The book
The GTM Engine
Engineering a Formula-1 approach to supercharge your sales.
Your team is working hard, so why isn't revenue growing? The GTM Engine is a step-by-step system that replaces guesswork with a repeatable process for systematic, scalable revenue growth.
Sound familiar?
Most companies fall into one of three traps
Effort isn't the problem. Leadership approves budgets, hires experienced people and funds campaigns, yet revenue stays unpredictable.
- 01
Spray and Pray Marketing
Traffic and engagement hit record highs, but sales says the leads are garbage. Attention isn't revenue.
- 02
Hail Mary Sales
Hiring a well-connected "rainmaker" instead of building a system. When their network runs dry or they leave, the pipeline goes with them.
- 03
Unstructured Startups
A great product and fresh funding, but no segmentation, process or clear message. Building the plane while flying it.
The root cause is the same: no structured, repeatable sales process, and segmentation too shallow to guide it. Chapter 2 breaks it down, and it's free.
Read Chapter 2 freeThe framework
Seven stages, one engine
Each stage builds on the last, so marketing, sales and leadership pull toward the same goal: attracting the right customers and helping them buy.
Table stakes
- 1
Problem
Pin down the core pain points your market faces and what they cost.
- 2
Solution
Make sure your offer clearly solves those pain points.
- 3
Market
Size the opportunity and define what makes you hard to displace.
Rocket fuel
- 4
Segment
Three layers (market, ICP and buyer personas) built from the Out of Body Experience.
The engine
- 5
Influence
Tailored messaging and content that attract the right leads.
- 6
Relate
Structured discovery that helps buyers own the problem and the ROI.
- 7
Convert
Map the buying process, equip a Champion and remove friction.
The feedback loop. A CRM used as a revenue system, the right KPIs and a weekly, monthly and quarterly review cadence keep the engine tuned as you grow.
"Growth isn't luck. It's engineered."
What's inside
Six chapters, from diagnosis to proof
- IntroYour team is working hard, so why isn't revenue growing?
- Ch. 1The three roadblocks to scalable growth
- Ch. 2The root cause: why these strategies failFree sample
- Ch. 3The Go-To-Market Engine
- Ch. 4Breaking down the GTM Engine, stage by stage
- Ch. 5The feedback loop: CRM, KPIs, reviews and AI
- Ch. 6The bitcoin++ success story
What you'll learn
- Run the Out of Body Experience to see the buying journey through your customer's eyes.
- Build segmentation in three layers: market, ideal customer profile and buyer personas.
- Create the content that sells for you: a focused brochure, a common pain points document and case studies.
- Run discovery calls that uncover financial impact and let the buyer articulate the ROI.
- Equip an internal Champion to sell for you, and remove friction from closing.
- Track the marketing and sales KPIs that actually predict revenue, and review them on a set cadence.
- Use AI and automation so a lean team can follow up like a much bigger one.
Who it's for
Written for teams that want growth to be predictable
- Founders still closing every deal, or about to make their first sales hires.
- Newly funded startups that need segmentation, a process and a clear message.
- Established companies bringing a new product or service to market.
- Sales and marketing leaders stuck in the blame game over lead quality.
The book shows the same principles working for a conference, a SaaS company or a service provider.
Inside chapter 6
How bitcoin++ applied it
Even a lean version of the GTM Engine turned a bootstrapped event series into a sustainable business.
- 3xAnnual revenue, year over year
- 2.5xPipeline growth
- 2xAverage deal size
- 60%+Close ratios
About the author
Michael Schiltz
Michael Schiltz is a fractional CCO and an engineer by training. He built The GTM Engine from years of enterprise sales, sales leadership and founder roles, and used it to rebuild sponsorship sales at bitcoin++.
More about Michael →Stop chasing. Start attracting.
Get the full playbook, or start with the free chapter. Want help putting it to work? Book a call.