9/1/2025
Clarity over velocity: why most GTM problems are prioritization problems
Common failure patterns in go-to-market execution and how to fix them.
go-to-marketexecutionleadership
The real constraint: prioritization
Most GTM teams don't suffer from a lack of activity—they suffer from unclear priorities across ICP, motions, and handoffs.
Three failure patterns we see
1) Fuzzy ICP and segment ownership. 2) Leaky handoffs between SDR → AE → CS. 3) No weekly visibility on leading indicators.
What good looks like
Crisp ICP, explicit stage definitions, defined roles/handoffs, and a cadence that makes reality visible weekly.