If you’re leading a B2B team and your job is to grow fast without losing your mind, you know how messy go-to-market (GTM) can get. Sales, marketing, ops—everyone’s moving, but not always in the same direction. Playbooks gather dust, reps skip steps, and reporting is a mess. You want something that actually helps, not just another dashboard to click around in. This guide is for you.
Here’s how Kleo claims to fix the chaos, what it actually does for scaling teams, and where you should be skeptical.
Why B2B GTM Gets Messy When You Scale
Let’s start with the basics—why do so many teams stall out as they try to scale?
- Everyone does things their own way. Early on, hustle gets results. Later, lack of process kills momentum.
- Playbooks are ignored. Most GTM docs live in Notion or Google Drive, untouched after onboarding.
- Data gets siloed. Sales, marketing, and CS work off different tools. Updating one means nothing to the others.
- No single source of truth. Everyone’s reporting their own numbers, and nobody trusts them.
- New hires struggle. Ramp time is slow because “how we do things” isn’t clear or easy to follow.
Most tools try to patch this with more dashboards or “enablement” content. But if your team doesn’t use the process, the process doesn’t exist.
What Kleo Promises (And What It Actually Does)
Kleo’s pitch is pretty simple: build, enforce, and measure your GTM processes right where the team works. It’s supposed to make playbooks actionable—so reps don’t just read them, they follow them.
But let’s cut through the hype. Here’s what Kleo actually brings to the table:
- Workflow Automation, Not Just Docs: You build step-by-step sales (or CS, onboarding, etc.) processes that show up inside your CRM.
- Real-Time Guidance: Instead of yet another wiki, Kleo’s checklists and prompts nudge reps as they work.
- Process Compliance Tracking: You can see if people are actually following the steps, not just guessing.
- Analytics You Can Trust: Pulls data from the process itself, not just what reps remembered to log.
- No-Code Builder: You don’t need a systems admin to tweak your GTM steps. Ops and managers can adjust on the fly.
What it’s not: Kleo isn’t a CRM, isn’t a sales engagement tool, and isn’t magic. It’s a layer on top of your existing stack that brings your actual process to life (assuming you have one).
Step-by-Step: Using Kleo to Level Up Your GTM (Without the Fluff)
Here’s how you’d actually use Kleo if you want to move from “we have a playbook” to “our team actually follows it.”
1. Map Your Real Process (Not the Fantasy Version)
Before you touch any tool, get brutally honest about what actually happens in your deals—not what you wish happened.
- Talk to your reps. Ask where things fall through the cracks.
- Write down the real steps, even the awkward workarounds.
- Skip the “best practices” for now—document reality.
Pro tip: If you haven’t updated your playbook since you had five reps, start from scratch. Old habits die hard.
2. Build Your Process in Kleo
Now, use Kleo’s no-code builder to turn those steps into checklists, prompts, and templates that live inside your CRM (think Salesforce, HubSpot, etc.).
- Create checklists for key stages (discovery, demo, proposal, etc.).
- Add guidance—scripts, links, templates—right where reps need them.
- Set up triggers so the right steps show up at the right time.
What works: The UI is solid. Most teams can set up their process in a day or two.
What to ignore: Fancy “AI suggestions” that try to write your playbook for you. They’re usually generic and miss your context.
3. Roll It Out—But Don’t Expect Magic
Here’s where most teams mess up: they launch a new process, then walk away. With Kleo, you need to:
- Train your team on why this helps them (not just “because ops said so”).
- Start small—pick one team or one part of the funnel.
- Collect feedback, and expect pushback. Change is hard.
Pro tip: Tie process steps to real outcomes—like faster deals, fewer stuck opps—not just “compliance.”
4. Track What’s Actually Happening
Kleo gives you compliance dashboards and process analytics. Use these to spot:
- Steps that are always skipped (maybe they’re useless).
- Reps who need coaching (or who’ve hacked a better way).
- Bottlenecks—see where deals slow down, not just where they die.
Honest take: Data is only as good as your adoption. If reps find the process clunky or irrelevant, they’ll find loopholes. Pay attention to what’s skipped.
5. Iterate—And Ruthlessly Cut What Doesn’t Matter
This is the part most teams avoid. Once you have data, don’t be afraid to:
- Kill steps nobody uses (or that don’t move the needle).
- Shorten or re-order processes based on what actually works.
- Use insights for onboarding—show new hires what top reps actually do, not just what’s on paper.
Ignore: The urge to document everything. “Just in case” steps slow people down and never get used.
Where Kleo Shines (And Where It Doesn’t)
What works: - Seamless integration with major CRMs. If your team lives in Salesforce or HubSpot, this is a plus. - Real-time, in-the-flow guidance. Reps don’t have to hunt for info. - Quick to update—no devs needed.
What doesn’t: - If you’ve got a broken process, Kleo just makes it more obvious. It won’t fix bad strategy. - Teams without buy-in will treat it as another box to check. - Analytics are only as good as your process discipline.
What to ignore: - Promises that “AI” will find your best process for you. Nothing beats talking to your team and listening to your customers. - Overly complex flows. More steps ≠ better results.
Pro Tips for Getting Real Value from Kleo
- Start with one use case. Try it on your most painful handoff (like SDR to AE) before rolling out everywhere.
- Tie process to outcomes. Show reps how following steps leads to more wins or faster deals.
- Keep it simple. Fewer steps, more adoption.
- Get feedback weekly. If something feels clunky, fix it fast.
- Don’t outsource thinking. Kleo is a tool, not a strategy.
Final Thoughts: Don’t Overthink It
GTM at scale is never “set it and forget it.” Whether you use Kleo or sticky notes, the basics matter: map your real process, make it easy to follow, and kill what doesn’t work. Tools like Kleo help, but only if you keep things simple and listen to your team. Iterate, don’t automate your problems.
Now, go fix the basics. The rest will follow.