GTM Tips

Best practices for getting the most out of your go-to-market workflows.

Dashboard

Check it daily. The dashboard surfaces what needs attention — stale deals, overdue tasks, campaign performance. Make it part of your morning routine.

Focus on trends, not snapshots. A single day’s numbers mean little. Watch week-over-week changes to spot real patterns.

Use it for standups. Pull up the dashboard in team meetings to align on priorities and blockers.

Contacts & Leads

Keep stages updated. Move leads promptly when status changes. Accurate stages mean accurate forecasts.

Log interactions. Record every meaningful touchpoint — calls, emails, meetings. This context helps your team and trains better AI insights.

Qualify early. Don’t waste outreach on bad-fit leads. Use ICP scoring to prioritize and disqualify fast.

ICP Profiles

Be specific. “SMB” is not an ICP. Define company size, industry, titles, pain points, and budget range. The more specific, the better your targeting.

Create multiple profiles. Different products or use cases may have different ICPs. Don’t force everything into one.

Revisit quarterly. Your best customers evolve. Update ICP criteria based on who’s actually converting and retaining.

Use scoring to prioritize. High ICP-fit leads deserve more attention and faster follow-up.

Pipeline Management

Review weekly. Check stale deals, update stages, and clean up dead opportunities.

Set next actions. Every deal should have a clear next step and date. “Waiting” is not a next action.

Watch velocity. If deals are stalling at a particular stage, investigate why. Stage bottlenecks reveal process problems.

Clean your data. Remove bounced emails, update contact info, merge duplicates. Bad data leads to bad decisions.

Sequences

Start short. Begin with 3-4 step sequences before building complex flows. Learn what works before scaling.

Mix channels. Combine email with tasks for calls, LinkedIn touches, and other channels. Multi-channel outreach gets better response rates.

Test subject lines. A/B test different approaches to find what resonates with your audience.

Respect the pause. When someone asks to be contacted later, honor it. Remove them from sequences and set a follow-up task.

Campaigns

One goal per campaign. Don’t mix objectives. A campaign for demos shouldn’t also try to drive content downloads.

Set clear timeframes. Open-ended campaigns become dumping grounds. Set start and end dates, then measure results.

Link to ICP. Every campaign should target a specific ICP. This focuses messaging and improves conversion.

Measure what matters. Reply rate and meetings booked matter more than open rate. Track outcomes, not vanity metrics.

Using Milo

Ask about priorities. “Which leads should I focus on today?” — Milo can surface high-value opportunities.

Get pipeline insights. “How does our conversion rate compare to last month?” — Quick analysis without building reports.

Draft outreach. “Help me write a follow-up email for [contact]” — Milo knows the contact’s history.

Analyze patterns. “What’s causing deals to stall in negotiation?” — Surface systemic issues from your data.