Why Sales is Ignoring Your Best Product: The Brutal GTM Flaw (And How to Fix It)

This is a great breakdown of how internal systems shape behavior. One thing Ive seen on the GTM side even before sales is a similar pattern. teams default to the easiest-to-access leads, not the highest-signal ones. So even if you fix incentives, youre still feeding reps low context prospects. The biggest shift for us was changing the input layer starting from people already engaging with competitors instead of cold lists. That alone made both outbound and product adoption behave very differently.