5 GTM failures that matter most right now
Inbound demand is going unworked. Every hour of delay reduces conversion probability. Revenue is entering the system and leaking before sales ever touches it.
Nearly half of won deals receive no post-close engagement. Onboarding is generating early support load. Revenue that took months to close is at retention risk from day one.
Marketing and sales are using inconsistent qualification logic. MQLs are stalling, contacts are getting stuck, and qualified demand is leaking before it becomes pipeline.
Forecasts are overstated. Stale close dates and stage regressions make pipeline look healthier than it is, so leadership is planning against unreliable revenue.
The sales motion is being executed inconsistently. Rep-to-rep variance in activity, engagement, and tool usage suggests the process exists on paper but is not being followed in practice.