listening and pulling numbers gives a picture nobody in the company has had, and the quick wins start paying back while the plan is still being written.
Order of operations
- Read everything: product, site, deck, pricing, past plans and reports.
- Listen: the last five to ten customer calls, the people who sell, the people who deliver, two customers if possible.
- Pull the numbers for the last 90 days: traffic, leads by source, follow-up speed, meetings, deals, spend.
- Score the eight areas 1 to 3 with evidence: positioning, website, sales process, CRM and tracking, follow-up, channels, content and proof, team and tools.
- List the leaks with a size and a fix.
- Pick the quick wins, assign owners and dates, start them.
- Write the one page, review it with the founder, agree the playbook order.
Skills in this playbook
- Play3
- Play
GTM diagnostic
Runs first, before the foundation skills; its findings tell you which to run.
gtm-diagnostic - Play
Call mining
Turn recorded sales, customer and discovery calls into go‑to‑market intelligence: the words customers use for the problem, objections and how they were handled, competitors named, why deals were won or lost, feature requests, and quotes that can become proof.
call-mining - Play
Customer interview
Produces the pre-call research, the prep doc with the angle and the customer's own prior quotes, the question set (a core ten plus a bank), the call rules, and the pre-call email.
customer-interview