5 Reasons to Prioritize Go-To-Market (GTM) Alignment

Go-to-market alignment — often abbreviated to GTM alignment — is necessary for every brand, no matter the industry.

Our complete guide will give you an overview of what this type of alignment means, why it’s important, how to implement alignment for your brand, and five reasons why you should prioritize it.

What Is Go-To-Market (GTM) Alignment? 

Go-to-market (GTM) alignment is the collaborative efforts of teams to make sure they’re all working toward the same goals. In a nutshell, the goal is to attract and keep clients, but it’s usually more nuanced than that, and can vary company to company.

There’s not one way to implement GTM alignment but rather many ways. 

GTM alignment components

There are many components of GTM alignment, the most obvious being the shared goals of a company. Within a brand, all teams should have a good understanding of the overall mission and their team-wide objectives that feed into that larger goal. This larger goal will always include putting the customer first and optimizing the overall client experience. 

Another critical component of alignment is having a consistent language and methodology. Specifically, teams need to use the same messaging across the company when speaking to clients. For example, the language used to describe a company’s products or services should be the same during a sales pitch, no matter the rep.

Other aspects of GTM alignment include using data to drive decision making, ensuring everyone has appropriate access to the necessary data (because having everyone use the same data to inform their strategies across the board can prevent discrepancies, inconsistencies, and other errors) and facilitating the efficiency of handoffs.

Why is GTM alignment important?

GTM alignment is important because it helps make sure all reps are putting in effort toward the same objective. This keeps everyone on the same page, which optimizes the team’s productivity and performance. 

All the best sales training companies rely on alignment to boost customer satisfaction and, in turn, drive revenue. 

How to Use AI for GTM Alignment

Any time there’s a significant change within a company — whether that’s a new strategy, an acquisition, updated pricing, new product launch, new packaging, what have you — it’s critical for your GTM team to be aligned. It’s essential for sellers on all teams to speak in  the same voice, using the same methodology, so that every rep is hitting quota and there’s attainment.

When folks are hitting quota and there’s attainment, as a result, companies often spend hundreds of thousands of dollars on sales roleplays and vendor-led trainings and simulations. That’s where Yoodli comes in. 

Yoodli is an active practice tool that makes sure your GTM team is completely up and running with new information. Brands can use Yoodli to get their GTM reps up to speed with any new changes their company might experience, especially in terms of branding, verbiage, and methodology.

Plus, the realistic sales roleplay opportunities Yoodli offers companies gives teams the perfect environment for GTM alignment. On top of that, sellers can use the personalized, actionable feedback from this tool to then build on their existing skills and improve. 

For example, to achieve at-scale GTM alignment, sales leaders can have their reps practice with predefined scenarios — like simulated cold sales calls or  inbound and outbound customer discovery. On the other hand, GTM teams can also personalize their roleplay scenario and practice with different customer personality types. 

The options for alignment with Yoodli are endless.

Getting your GTM team up to speed has never been so easy. Explore more of what Yoodli has to offer at https://yoodli.ai/. 

Best Practices for GTM Alignment

If you’re ready to get your GTM team aligned, you’re in the right place. Here are some best practices and other considerations for investing in GTM alignment to create a unified, strategic approach for you and your brand. 

Building a strong foundation

Your GTM alignment will only be as strong as its foundation, so you want to make sure a sturdy foundation is established from the get-go. To start, make sure the company-wide goals and team-wide objectives are clear and specific. These objectives should also be measurable.

Brands can set up regular company- and team-wide meetings to make sure everyone is on the same page. Quarterly is a popular choice for many companies. During these meetings, companies can emphasize honest, open communication, which goes a long way for alignment. Some companies take advantage of sales kickoffs to align teams.

Establishing a GTM alignment foundation is also a great time to make sure your goals and objectives are client-centric. 

Fostering a positive team culture

Although it’s often a forgotten aspect of GTM alignment, fostering a healthy, uplifting team culture should be baked into every company’s strategy. Working in a toxic work environment has real consequences (like quiet quitting) and is a surefire way to misalign a team. 

Instead, aim to foster a positive, DEIB-backed team culture that encourages reps to do their best. Working in a positive work environment also gives GTM teams the confidence to ask questions and problem solve — two aspects that become much more difficult in a negative team setting.

Team leaders are especially important in the equation for a collaborative, positive team environment. 

Establishing operational best practices 

Operationally, the best practices for GTM alignment revolve around teams being on the same page in terms of strategy (and otherwise). For example, consider campaign planning and execution. With alignment in mind, companies should include all teams relevant to the campaign from start to finish. Having defined roles for each team member is also essential, especially when multiple teams are involved. 

Other operational best practices for alignment include:

• Using the same performance metrics for all teams and reps
• Sharing technology and tools across teams 
• Taking advantage of feedback loops to ensure constant growth and improvement

5 Reasons You Need to Prioritize GTM Alignment

There are plenty of real benefits to aligning your GTM team. Whether you want to work on your brand’s identity or you’re just looking to improve performance and efficiency, getting everyone on the same page is the first step.

Here are five reasons you need to prioritize GTM alignment (and why it works!).

1. It enhances your brand’s identity. 

There’s no doubt about it. GTM alignment can enhance your brand’s identity. That’s because doing something as (seemingly) simple as using consistent messaging only strengthens your brand positioning. 

This consistency resonates with a customer base. It can boost client engagement, interest, and brand loyalty among your target audience.

2. GTM alignment improves the client experience.

When a GTM team is completely aligned, customers get a better overall experience. Having a team on the same page with a central, unified framework leads to a more positive experience for the client. 

GTM alignment helps make sure the client’s needs are addressed and met, which in turn adds to customer satisfaction and loyalty. 

3. It increases overall efficiency.

Perhaps the most significant reason companies should prioritize GTM alignment is the increased efficiency. Any duplicative efforts, redundancies, and even unused resources can be eliminated through this boosted efficiency. On top of that, the accelerated time-to-market further emphasizes improved efficiency through market penetration and more effective product launches. 

The resulting increase in both marketing and sales performance translates to more revenue and higher conversion rates: a win-win scenario.

4. GTM alignment can cut costs. 

Investing in your team in such a way can also cut overall costs for businesses. Because GTM alignment emphasizes data-backed decision making, the insights gained can improve team strategies and further drive revenue.

It also can help get rid of duplicative or wasted resources by making sure all team members are aligned. Businesses often underestimate how much a misaligned GTM can negatively affect performance and revenue generation. 

5. Your company will have a competitive advantage. 

If your team isn’t aligned, chances are, it’ll be more difficult to outperform competitors. Investing in GTM alignment and other sales enablement strategy and tools can give your brand the competitive advantage it needs to stand out from the crowd. 

The Bottom Line

The benefits of GTM alignment extend well beyond just having your team on the same page. From improving the customer experience to boosting revenue and your brand’s identity, there are tons of benefits to alignment. 

But don’t let the concept of GTM alignment overwhelm you, especially if you’re part of a large company. Yoodli’s capabilities can facilitate at-scale GTM alignment and ensure your reps are in harmony. 

Sources

• G2: “GTM Alignment: Marketing, Sales, & Product Leaders Share Their Strategies.” 
• Forbes: “Three Actionable Ways For Marketing Leaders To Drive Alignment.”
• RevOps: “The Framework for Go-to-Market Feedback Loops.”
• LinkedIn: “Building a Strong Brand Identity: Strategies for Branding Success.”
• Tenbound: “Why is it Important to Align Your GTM Team?”
• RollWorks: “Why Misaligned GTM Teams Can Cost You Big in a Market Downturn.”