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Sales & Revenue• Free Playbook · 2026 Edition
The GTM Funnel Playbook
Anyone can buy the tools. What wins is a clear offer, sent to the right people, by a team that shows up every day for 90 days.
Most teams don’t have an outbound problem. They have a funnel problem. Leads come in and nobody follows up. Meetings get booked and nobody shows. Deals are won and the client leaves in six months.
The fix is rarely a new tool. It’s a clear order of work, one owner per stage, and a team that runs it every day. This playbook is that process, the way we run it at Oneskai: 11 short chapters, a “Do this week” checklist on every page, and a 90-day plan to put it to work.
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14 Pages
Digital Edition • High Resolution PDF
By the numbers · 2026
Six numbers that should sit on your desk
7
funnel stages, each with one named owner
5 min
to reply to a demo request: the cheapest win in the playbook
30–40
cold emails a day per inbox, and no more
75–85%
show rate to aim for on booked meetings
15–25%
of meetings held that should turn into deals
20–30
meetings a month: the goal by day 90
Core Curriculum
Inside the Playbook: What You Will Learn
Work backwards from revenue
Turn your revenue goal into the deals, meetings and replies you need, and check it against what your senders can actually reach.
Know exactly who you sell to
Learn from your won and lost deals, write who you target and who you never contact, and split the market into three tiers.
Build an offer people say yes to
Write a one-line offer around an outcome, and climb a yes ladder instead of asking strangers for a 30-minute call.
Create demand and catch buying signals
Run two channels for 90 days, score signals like a new marketing head or funding, and reply to demo requests in five minutes.
Run outbound that doesn’t burn your market
Set up email safely, stay inside sending limits, and run a two-week LinkedIn and email sequence with scripts you can adapt.
Turn meetings into deals, and keep the client
Protect your show rate, run a 5-P discovery call, handle objections and plan the first 30 days of every new client.
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Complete Table of Contents
The GTM Funnel Playbook
Pages 03–06•Free Playbook · 2026 Edition
I
Part 1 · Chapters 01–04SECTION SPREAD
OVERVIEW
Aim: number, buyer, offer
Decide the number, the buyer and the offer before anyone sends a message.
CH 01
The funnel and the method
Seven stages with one owner each, and how a leak early on starves everything after it.
CH 02
Work backwards from revenue
Turn a revenue goal into deals, meetings, replies and people to reach, then check it against sender capacity and your true cost per meeting.
The GTM Funnel Playbook
CHAPTER DETAILS VERIFIED BLUEPRINT
CH 03
Know who you sell to
Study your last 20 won and 20 lost deals, write a target and a never-contact list, and split the market into three tiers.
CH 04
Build an offer people say yes to
A one-line offer built on an outcome, and a five-rung yes ladder that never asks a stranger for 30 minutes first.
Operator Takeaway
Do this week: write an owner’s name next to each funnel stage. Any stage with no name is your first leak.
Part 1(Chapters 01–04)
Spread 1 of 4Expert Authority
Meet Your Strategist
Learn directly from a strategist who has spent a decade scaling SaaS companies and advising executive teams.
Swapan Kumar Manna
Go-to-market & AI search strategist
Swapan Kumar Manna is a go-to-market and AI search strategist and Founder & CEO of Oneskai. He has spent 14+ years helping companies get found, get chosen and grow.
14+
Years in GTM & growth
20+
Companies advised
4
Brands built
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