How to Solve Overwhelmed GTM Teams

B2B SaaS companies expanding into new verticals often overwhelm their go-to-market teams. Sales reps and marketers struggle to understand industry nuances, identify decision makers, and craft compelling messaging. This results in generic prospecting, poor response rates, and lost deals to competitors who speak the prospect's language. As teams face pressure to land logos in more industries, GTM Bloat emerges while reps struggle to connect with new personas.

Two key workflows on a GTM AI Platform offer a solution. The Contact Research and Cold Messaging Creation workflows from the Prospecting Cockpit package enable teams to build deep expertise in multiple industries and execute targeted, relevant outreach at scale.

How to Solve for Overwhelmed GTM Teams

These workflows empower go-to-market teams to overcome multi-industry expansion challenges:

1. Contact Research Workflow

This workflow provides deep insights into key stakeholders for industry-specific personalization.

Inputs Needed:

• LinkedIn profiles of target stakeholders in each industry

What the Workflow Does:

• Suggests use cases for the contact based on research
• Builds a personalized value proposition for your company
• Creates a dynamic battle card for sales team positioning

This workflow helps reps quickly understand the nuances of each target industry. They gain insight into the prospect's world, priorities, and product fit - enabling personalized outreach and trust-building from the first interaction.

Example in Action: A SaaS company expands into manufacturing. A sales rep runs LinkedIn profiles of VPs of Supply Chain at target accounts through the Contact Research workflow.

The workflow identifies "digital twin" and "Industry 4.0" as hot topics for these stakeholders. It infers that VPs of Supply Chain will prioritize the product's ability to provide real-time visibility into the production line.

The rep can now confidently discuss the prospect's world and show how the product addresses specific industry needs. The GTM AI strategy prepares the rep for a new industry in minutes.

2. Cold Messaging Creation Workflow

This workflow generates highly targeted outreach based on a prospect's industry and role.

Inputs Needed:

• Insights from the Contact Research workflow on the prospect's industry trends, pain points and priorities
• The most relevant product value propositions for the prospect's industry and role

What the Workflow Does:

• Generates icebreakers and hooks that speak to the prospect's industry
• Personalizes the messaging to reference the prospect's specific role and initiatives
• Incorporates the most relevant industry-specific value propositions
• Creates a full cadence of emails and multi-channel messages tailored to the prospect

This workflow allows reps to execute personalized, multi-channel campaigns that speak directly to each prospect's world and demonstrate deep industry expertise. The GTM AI approach differentiates them from competitors using generic messaging.

Example in Action: The sales rep inputs the Contact Research workflow outputs on VPs of Supply Chain into the Cold Messaging Creation workflow, along with the most relevant value props.

The workflow generates email subject lines like "How [Company] Is Embracing Industry 4.0" and hooks such as "I saw you mention digital twins on LinkedIn..."

Email bodies discuss how the product can help the VP get real-time visibility into their production line to improve OEE. The workflow also provides industry-specific talk tracks for calling the VP and templates for social outreach.

The rep launches a highly targeted campaign in minutes, rather than spending hours crafting messaging. Response rates and conversions increase compared to previous generic approaches.

Putting Them Together

Go-to-market teams using the Contact Research and Cold Messaging Creation workflows together become industry experts at scale and drive rapid growth across verticals:

• Reps quickly build deep knowledge of each prospect's industry without extensive research
• Messaging tailors to the unique trends, terminology and pain points of each vertical
• The most relevant value propositions for each industry surface automatically
• Personalized, multi-channel campaigns launch in minutes

This approach increases engagement rates, improves sales conversations, expands deal sizes, and accelerates traction in new industries. Lean teams can compete effectively as they expand, boosting GTM Velocity.

Why Copilots Aren't Sufficient

AI copilots have significant limitations for multi-vertical growth:

• They don't integrate with sales intelligence tools, requiring manual data entry on each industry and prospect
• They can't identify the most relevant value props and talking points for each persona
• Their outputs need extensive human editing to ensure relevance and quality
• They can't generate full sequences or cadences across multiple channels

Go-to-market teams relying solely on copilots struggle to develop true industry expertise and execute effective campaigns at scale, leading to GTM Bloat. Purpose-built workflows on a GTM AI Platform unlock their potential.

Looking Ahead

The Contact Research and Cold Messaging Creation workflows establish the foundation for go-to-market teams to become industry experts at scale. Additional capabilities can layer on as teams mature:

• Using the Vertical Battlecard workflow from the Enablement package for industry-specific talk tracks and objection handling
• Leveraging the Customer Story Finder workflow from the Content Ops package to uncover relevant case studies and proof points for each industry
• Deploying the Partner Prospecting workflow from the Partner Ops package to identify and recruit industry-specific channel partners

The right combination of workflows allows B2B SaaS companies to dominate new industries and lead in every vertical they target. The Contact Research and Cold Messaging Creation workflows initiate this journey. A GTM AI strategy positions companies to outperform competitors.

Related Resources

If you found this guide helpful, then you might also be interested in the following resources:

• Making the Shift to Profitable, Efficient Growth with Sam Jacobs - Learn how to make your go-to-market motion more efficient and drive profitable growth in this insightful podcast episode featuring Sam Jacobs, Founder & CEO of Pavilion.
• How Companies Can Eliminate Bloat and Improve CAC with Chris Walker - Discover strategies to streamline your customer acquisition process and reduce CAC in this tactical discussion with Chris Walker, CEO of Refine Labs.
• Unstoppable Go-To-Market Success with Sangram Vajre - Get inspired to take your GTM strategy to the next level with insights from Sangram Vajre, Co-Founder & CEO of GTM Buddy, on what it takes to achieve unstoppable success.

By leveraging the power of GTM AI, your team can overcome the challenges of multi-industry expansion and drive efficient growth like never before. Book a demo today to see how Copy.ai's Prospecting Cockpit package can help you dominate your target verticals.