Sales glossaryGTN (Go-To-Network)

What is GTN (Go-to-Network) in sales?

Busy? Here's the short answer:

GTN stands for "Go-to-Network" and refers to the process of building and leveraging your personal network to drive product adoption and revenue growth. As opposed to traditional GTM strategies, it focuses more on developing, value add relationships before pushing for the sale.

What is GTN (Go-To-Network)?

GTN, short for "Go-to-Network," is a sales strategy that revolves around building and leveraging your personal network to drive product adoption and revenue growth. Unlike traditional Go-to-Market (GTM) strategies, GTN focuses on developing value-added relationships with individuals within your network before pushing for the sale.

Key Takeaways:

  • GTN is a sales strategy centered around leveraging your personal network.
  • It emphasizes building value-added relationships before making a sales pitch.
  • The goal of GTN is to drive product adoption and revenue growth through networking.

The Power of Personal Connections

In the world of sales, building genuine relationships is a game-changer. People are more likely to engage with and trust someone they know or have a connection with. GTN leverages this principle by tapping into your personal network, including friends, family, colleagues, and acquaintances, to create opportunities for product adoption.

Imagine you're a sales representative for a new software product. Instead of reaching out to potential customers cold, you start by connecting with people in your network who may have an interest in the software. By leveraging your existing relationships, you can introduce the product organically, sharing its value and benefits. This approach is less intrusive and allows for a more comfortable conversation about the product.

Building Value-Added Relationships

GTN goes beyond traditional sales pitches and focuses on providing value to your network connections. It's about understanding their needs, challenges, and pain points and offering relevant solutions.

Here's how you can build value-added relationships within your network:

1. Listen and Understand

Take the time to listen to your network connections. Understand their interests, goals, and challenges. This empathetic approach will help you tailor your discussions and product recommendations to their specific needs.

2. Share Insights and Knowledge

Position yourself as a helpful resource by sharing valuable insights, industry trends, and knowledge with your network. This positions you as an expert in your field and builds trust with potential customers.

3. Offer Solutions

When the time is right, introduce your product or service as a solution to their problems. By understanding their needs first, you can present your offering in a way that resonates with them and highlights its relevance.

Real-Life Example of GTN in Action

Let's explore a real-life example of how GTN can be successfully implemented:

Sales Professional: Sarah

Industry: IT Solutions

Product: Cloud-Based Collaboration Software

GTN Strategy:

  1. Leveraging Existing Network: Sarah starts by reaching out to her existing network of friends, former colleagues, and industry contacts to introduce her new cloud-based collaboration software. She emphasizes how the software has transformed the way teams work together and increased productivity.

  2. Hosting Informal Meetups: Sarah hosts informal meetups and virtual webinars where she shares insights on the future of remote work and the importance of efficient collaboration tools. These events attract individuals who are interested in optimizing their team's productivity.

  3. Offering Personalized Demos: After establishing rapport with potential customers, Sarah offers personalized demos of the collaboration software, highlighting features that align with their specific needs. This approach leads to a deeper understanding of how the software can benefit each customer.

Results: By implementing the GTN strategy, Sarah successfully gains trust within her network and secures several new customers for the cloud-based collaboration software. These customers are not only satisfied with the product but also refer Sarah to their own networks, expanding her reach even further.


Q: Is GTN limited to personal networks?

A: While GTN primarily relies on personal networks, it can extend beyond that. Sales professionals can also leverage online communities, industry events, and networking groups to build value-added relationships.

Q: How long does it take to see results with GTN?

A: The timeline for seeing results with GTN can vary. Building relationships and trust takes time, but the long-term benefits of genuine connections can lead to sustainable revenue growth.

Q: How can I measure the success of my GTN strategy?

A: Measuring the success of GTN involves tracking metrics such as customer referrals, lead conversion rates, and revenue generated from network connections. Additionally, monitoring customer satisfaction and retention rates can indicate the effectiveness of the value-added relationships.

In conclusion, GTN is a powerful sales strategy that relies on building and leveraging personal relationships to drive product adoption and revenue growth. By understanding the needs of your network connections and offering value-added solutions, you can establish trust and credibility, leading to long-term success in sales.

Related terms...

GTM (Go-to-Market)

GTM stands for "Go-to-Market" and refers to the full strategic process to bring a new product or service to the market sucessfully. GTM includes planning, marketing, sales, and distribution efforts to drive product adoption and revenue growth.

Learn more

ICP (Ideal Customer Profile)

"Ideal Customer Profile" or ICP is a detailed description of the perfect customer for a business. It helps companies target the right audience and tailor their offerings to meet the needs of their most desirable customers, for more efficient sales and marketing efforts.

Learn more

Inbound sales

Inbound Sales is a sales motion (approach) where potential customers initiate contact with the company first. It is often focused on online marketing efforts, to bring leads in via content or website traffic and then to convert them into customers.

Learn more

Inside Sales

Inside Sales is a sales model where sales people connect with customers remotely, using phone, email, or video calls instead of face-to-face meetings. It's used to reach more people and handle a larger number of leads efficiently.

Learn more

Lead generation

Lead generation is the process of identifying and attracting potential customers for a business. The goal is to convert prospects into a qualified leads that can be nurtured and converted into customers.

Learn more

All terms

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