So, you’re running go-to-market for a tech company, and things are getting messy. Maybe sales and marketing can’t agree on what a “qualified lead” is. Maybe your pipeline looks good in spreadsheets, but deals keep slipping through the cracks. You’re hearing about tools like Winn, but you’re skeptical. Does it actually help, or is it just another dashboard you’ll ignore in six weeks?
If that feels familiar, this guide’s for you. Let’s cut through the noise and get practical about using Winn to straighten out your B2B go-to-market (GTM) strategy—without drowning in buzzwords.
Why Most B2B Go-To-Market Plans Fall Apart
First, let’s get honest about the problem. GTM isn’t hard because you’re dumb or lazy—it’s hard because:
- Everyone’s working off different playbooks. Sales, marketing, and product all have their own goals, tools, and definitions.
- Data is scattered everywhere. Excel sheets, CRM notes, Slack messages… good luck getting a single source of truth.
- No one knows what’s actually working. Attribution is a mess, and everyone’s “leads generated” numbers are suspiciously high.
So you end up with activity, but not results. That’s where Winn says it can help. But before getting into how, let’s be clear: no tool is magic. Winn won’t fix a broken product, a misaligned team, or a market that doesn’t care. But if you do have those basics, it can absolutely help you run a tighter GTM ship.
What Winn Actually Does (No Fluff)
Winn pitches itself as the “operating system for go-to-market teams.” Translation: it’s a platform that centralizes your GTM workflows—think pipeline management, playbooks, team tasks, and analytics—so you can stop living in spreadsheets and Slack threads.
What’s different from your CRM or project tool?
- GTM-specific workflows: It’s not a generic project tracker; it’s built for sales, marketing, and customer success teams working together.
- Playbook execution: You can actually see if your team is following the agreed sales process, not just guess.
- Real-time collaboration: Less “who’s doing what?” and more “here’s what’s happening, right now.”
Of course, that’s the pitch. The real value depends on how you use it.
Step-by-Step: How To Use Winn To Fix Your B2B GTM Strategy
Here’s how you can actually use Winn to make your GTM motion less chaotic and more effective. No magic, just process.
1. Get Your Team On The Same Page—Literally
Why it matters: Misalignment kills momentum faster than any competitor.
How to do it in Winn: - Set up shared workspaces for sales, marketing, and customer success. - Build a single GTM playbook everyone can see (and edit, if needed). - Define what a “qualified lead” means—write it down, agree on it, and put it in the platform.
Pro tip: Don’t try to be perfect on day one. Start with the basics—key stages, main handoffs, what’s an SQL vs. MQL—and refine as you go.
2. Replace Spreadsheets With Real Pipeline Tracking
Why it matters: Spreadsheets are great until you actually need to act on them.
How to do it in Winn: - Import your current deals and leads. - Set up pipeline stages that reflect your process, not some generic template. - Assign owners, set deadlines, and track next steps—right in the tool.
What works: You’ll see gaps and bottlenecks much faster than with static reports.
What doesn’t: If your team still updates everything in their heads (or in random docs), no tool will save you. Make updating Winn part of the daily habit.
3. Build and Run Playbooks—For Real This Time
Why it matters: Most teams talk about playbooks, but nobody actually follows them.
How to do it in Winn: - Document your best sequences—outreach, demo process, onboarding, renewals. - Assign steps to real people and tie them to live deals. - Track, in real time, if steps are actually happening—or if they’re being skipped.
Ignore: The urge to make a 50-step “ultimate” playbook. Start simple. If your reps skip steps, ask why—maybe your process is broken, not your people.
4. Use Winn’s Analytics, But Don’t Drown In It
Why it matters: Data’s only useful if it changes what you do next.
How to do it in Winn: - Set up dashboards for core metrics: conversion rates, cycle times, deal velocity. - Look for patterns—where do deals stall? Which playbook steps get skipped? - Use this info to tweak your process, not just to make pretty charts.
What works: Regular, short reviews with the team. “What’s stuck, and why?”
Ignore: Vanity metrics. Focus on numbers that lead to revenue, not just activity.
5. Make Collaboration The Default (Not An Afterthought)
Why it matters: GTM breaks down when teams operate in silos.
How to do it in Winn: - Use internal notes, tagging, and automated notifications to keep everyone in the loop. - Set up shared checklists for handoffs (e.g., from SDR to AE to CSM). - Celebrate closed deals, but also review losses together—what can you learn?
Pro tip: Don’t expect instant buy-in. Start with a few “power users” on each team. Let them show the value to everyone else.
Honest Takes: The Good, The Bad, The Meh
Here’s what I’ve seen work—and flop—with Winn and tools like it.
What Works
- Making GTM process visible: Fewer “I thought you were doing that” moments.
- Faster onboarding: New hires can actually see how deals move, not just hear about it.
- Spotting bottlenecks: It’s obvious when a deal’s been stuck for weeks.
What Doesn’t
- Forcing adoption: If leadership isn’t using the tool, neither will the team.
- Overcomplicating playbooks: Keep it actionable, not encyclopedic.
- Thinking software will fix people problems: It won’t.
What To Ignore
- Feature FOMO: Every tool says they have “AI-powered insights.” Focus on features that solve your actual pain.
- Integration overload: Connect only what you need. Too many integrations = more things to break.
Pro Tips For Rolling Out Winn (Or Any GTM Platform)
- Start small. Nail the basics—pipeline, playbooks, shared definitions—before layering on advanced stuff.
- Make it part of your rituals. Weekly deal reviews, pipeline standups, onboarding—use Winn live, not just as a filing cabinet.
- Get feedback early. If the team hates a new process, find out why and adjust.
- Measure what matters. Pick 2-3 metrics that actually drive growth. Ignore the rest.
Keep It Simple, Iterate, and Don’t Overthink It
No tool is going to rescue a GTM strategy that’s fundamentally misaligned or stuck in fantasyland. But if you’re a growing tech company with real product-market fit, Winn can help you get everyone pulling in the same direction—and actually see what’s moving the needle.
Keep your process simple, force clarity, and iterate as you learn. The best GTM teams don’t chase the latest trend. They do the basics better than anyone else—and they make it stick.
Now, go fix the leaks in your pipeline. The rest will follow.