Go-to-Market Playbook
70%
Of Sales Tasks Automatable
10
Stakeholders Per B2B Deal
Strategy Playbook
Understand the Buyer's Journey
The Three Pillars
The List
Accurate, prioritized, refreshed quarterly
The Message
Non-supplicative, confident, value-led
The Delivery
Disciplined, coached, consistent
The Quantum Growth Model
Designed as a flywheel — a cyclical sales and marketing process that builds momentum over time. Begin with generating leads. End with happy customers. In between: attract, qualify, nurture, sell. Once spinning, it keeps going.
“Done correctly, your existing customers become a key component of driving new business and accelerating the flywheel. Customers who you wowed with the right messages at the right time, who are satisfied with the results, become an extension of your sales team — generating referrals and creating cross-sell and upsell opportunities.”
The 5 Steps to Get the Flywheel Spinning
Assess
Understand the market, your competition, and your target.
Systemize
Build the marketing & sales plans, processes, and infrastructure.
Optimize
Track KPIs, refine workflows, manage pipeline, optimize content.
Automate
70% of what sellers do today can be automated. Free reps to focus on relationships.
Execute & Improve
Test, measure CAC/ROI, A/B test, retain & WOW customers, refine.
Automate
"70% of what sellers do today can be automated."— Tony Hughes, Tech Powered Sales
Automate Across Every Stage
🎯 Target
- Data enrichment (ZoomInfo)
- Lead identification
- Lead lists by ICP & intent data
- Loading leads into CRM/dialer
🧲 Attract
- Content creation (Jasper)
- Email campaigns (HubSpot)
- Social media outreach (Kennected)
- Lead capture forms
- Lead scoring
- Dialing (ConnectAndSell, Kixie)
- Texts & voicemail drops (Drop Cowboy)
💬 Nurture
- Scheduling links
- Meeting reminders
- Recordings & transcripts
- Forms
- Personalized video (Vidyard)
💰 Convert
- Pipeline management
- Quotes & payment links (HubSpot Payments)
- Auto-routing high-quality leads
✨ WOW
- Ongoing nurturing campaigns
- Automated gifting (Sendoso)
- Tasks & follow-up reminders
⚙️ Operations
- Cross-stage workflows
- KPIs / dashboards / reporting
- Internal notifications
Video Sells
58%
Sales teams freed from administrative tasks focus on relationships and value. Automation also creates the data managers need to allocate resources and improve results.
of viewers watch a business video to completion if it's under 60 seconds
of sales pros report video email outperforms text-based email
say video has increased their response rates
say custom-recorded videos shorten their deal cycle
Optimize
KPIs to Track
Quantum requires all clients to start tracking standard KPIs from day one. Monitoring closely produces a more efficient process and faster adjustments. Start with these:
7 Workflows to Implement Today
Workflows are HubSpot's automation engine. Start with these seven trigger events:
Call Outcome Trigger
Deal Stage Change Trigger
Lead Status Change Trigger
List Enrollment Trigger
Engagement Level Trigger
Lead Score Trigger
Time-Based Trigger
Pipeline Management & Free Billboard Space
A well-managed pipeline keeps you focused on the most promising leads. "Free Billboard Space" is the visibility you can earn without paid spend — social posts, thought-leader content, tradeshows, SEO, your website. Use every available surface.
Execute & Improve
Constantly improve, adjust, and enhance. Test new ideas regularly. Make changes to existing setup. Study the data. Fine-tune.
CAC & ROI Math
Customer Acquisition Cost
CAC = Total Marketing Spend ÷ New Customers Acquired
Return on Investment
ROI = Revenue Generated ÷ CAC
Retain & WOW Your Customers
Studies show it can cost 5x more to attract a new customer than to keep an existing one. Five practical ways to keep customers coming back:
Show Appreciation
Calls, emails, handwritten notes, gifts, events.
Make It Easy
Easy navigation. Easy checkout. Easy support.
Offer Incentives
Exclusive discounts, free shipping, special offers.
Keep Promises
Deliver on time. Communicate any delays ASAP.
Stay In Touch
Nurturing campaigns. New products. Special offers.
Renewals · Cross-Sell · Upsell · Referrals
Renewals
Send a reminder of benefits. Include a renewal incentive or discount.
Cross-Sell
Targeted lists of customers who fit additional products. Free Billboard Space + nurturing campaigns to educate.
Upsell
Offer higher-tier or premium versions. Increases profits while still adding value.
Referrals
Don't forget to ask. Make it easy. Reward referrers with discounts or financial incentives.
Includes advertising, sales salaries, anything tied to acquiring new customers in a defined period.
If revenue generated > CAC, you have positive ROI. If less, rethink the strategy.
This playbook is updated regularly
Bookmark this page — we revise the framework as the market shifts and our clients teach us new things.
Quantum's team helps you implement every step — from defining your ICP to building the workflows to running the playbook with you. Make the leap from theory to results.