3 Playbooks to Reset This Summer
From AI-driven discovery to better competitive tools and clearer win/loss insight, here’s how to sharpen your strategy while everyone else is OOO.
With a holiday week, the pace slows just enough to step back and think a little more strategically. It’s the perfect time to revisit what’s working—and what’s not—in your GTM approach.
So I pulled together three playbooks that challenge outdated assumptions and offer practical ways to improve your strategy. From building better competitive tools to getting discovered in AI-powered search, to rethinking your win/loss data, each one tackles a different growth lever, with clarity and momentum in mind.
No fluff. No recycled advice. Just fresh thinking that’s built for what’s next. Let’s get into it.
Win/Loss Truths: Why Your Data Might Be Leading You Astray
Most companies think they know why they win or lose. In reality? They’re flying blind with biased inputs and shallow insights. This playbook breaks down how to run a win/loss program that uncovers what actually drives decisions.
Read it here:
What If Everything You Know About Why You Win and Lose Is Wrong?
Imagine playing poker but only reviewing the hands you won. You’d feel pretty good—maybe even confident in your strategy. But without analyzing the losses, you’re missing half the picture. That’s exactly what happens when companies rely solely on their AEs' CRM inputs for win/loss data. The result? A false sense of confidence and a lot of revenue left o…
Generative Engine Optimization: The New Frontier of Discovery
SEO isn’t dead, but the game is changing fast. Generative Engine Optimization (GEO) is about showing up in AI-powered search, surfacing in buyer prompts, and becoming the answer when the algorithm thinks, not just when it ranks.
Read it here:
GEO vs SEO: Why the Smartest Marketers Are Optimizing for Answers, Not Just Rankings
Recently, I was sitting with my college-aged kids when a question came up that stumped the group. Normally, this is when someone grabs their phone and Googles it. To my surprise, both of my kids went to AI engines to search for the answer. Surprised, I asked them to walk me through how they search for information. The answer? Not Google or Bing. They go…
Battlecards, But Better
Most battlecards are built like static cheat sheets—and that’s exactly why they don’t work. This playbook shows how to make competitive tools that are dynamic, buyer-centric, and actually help close deals.
Read it here:
Most Battlecards Suck. Make Yours Unstoppable.
Prefer to Listen? For those who prefer to consume information through audio, I’ve used Google’s NotebookLM to transform this newsletter into a short podcast episode, featuring a natural conversation between two AI hosts. You can listen to the podcast by pressing the red play button below.
Read, Rethink, Reset
Strong GTM strategies don’t come from doing more. They come from doing the right things on purpose, and with focus.
These are three of the most-read playbooks I’ve shared—and for good reason. Each one tackles a real challenge GTM teams are facing right now.
If something here sparked a new idea or gave you a reason to revisit your strategy, I’d love to hear it. And if you know someone who’s in the thick of GTM planning, feel free to pass this along.
P.S.
Next week, I’m digging into the questions execs should be asking about marketing, but usually don’t. Think of it as a conversation between your CEO, your CFO, and your future self. Stay tuned.