How to Drive GTM Efficiency Through Consolidation & Experimentation

The Real Problem with Go-to-Market (GTM) Teams Today

Too many B2B revenue teams are chasing the wrong things: more tools, more leads, more noise. But what if the real blocker to growth isn’t a lack of leads—but a lack of execution?

At a recent Austin SDR Leaders event, GTM leaders including Priyanka Venkat, Mike Yerke, Owen Chandler, and Charanyan Venkataraghavan pulled back the curtain on their sales tech stacks.

Here’s what nearly everyone agreed on:

• Sales teams are overwhelmed by too many disconnected tools

• Sellers don’t adopt software that’s not integrated into their workflow

• Buyers don’t want to add one more tool to an already bloated stack

• Tech stack complexity slows execution and kills agility

If this sounds familiar, it’s because this problem is everywhere in modern GTM strategy.

The truth? You don’t need more leads. You need fewer tools—and faster execution.

From Pipeline Problems to Process Problems

Most sales leaders blame pipeline. But savvy operators know the real issue is often process. Instead of throwing more SDRs or software at the problem, high-performing GTM teams are shifting their focus to:

✅ Consolidation

Integrate tools, simplify the tech stack, and reduce tool sprawl.

✅ Experimentation

Test new messaging, targeting, and signals to see what actually drives conversions.

✅ Execution Support

Bridge the gap between GTM strategy and hands-on execution with the right resources.

5 Common (But Flawed) Approaches to Fixing GTM Inefficiency

Let’s look at five typical—but often ineffective—ways companies try to solve their GTM challenges.

1. Ask the CEO to Own GTM Strategy

Most startup and growth-stage CEOs are spread thin across hiring, fundraising, and customer meetings. They don’t have the time or bandwidth to test GTM channels or optimize outbound motion themselves.

2. Hire an FTE Too Soon

Hiring a full-time sales, marketing, or GTM enablement pro can cost $100K+ annually—and that’s before onboarding or validating the channel. Without proof of traction, it’s a risky and slow investment.

3. Rely on Self-Service SaaS Tools

Buying GTM software without the right strategy is like buying tools without blueprints or a crew. Many teams spend thousands on software that never gets adopted, customized, or fully used.

Examples include buying intent tools, enrichment software, cold outreach platforms, and analytics dashboards—without integrating them into the sales motion.

4. Hire an Outbound Agency

Outbound agencies promise plug-and-play growth—but most run high-volume, low-context, automated campaigns. And when you stop paying them? The pipeline stops too. You're renting, not owning, your growth engine.

5. Try AI Agents (Too Soon)

AI has come a long way—but even the best agents can’t yet handle complex B2B workflows, nuanced targeting, or multi-step outbound strategies. Execution still needs a human touch.

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The Better Path: Consolidation + Experimentation + Execution

There’s a smarter way to scale go-to-market operations—one that combines signal-based targeting, tactical experimentation, and streamlined execution.

Dustin Arnheim, CEO of fast-growing B2B SaaS company Revcast, shared how his team did just that—with help from MoxieGTM.

Here’s his story in his own words:

_"We were seeing a low ROI from 'self-service' software.

We were spending on:

• Buying intent software: $1,000/month

• Prospecting tools: $200/month

• Job tracking software: $1,000/month

• Data enrichment: $500/month

After adding contractor costs, learning curves, and hidden fees, we were deep into the red—and no closer to a scalable system.

So we consolidated everything into a fully operational solution with MoxieGTM."_

What Revcast Did Differently

• Integrated intent data, enrichment, tracking, and warm intros

• Analyzed 10+ buyer signals including LinkedIn views, content engagement, Google searches, and proximity to the network

• Ran weekly GTM experiments to refine targeting and messaging

• Delivered high-intent leads into existing workflows—no new platform required

• Scaled winning experiments with a repeatable sales enablement plan

The Results?

• Closed-won deal in the first 2 months

• 4x ROI

• 10% LinkedIn reply rate

• No tool bloat or disruption to workflows

MoxieGTM: The Happy Medium Between SaaS & Agencies

MoxieGTM blends software, AI-powered signal detection, and expert human execution to deliver compounding growth—without the typical SaaS shelfware or generic agency playbooks.

We don’t just help you find leads. We help you test, optimize, and scale what works.

If you’re a B2B SaaS company that’s ready to stop wasting money on underused tools and start building a repeatable GTM engine, we’d love to help.

🚀 Get a Free GTM Signal Audit

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By Richard F. Purcell · Launched 2 years ago

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