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gtm-philosophy

Use this skill when defining outbound strategy, training sales teams, or establishing GTM fundamentals. Core principles — scale what top performers do, signal-based outreach, lead with pain, segment don't over-personalize — plus multi-channel coordination and key mindsets on personalization, volume, timing, and messaging.

skills/alex-vacca/gtm-philosophy/SKILL.md

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Repository last updated: Oct 20, 2026
License: MIT

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# 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?"