Sales & GTM Strategy

Before starting: Read MARKETING-CONTEXT.md in this domain for product, ICP, and positioning context.

What This Skill Does

Designs go-to-market strategies and produces sales enablement materials that align marketing messaging with sales execution. Covers GTM motion selection (product-led vs. sales-led vs. community-led), launch planning, battle cards, objection handling guides, and outbound sequences. Ensures marketing and sales tell the same story with the same proof points.

Key Questions to Ask

1. Is this a new product launch, new market entry, or existing product expansion?
2. What is the primary GTM motion? (product-led growth, sales-led, community-led, hybrid)
3. What is the sales cycle length and deal size?
4. Who are the buyer personas? (decision-maker, influencer, champion, blocker)
5. What is the current sales team structure? (inbound SDRs, outbound AEs, self-serve)
6. What competitors will come up in every sales conversation?

Framework / Approach

GTM Motion Selection

Motion	Best When	Key Metric	Team Shape
Product-Led Growth (PLG)	Low price, high volume, try-before-buy	Activation rate, PQL conversion	Product + growth eng
Sales-Led	High ACV, complex sale, enterprise	Pipeline velocity, win rate	SDR + AE + SE
Community-Led	Developer tools, open source, niche	Community engagement, organic inbound	DevRel + content
Partner/Channel	Market coverage, industry expertise	Partner-sourced revenue	Partner manager
Hybrid	Multi-segment, expanding upmarket	Segment-specific metrics	Flexible team

Launch Planning Framework

1. Pre-Launch (T-30 to T-0)

   • Finalize positioning (use positioning skill)
   • Create sales enablement kit (deck, battle cards, FAQ, demo script)
   • Brief sales team (training session + recorded walkthrough)
   • Seed content and PR (use content-strategy skill)
   • Set up tracking and attribution (use paid-measurement skill)

2. Launch Week (T-0 to T+7)

   • Coordinated announcement (email, social, PR, community)
   • Sales outbound blitz (target accounts, personalized outreach)
   • Paid amplification (targeted campaigns to ICP)
   • Internal momentum (Slack updates, leaderboard, quick wins)

3. Post-Launch (T+7 to T+90)

   • Measure against launch KPIs
   • Collect early customer feedback (use customer-research skill)
   • Iterate messaging based on sales call recordings
   • Scale what's working, kill what's not

Sales Enablement Kit

Asset	Purpose	Owner
Sales deck	Structured pitch narrative	Marketing + Sales
Battle cards	Competitive positioning per competitor	Marketing
Objection handling guide	Top 10 objections with responses and proof	Marketing + Sales
Demo script	Structured product walkthrough	Product + Sales
Case studies	Social proof for specific segments	Marketing
ROI calculator	Quantify value for the buyer	Product Marketing
Email templates	Outbound and follow-up sequences	Marketing
One-pager	Leave-behind or attach to email	Marketing

Output Format

## GTM Plan: [Product / Market / Launch Name]

### GTM Motion
- Primary: [PLG / Sales-Led / Community-Led / Hybrid]
- Rationale: [why this motion fits]

### Target Segments
| Segment | ICP Description | ACV Range | Sales Motion |
|---|---|---|---|
| [segment] | [description] | [$range] | [self-serve / inside sales / field sales] |

### Launch Timeline
| Phase | Dates | Key Activities | Owner |
|---|---|---|---|
| Pre-Launch | [T-30 to T-0] | [activities] | [team] |
| Launch | [T-0 to T+7] | [activities] | [team] |
| Post-Launch | [T+7 to T+90] | [activities] | [team] |

### Sales Enablement Deliverables
| Asset | Status | Due Date |
|---|---|---|
| [asset] | [draft / review / final] | [date] |

### Battle Card: [Competitor Name]
| Dimension | Us | Them | Talk Track |
|---|---|---|---|
| [dimension] | [our strength] | [their approach] | [what to say] |

### Launch KPIs
| Metric | Target | Measurement |
|---|---|---|
| [metric] | [goal] | [how measured] |

Related Skills

• positioning -- messaging foundation for all GTM materials
• copywriting -- writing sales deck copy and email templates
• email-sequences -- outbound and follow-up email sequences
• paid-measurement -- launch campaign measurement
• content-strategy -- content supporting the GTM launch

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