GTM Insider: Are You Turning the Right Knobs in Your GTM Strategy?

Hi there,

Being a sales leader right now is hard.

We are constantly being asked to do more with less. As a GTM leader, I’m always thinking about what “knobs” I can turn to grow revenue efficiently—the right levers, pulled at the right time, with the right data behind them.

Most sales leaders default to the knobs that are easiest to see: pipeline coverage ratios, activity volume, headcount. Those matter, but they’re lagging indicators. By the time they’ve moved, the quarter that mattered is already over.

The knobs worth turning earlier are the ones tied to account preparation and account strategy—making sure a rep walks into a meeting already knowing what changed at the account, who the real buying group is, and where the deal’s risk actually sits. That’s not about working harder. It’s about replacing the scramble with a data-driven view of the account before the call, not after it goes badly.

AI changes what’s possible here specifically because it collapses the prep time. Instead of a rep guessing at what matters based on gut feel, the data itself surfaces which knobs need attention this week, on this account, for this deal—not a quarterly retro on knobs you already turned.

Know which levers actually move the number, and you stop reacting to the pipeline review and start setting its outcome before you walk in. Turn those knobs with confidence!
‍

Be bold. Sell smart.

Laura Palmer
Chief Revenue Officer | Backstory.ai
LinkedIn

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