Playbooks
Two frameworks for the deals that matter: how to build the case for change at every level of the buying org, and how to run a demo that proves it. No gate, no pitch until the end. Use them whether or not you ever use GTM Heroes.
The Why Change Pyramid
End users, managers, and executives each need a different reason to change. Map each level to the value it decides on and climb the case from the base to the signature.
The High-Impact Demo Framework
Most demos are tutorials on workflows the buyer has used for years. Claim the table stakes in one sentence and demo only what proves the change.
They work best in order: the pyramid first, then the demo.