GTM Science - A show for GTM and RevOps leaders How to Drive Adoption of Your GTM Processes
6 snips
Jan 26, 2026 They unpack why go-to-market processes exist but often go unused and how that breaks pipeline hygiene. Topics include using reports to spot adoption gaps, embedding methodology into CRM stages, and creating accountability through coaching and reviews. They also cover territory design, inbound follow-up cadences, and post-sale handoffs to protect retention.
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From Startup Chaos To Playbook Rhythm
- Eddie recounts moving from startup chaos to Salesforce playbooks that created reliable behaviors.
- He describes listening to colleagues and adopting templates that became muscle memory over time.
Embed Entry Criteria And Weekly Reviews
- Build required stage-entry criteria and a focused CRM view with a few critical fields.
- Run weekly pipeline reviews and coach reps against that report to enforce the process.
Real-Time Updates Build Discipline
- Create a real-time feedback loop: update CRM immediately after calls.
- Managers must review that real-time data to build consistent muscle memory across reps.