What You Must Know To Become A GTM Engineer

Okay, so we are about to unveil the holy grail of becoming a GTM engineer. I'm gonna show you everything that you need to know about becoming a GTM engineer from the front end sales systems to the back end sales systems. This is going to be one of my greatest videos of all time. I'm making this video so good that when I finally get announce and open up slots for the GTM games, you're going to have no choice but to pay the price. And yes, it will be a premium, but I want to show you guys, if my free information is that good, imagine just how good GTM games is going to be when you actually pay me. So we're gonna break this down and show you everything you need to know as a GTM engineer from front end sales systems back in sales systems. And these are the things that I want you to really embody and take notes and because if you don't understand these things, you are not going to be a good GTM engineer or you're going to become a commoditized GTM engineer. I want you guys to become a multi six figure GTM engineer. A GTM engineer consultant. I want you getting paid 8 to $15,000 a month per client or 8 to 10k a month salary. That's what I want from you guys. And you never have to take a sales call again. So we're going to jump into it. So let's make this happen. So the front end sales systems are really important. Then we're going to get into the back end sales systems. All right, so the front end sales systems is how do we generate traffic? There are three methods that I like to focus on when it comes to generating traffic. Which is going to be outbound, inbound or hybrid. We're going to start with outbound for now. So outbound is your common methods. Cold calling, cold email, LinkedIn outreach. These all gauge interest. Okay. Okay. It's a really big spray and pray. You know, I know that there's signals and all these other things, but it's in my opinion it's spray and pray. And the way it's set up, it's not people coming in, you're looking for people who may be interested. So with outbound it takes a lot more work, but it does work. And remember when you're setting up systems, it's and not or one is not better than the other. It's all dependent upon where you are in your sales process. Process. In sales systems, if you're working with new offers, outbound Is definitely great. If you're working with offers who have proven success time and time again and with companies and founders that have proven success already with what it is they have to offer. I probably would look at inbound more so than outbound or a hybrid method. But we'll get into all these good things in a bit. So we have outbound, cold calling, cold email, LinkedIn outreach. So cold calling is very simple. Download lists, enrich the phone numbers, give them a call. Cold email, you use platforms like Instantly Million Verifier to verify the email. You can get your leads from Clay, whatever it may be, your lead list from Clay. You're going to use cold email. I prefer cold email over cold calling. If I had to choose. Then you have LinkedIn outreach, which is really good because you're just going directly to your icp. But the problem is a lot of people don't have the correct content on their LinkedIn outreach on their LinkedIn page. So when they do outreach and the prospect goes to look at your page, they're. There's no real relevance on your page. But we'll get into that later. All right, I think I actually might have to make a whole video about LinkedIn outreach. Then we have inbound. Inbound is my favorite. You have Facebook ads, you have Google Ads. The end goal is to always going to be, if you're doing outbound or inbound, is to book a call, sign up for a webinar, some sort of challenge. Right? But with inbound, Facebook ads is always where you want to start when you want to do inbound leads or paid advertising. Not Google Ads, not LinkedIn ads. Always start with Facebook ads because it will allow you to get market validation and all the other things that you need when you are running ads, which is the correct copy, correct messaging, all these good things. All right, so you're always gonna start with Facebook ads because it's gonna be. It's gonna be cheaper to validate what it is you are advertising. And when it comes to Facebook ads, you have two directions. You can go, you can run a Facebook ad to a vsl, a video sales letter. A. A video sales letter is basically just a landing page with a breakdown of what it is that you have to offer. It shows case studies and things like that. Or you could push them to a challenge or a webinar funnel. Those are the two funnels that are working extremely well right now. And I highly recommend everyone use those funnels. Then you have Google Ads. Google Ads is a bit different. Like you wouldn't Push them to a challenge or a webinar funnel. You would push them to like a trial sign up for a software or, or a book, a call type of landing page. That's what I would do with Google Ads. Google Ads is a lot more high intent but you don't want to use Google Ads out the gate until you validate your messaging through Facebook ads. So go Facebook Ads first. That's layer one and then Google Ads. All right, then we have our hybrid model over here. Hybrid is my favorite. You can use these channels you. It's. I call it hybrid because it's like outbound and inbound. We. For example, I'm going to be hosting GTM games, right? This isn't hybrid method. I'm giving you value and then I'm going to have a lead form where you can get the, the follow along doc and now you're going to become an inbound lead. So I call it hybrid because it's like yeah, I'm doing outbound. YouTube is finding the people who will be interested, but it's still inbound. So it's a hybrid model. But what I like about it is for example YouTube is produce. Once algorithm does the prospecting and bring. It brings in leads but you still have to do, you still have to do the work, right? Then we have reels same thing. Produce. Once the algorithm algorithm does the prospecting to bring in the leads, then we have LinkedIn posts and lead magnets. I like that one as well. It's high efforts, direct impact because you're talking to the person, right? And yes, you have to make the post and it's a manual process but you can generate a lot of inbound leads right from it as well. My favorite will always be YouTube because YouTube gives you the ability to handle common objections, common pain points, things like that. All right. But these can all be used as sales assets, Every single one of them. When I say these, I mean these right here. These can be used as sales assets. And what are sales assets? We're going to get into that in the back end selling system. So as a GTM engineer you must understand what is the method you are going to take. And in phase one of your outbound setup, what does phase two look like and what does phase three look like? Because the end goal is to have all of these running at once. Because at the end of the day, front end sales systems and sales in general and scaling in general is the game of and not or. And we're going to be learning about this in the GTM Games. It's going to be a six week cohort. It's going to be a dope group with me and I'm going to be bringing in some of the top people from LinkedIn and top cold emailers type, top advertisers, everything. But let's keep this thing going. So once you have all of these machines running, the end goal is always going to be to book a call or sign up for a webinar or some sort of challenge. You have to see what your end goal is because sometimes the book a call method doesn't work right. I'm a fan of webinars and I see the data that webinars are working right now. I think more people should be pushing webinars. At the time of this video. Right now, it's October 27th, I would be pushing webinars rather than the random standard book a call because the way B2B marketing is happening is shifting. And if you can catch on to the shift early and you can validate what works best for you, you are going to scale fast and you're going to be one hell of a GTM engineer because you are able to foresee the future, the future of marketing. But let's transition a bit now that we have the front end sales system. So it's like this, it's a funnel. Okay. Now we have all of these leads come in. So let's just say, great, you've solved the problem of booking calls, but now we need to get these people who showed up and ready to buy. It's not enough to just book calls. That's half the battle. We have to solve the other half. So I'm gonna break down the GTM engineering back end selling systems. I actually have my notes to the left. So if you see me reading, it's because I want to. It's so dense what I'm about to go into. I don't want you guys to miss it. All right, so I'm going to do a quick overview and then I'm going to also go into my notes so I could break this down better. So when you have a backend selling systems you want to have, let's just say your prospect booked a call, okay? You need to be able to redirect them to something called a confirmation page. A confirmation page is very simple. All it is going to be is it's a thank you page. You're going to acknowledge the action that they took. Hey, congratulations, you booked a call. There's going to be a thank you video below. I'M actually going to add a what a what a confirmation page looks like in this, in this video. So you guys can actually see it. All right, so you can do a thank you page. You're going to acknowledge it, you're going to send a thank you video. Then there's going to be breakout videos, testimonials and trust assets. From there you need automated emails going out. These are value dense emails that are going to link back to trust assets. Trust assets are case studies, average results, big wins, partial wins, everything. And of course, text and call reminders. And from there you have SDR best practices, like what happens after the SDR qualifies and schedules them. What does the SDR need to prioritize on the conversation when they are talking to the lead? Because tailored communication is everything on top of it. What trust assets should the SDR be manually sending? You need to know all of this as a GTM engineer. It's not just Clay. And this is what I keep trying to tell people. And then of course, we have post sales call, follow up, general follow up, consumables, all that other stuff. We're going to get into that a little bit later. So let me start breaking this down. All right, Let me see if I can do this. Let's see. All right, awesome. So you might see me, I'm once again, I'm reading right now because I want to ensure that I am staying bullet point to bullet point. So we're done with the front end. We are now going into the back end sales process. So confirmation pages, it doesn't matter what type of marketing method you're running, you will always need a confirmation page because your confirmation page sets up the prospect to buy immediately and you get to handle objections up front. All right? So you want to acknowledge the action. You want to be able to address immediate objections and accelerate due diligence. Why do we want to do this? Because we do not want our account executives getting on educational calls. We want to get them on sales calls. All right, let me say that again. The reason we do this is because we don't want our AES getting on educational calls where they have to educate the buyer they want. We want them to get on sales calls where they're closing the buyer and the prospect. They're already coming in with the all the objections already handled. I know, crazy, but that's your job as a GTM engineer, all right? Because you have to think about it like this, okay? Modern due diligence, in controlling the narrative, your prospect has just taken the leap of faith, of scheduling a call, opting into your funnel, all of that good stuff. But don't let the celebration be short lived in minutes, hours or days. Between that action and your conversation, you can mess things up. Okay, because you have to understand your client or your prospect. They're going to do the homework on you. They're going to look up, oh, this company, that company, what did they do? Do they have reviews? So it's modern due diligence. That's just what they're doing. So if you don't guide the due diligence, your prospect is going to be forced to find or invent their own answers. Okay, so what people specifically look for is legitimacy and credibility, pricing, cost objections, risk, and worst case scenarios. Which means like, hey, if this fails, how fucked can I be? That's literally what people are looking for. These are things you want to add onto the confirmation page. Let me make this screen smaller that way. If I even could do that. Let me see if I can minimize the screen really quick, quickly, because I want to be able to have you guys follow along with the mind map. Cool. So like, so these are the things that people are going to be looking for. Okay, so. And that's going to be a part of your, your breakout videos. Like these are the things that you want to make videos on to send to your prospects. Timeline and logistics, worst case scenarios, success and expectations, social proof and outside perspectives. What are outside perspectives? It's what do people. Are people on Reddit or LinkedIn talking about them? Are there trust? Pilot reviews, genuine or fake? Has anyone posted a rant about them on social media? Do keep people keep talking about the same issues. These are things that people. This is called modern due diligence. So you have to steer the conversation. Don't let people find out answers on their own or even worse, make up answers on their own. This is why there's always the confirmation page. This is why these are the best practices. Let's continue. So the prospect craves transparency, and this is all a part of the GTM process. Just so you know, you have to be able to relay this to your actual employer or client, whoever it may be. So prospects clave transparency. If you leave major questions unanswered, they'll assume the worst. They've heard horror stories, so it's your job to show them you're different. Next, unaddressed skepticism becomes no shows. The second a prospect finds a scam thread or even a tiny red flag without seeing your explanation, they're going to lose trust and they possibly May no show. And if they no show, all these systems we set up are literally pointless. All of this becomes pointless if we cannot provide them with the trust assets. All right, next, let's see. So let's talk about. Let's move here for a second. Okay. The thank you video. This is the most important because acknowledging is pretty much saying, hey, thank you for booking your call. But the thank you video is going to be one of the most important videos on the page after someone books a call because it's going to set expectations. So this is how it should look, right? You just want to say, hey, hey, Mr. Smith. I want. Or you're not gonna say Mr. Smith because it's a general video. It's like, hey, thanks for booking a call. I just want to give you some clear next steps of what's gonna happen, what's gonna happen on this call, plus what you should be doing next. Because I wanna help you do your due diligence. All right, we're gonna be talking, you know, so that's boom. You're telling them, hey, watch this video because, because I want to tell you what to do next. You see how the guiding process has started. Then you're going to tell them what to do next. Beneath this video are going to be breakout videos. And in these breakout videos, it is going to answer any objections or questions that you may have lingering in your mind. You see once again how these breakout videos were directing them. We are controlling the narrative now. And then we're going to tell them. There's also going to be. Beneath that, there's going to be testimonials and trust assets for you, for you to review. And on top of it, we're also going to show you the worst case scenario that we've had with our clients as well. Because we believe in full transparency. Do you see how we control the narrative once you complete this thank you video and we're going to go over more over this in GTM games. So make sure you sign up for the wait list in the description. Description. We're actually going to go how to build it out, what to say, how to script it and all that. Then you need to do breakout videos. So what are breakout videos? One, they are short videos that are only a minute long. You can do up to five minutes. I've seen a minute works best. Why do we want to use them? Because they're digestible. Instead of doing one long video, you create smaller clips addressing each concern you. It also allows you to have a stronger pre frame on the call Means you eliminate repetitive Q and A that normally chews up half the sales calls so they show up warmer and better prepared. And then of course, it's going to boost trust and decrease skepticism. So prospects assume that. Assume companies hide the worst parts. When you proactively talk about the, I guess the worst parts, they trust you more. I know it sounds crazy, but people actually value transparency. So then how are you going to actually select what breakout video topics to. To put on your thank you page or your confirmation page? Talk to your closers. Ask them what objections eat up time or kill deals. Address the downside and skepticism like one of those. You make a video like, hey, what if it's not right for me? What if the results, results aren't as promised? Don't avoid these objections. Embrace them, okay? And then leverage public reviews and even those scam threads, hey, I use clay and blah, blah, blah. And this is what happened. Address those saying, hey, this is what you can find online about us. I also wanted to share my side of the story and what happened here. Do you see how we are controlling the narrative and just blocking out any objection? This is what GTM engineers need to know. This is why this whole confirmation page thing is so important. It's so important. All right, so now we have the thank you, the thank you page. Now we need to focus on the value dense emails. This is really important because everyone always sends these emails. Oh, don't forget your call. No, we need to tailor things to them. Okay? Link stuff back to the breakout videos. Highlight any key trust assets, meaning case studies, results, big wins, partial wins, all of it. Let me, I'm trying. Let me, let me take a breather because I'm going a little bit hard. I'm going a little bit harder, you guys right now. But that's what you want to be able to send them. And you want to send them emails like that consistently up until their sales call, continue overloading them with information. And then of course, you want to have your regular text and call reminder. All right? But this is going to accelerate your sales cycle, okay? And that's what I want you guys to have. An accelerated sales cycle. Nothing more, nothing less, just an accelerated sales cycle. Because I don't want you guys as GTM engineers to set your account executives up for failure. Because you have to understand your goal as a GTM engineer is to increase revenue and simplify systems and, and shortcut sales cycles. It's not just learning clay. Let's go into SDR best practices next. So you know SDRs, they're booking their appointments, they're doing their things. Once a lead is scheduled, right, you want to be able to have the SDR say, hey, saw you booked a call. Whatever it may be, you want the SDR to tailor their conversation to prioritize what's on that prospect's mind. So the prospect. So let's just give an example. The SDR should be able to say, hey, saw that you booked a call. You have a quick two minutes, I can ask you a couple questions, and I'm out of your hair. Great. So a lot of people who book calls with us, they've already used softwares like this before, and they didn't like it for X reason. What's making you want to. I mean, is there any reason. I mean, are you currently using a software like X, or is there any reason you're looking to switch? Great. Let's just say the prospect says, yeah, it's really getting too expensive, and I don't find that I'm getting the value out of it. Your SDR should be writing that down and sending trust assets immediately. Here's how our pricing works, and here's what you receive. You see that you're handling objections up front. So the account executive is. Is able to just win out the gate. That's on top of doing all of this. Now you have an SDR. SDRs need to be a concierge. They need to be the person saying, hey, what would you like? What. What makes you want to do this? Call X, Y and Z. Like, have you ever eaten at a really good restaurant? And this. It's just everything is great. So I stayed at this hotel called the Brown. Right? Amazing hotel, $800 a night. Loved it. Before I even got there, I had my concierge. They texted me. They literally texted me saying, hey, Mr. Harper, we're really looking forward to your stay. Is there anything that you would like in the room? Any snacks or anything like that? All that. Boom, blah, blah, blah, blah. Great. But you see, they tailored the communication. I told them, like, hey, I don't drink alcohol, but I would love a lot of water, if that's okay. When I get there, they gave me all this water. That's how I want you to view the SDR best practices as a concierge. And then we're going to move on to the next part. Post call sales cycle. All right? I mean, post sales call follow up, you're going to have your regular general follow up, hey, great call, blah, blah, blah. But then you also want to send them more Consumables that would be YouTube videos. I really like the selfie video. Like let's just say, hey, they're not ready to move forward. You can have somebody else. If you're like a sales manager saying hey Rob, like literally take their phone, like, hey Rob, just saw that you booked that. You did your sales call with Dave. I know that you had some skepticism moving forward. He told me that it was really a pricing issue. Hey, if we can get rid of price and move that aside or really help you out with a deal, would you be willing to move forward there? These are like the things that people are not doing, but the ones who are always winning. Sometimes a selfie video will help. But you want to deploy contextual consumables that are based on the reasons the AE put in the CRM notes. In reality, you're only going to have fear, trust, funding issue or price. Those are really going to be the common objections. But your AE should always be able to update as to why it didn't close and then the sales manager can now go in. But as a GTM engineer, you have to be able to explain this and elaborate it and know how to do it. So the sales system works perfectly. See, this is where GTM engineers stop. You guys stop here. This is where you guys stop. But there's an entire process that must happen and we haven't even finished with the process. There's still copywriting and messaging, ads and high converting landing pages, best tools and softwares and AI to use. There are all of these things and you are just focused on this. And this is why I'm having the GTM games. Because I'm going to show you how to not become a commoditized gtme. I don't want you to be a commoditized gtme. I want you to be able to make multiple five figures per month utilizing these methods. No, GTM games will not be free. But knowledge like this, it will make you as much as you want it. Because once you understand the sales process, there's nothing you can't do at that moment. Like there's nothing. Sales is the name of the game. People usually fail at business because they don't understand this entire thing here, the entire sales process, from front end sales processes to back end sales processes. So you guys, if you want to sign up for GTM games, there's going to be a link below, there's a wait list. We are going to be having our GTM games in January of 2026 that is going to be our first cohort, we are only accepting 20 people and you must apply. There's going to be a price tag. I'm not too sure what it's going to be just yet, but it will probably be somewhere in the thousands of dollars. Not thousands, like a thousand plus dollars. So I just want to be fully transparent with you there because at the end of the day, we're not teaching this to oversaturate the market. We want real life winners and people who don't just want to be a GTM engineer because it's the next thing that's bubbling up. We want people who want to be professional GTM engineers. Engineers. And keep this, this job title alive. Because the better we do, the more we're all going to make and how it uplifts the actual job title. You can already make 130 to $150,000 per year for being a basic GTM engineer. Imagine when you have these advanced strategies like I'm showing you here. Once again, this is just the overview. If you think the free stuff is good, wait until you see GTM games to make sure you sign up for the wait list. And I'll be dropping a new YouTube video soon. And connect with me on LinkedIn as well. Cool. I'll see you guys on the other side.