01
Pipeline truth
Can the team see coverage, stage conversion, aging, and source without debating the dashboard?
Free working diagnostic
Is your GTM engine ready for the next 90 days?
Score the system behind your pipeline — not the activity around it. This six-part diagnostic gives mid-market B2B leaders a practical first move after a layoff, budget reset, or stalled pipeline.
Answer first
A ready GTM engine can answer six questions
The scorecard is deliberately operational. It asks whether the system can see, decide, act, learn, and repeat — before asking it to scale.
02
Signal visibility
Can you name the buying signals behind your wins and detect them early enough to act?
03
Buyer experience
Can a buyer answer the problem, proof, process, and fit questions before a sales call?
04
Data and instrumentation
Does your CRM capture enough context to route, learn from, and forecast a qualified opportunity?
05
AI workflow
Does AI remove research and enrichment work while a human approves customer-facing action?
06
Operating cadence
Is one owner moving the system from diagnosis to installation to measured economics?
The 90-day scorecard
Score the system as it runs today
Choose one answer per question. Give yourself the score that best describes the current operating reality, not the roadmap.
0 of 6 answered
0 / 18 points
Your readout
Answer all six questions to get your first 90-day move.
Choose the statement that best describes the system today — not the system you are planning to build.
This score is a prioritization aid, not a universal benchmark or a statistically validated assessment.
Public research, used carefully
The evidence behind the questions
These public studies provide context for the diagnostic. They do not turn the score into a research benchmark, and they do not replace your own pipeline data.
6sense · 2025 B2B Buyer Experience Report
Shortlists form before the first sales conversation
The study collected nearly 4,000 buyer responses. It reports that 95% of the time the winning vendor is already on the Day One shortlist, and that the pre-contact favorite wins roughly four out of five deals.
Why it matters here: The diagnostic treats signal detection, buyer-facing clarity, and shortlist placement as more useful questions than raw lead volume.
Read the public report ↗McKinsey · 2024 B2B Pulse Survey
Buyers expect a connected journey
McKinsey surveyed nearly 4,000 B2B decision makers across 13 countries. Buyers used an average of ten interaction channels, with preferences split roughly across in-person, remote, and digital self-serve interactions.
Why it matters here: The diagnostic checks whether your content, handoffs, and measurement support the full buyer journey rather than one outbound channel.
Read the public report ↗The 6sense study reports nearly 4,000 buyer responses. McKinsey reports nearly 4,000 B2B decision-maker responses across 13 countries. Both are external studies with their own samples and limitations; neither is a benchmark for your company.
The 90-day move
Turn the score into an operating sequence
The score is useful only if it changes what happens next. Use the phase that matches your result as the constraint for the next quarter.
Days 1–30
Make the pipeline legible
Pull the last four quarters of pipeline data. Define the stages, sources, personas, and velocity measures leadership will trust. Then identify the three to five signals that preceded recent wins.
Days 31–60
Install one signal loop
Choose one high-value signal and connect detection, account context, routing, and a human approval gate. Measure whether the loop creates better conversations — not just more activity.
Days 61–90
Re-architect the economics
Use observed results to tune the motion, set the next coverage plan, and show the board what changed. Scale the system only after the first loop is repeatable.
Frequently asked
Questions about the diagnostic
- What is a GTM readiness diagnostic?
- A GTM readiness diagnostic is a structured review of the operating conditions behind a repeatable go-to-market system: pipeline truth, buying-signal visibility, buyer experience, data instrumentation, AI workflow, and operating cadence.
- Is this 90-day GTM scorecard research-backed?
- It is informed by the public 6sense and McKinsey studies linked on this page, and by Dr. Joe Breider's GTM operating framework. It is not a statistically validated assessment, and its score is not a universal benchmark.
- What should I do with the score?
- Use the result to choose the next operating move. Lower scores point to a diagnostic and shared definitions first; middle scores point to installing one signal-to-meeting loop; higher scores point to tuning economics and scaling what is already repeatable.
- Who is the diagnostic for?
- It is designed for mid-market B2B founders, VPs of Sales, CROs, and RevOps leaders who need a leaner revenue system after a layoff, budget reset, or stalled pipeline.
Need the working session?
Bring the score, not a slide deck
A GTM diagnostic call maps your pipeline reality, the signals already present in your business, and the first loop worth installing.
Schedule Your GTM Diagnostic Call