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The 2021 GTM Playbook Is Mostly Dead. But What’s The AI Era Replacement?
- The 2021 GTM Playbook, driven by a surge in SaaS apps, is considered obsolete.
- AI has led to increased competition and product-level changes in the tech landscape.
- Strategies like generic outbound emails, low-energy digital events, and mass content creation are ineffective now.
- Highly targeted outbound, AI email tools, IRL field events, and deflationary pricing are noted as still effective.
- Weekly webinars, in-person visits, aggressive brand awareness, and partnership initiatives remain important.
- Creating high-quality industry-related video content and focusing on partnerships are recommended strategies.
- The evolving 2025 GTM playbook emphasizes more personal engagement and effort per prospect.
- AI tools, while valuable, do not address all key challenges in the 2025 sales environment.
- There is a trend of relying on AI solutions alone to solve growth challenges, without sufficient human effort.
- The new GTM playbook requires more work and faces higher competition, especially due to the rise of new AI-fueled competitors.
- Start-ups with exceptional product-market fit may see success with any playbook, showcasing the power of demand-driven sales.
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