Most GTM teams say they're aligned. But when marketing defines "in-market" by engagement and sales defines it by active conversations, no one is working from the same playbook. The result? Missed timing, duplicated effort, and deals that slip through the cracks.
Join us as we go beyond the buzzword and get into what alignment actually looks like at the account level. We will walk through how high-performing teams build a shared definition of "in-market," create a scoring system both sides trust, and maintain real-time pipeline visibility so everyone is targeting the same opportunities at the same time.
You will walk away with a practical framework for prioritizing in-market accounts, a tiered account plan that defines who does what and when, and a simple weekly rhythm to keep both teams moving together without the blame games.
What You'll Learn:
How to build a shared in-market scorecard using fit, intent, and readiness signals so sales and marketing finally agree on which accounts deserve attention and when.
How to create a tiered account plan that defines coordinated plays for must-win accounts, scaled outreach for warm accounts, and a clear trigger for when sales steps in.
How to operationalize pipeline influence with a shared weekly rhythm and the metrics that hold both teams accountable without pointing fingers.
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