Leading a GTM team

How do I build a narrative the whole company tells the same way?

The short answer

Write one narrative, not a messaging document, and make the sales deck the artifact that carries it, because long messaging docs get filed and never used. Get the leadership team to agree on the shift in the world, the winners and losers, and the promised land before anyone touches a slide, since disagreement at that level shows up later as five different pitches. Then roll it out with a real internal launch: a briefing, a certification where reps deliver it back, and updated battlecards, discovery questions and onboarding. The test is simple, ask three people in different functions what the company believes and see whether the answers rhyme.

Go deeper, your way

4 hand-picked resources, 4 link-checked. Pick how you want to dig in.

✍️ Essay
✓ Link checked Free Beginner

Why we picked it The five part narrative structure (name the shift, name winners and losers, show the promised land, position capabilities as magic, prove it) that most modern B2B decks are downstream of. Concrete enough to rebuild your deck from in an afternoon.

The Greatest Sales Deck I've Ever Seen

From Mission.org by Andy Raskin 11 min read

Open medium.com

The same ground, at another level

How brand and narrative reads from a different seat.

People also ask

I am a founder with no marketing team. Is my own story actually a GTM asset or just vanity? It is an asset, but only the parts of it that are useful to a buyer. Nobody outside your family cares about your journey, they care about what you ... Breaking into GTM 3 resources → What is a strategic narrative and how is it different from our pitch deck? A pitch deck is about you, a strategic narrative is about a change happening in the world that your buyer is living through. The structure Andy Ras... Breaking into GTM 3 resources → Everyone says post on LinkedIn. What do I post if I am not an expert yet? Post what you are seeing, not what you have concluded. You sit in more conversations with buyers in a week than most commentators do in a month, so... Breaking into GTM 3 resources → What is the difference between brand and demand, in plain terms? Demand capture reaches the small number of people shopping right now, brand building reaches the far larger number who will shop later. The Ehrenbe... Breaking into GTM 3 resources → How do I turn a point of view into content that actually helps sales close deals? Write for the moment in the deal where a rep gets stuck, not for the top of the funnel in general. Ask your AEs which three objections kill deals, ... Doing the work 4 resources → Our content gets likes but no pipeline. What do I change? Usually you are reaching the right volume of the wrong people, or the right people with content that never mentions a buying situation. Check who i... Doing the work 4 resources →

Also in Starting Up

The same ground, over in Brand, web & content, our Starting Up track.

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The same ground, over in Find your idea & build the brand, our D2C track.

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