The GTM Field Manual
Part II · Tempo & Tactics · Chapter 6
Part II · Tempo & Tactics · Chapter 6

Signal Tripling

When someone shows interest, act within 90 seconds. Three touches, one move.

The GTM Field Manual · Chapter 6 of 36 · ~5 min read

You wait too long, and the interest goes cold

Here is what most teams do. A prospect opens their email three times. They look at their profile. They come back again. That is real interest. And the team does nothing until the weekly report comes out on Friday.

1
The interest shows up on Tuesday
They opened your email three times. They looked at your profile. They came back twice. That is not a quick look. That is a real maybe.
2
You write it down on Friday
The weekly report turns a live moment into a line on a spreadsheet. Now it is just a number, not a person.
3
You reach out the next Thursday
Six days late. They have already forgotten you. A thousand other emails buried yours.
4
The moment is gone
Interest does not die in six days. It dies in the first few hours. Every hour you wait, you lose.

The military rule: fire when the target shows up, not on a schedule

An ambush does not fire when the leader feels ready. It fires when the target walks into the trap. The plan is set. Everyone waits. The second the target crosses the line, everyone fires at once.

A
Fire on a schedule
Fire at a set time, whether the target is there or not. You waste the ammo, the moment passes, and the target learns your pattern.
B
Fire on the trigger
Wait hidden. Watch the spot where the target will appear. The moment they cross it, hit with everything at once. One trigger. All forces. Maximum effect in seconds.
The trigger decides. The schedule never does.

The triple: call, voicemail, email - one move

When a signal fires, hit all three ways to reach them in one move. Then they cannot miss you. Here is what that looks like.

📞
Call first
Use their direct number. Call before anything else. The person who just showed interest is reachable right now.
🎙️
Leave one short voicemail
Fifteen seconds. One breath. End with a calm tone. Do not ask them to call you back. The voicemail opens the email that follows.
✉️
Send a three-line email
Mention the call and the thing they did. One simple ask. If they opened your post, name the post. Specific beats clever.

“The person who opened your email three times at 9:41am is not the same person at 9:42am. By Friday, they are someone else entirely.”

Koka Sexton

“Interest is visibility returning a favor. When someone shows it, move. Default setting is GO.”

Koka Sexton · from the values: default is GO, visibility creates opportunity

The 90-second drill, step by step

trigger.log · 90-second drill
Triggers
📡 Open 3+ times
👀 Profile view
💬 Reply
⬇️ Download
Trigger Log · 09:38-09:42 AM
Interest Spotted
2
open x3 + profile view
Time to Act
90s
goal: under 90 seconds
Touches Made
3
call + voicemail + email
09:38 · They viewed your profilesignal
09:41 · Third email opensignal
09:42 · Called + left voicemailfire
09:43 · Sent three-line emailfire
11:07 · Reply: "what's this about?"won

The five rules of the triple

Simple rules, written down, so anyone can run them.

1
Know your triggers
Email opened three or more times. Profile view. Any reply. A download. A job change. New funding. Write the list down. If it is not on the list, it does not count.
2
Set the speed limit
Under 90 seconds. All three touches. One message each. The clock starts when the signal fires, not when you feel ready.
3
Call first
Direct number first. Leave the short voicemail. Then send the three-line email that mentions the call and the signal.
4
Write it all down
The trigger. How fast you acted. What you sent. What happened. You cannot get better at something you do not measure.
5
Try again if they stay quiet
No reply in 72 hours? Triple again with a fresh angle. Still nothing? Try someone else at the same company, or ask for a referral.
🎯
One rule runs all five
Interest is the green light. The schedule is the enemy. Act when they act.

Where it applies

Same rule, three places it pays off.

✉️
Your outbound
Stop sending on a fixed schedule. Watch for the open, the view, the reply. Then triple. Same list, same message, but the timing changes everything.
📣
Your content
Someone replies to your post or reads your page twice. That is a warm hand raised. The triple turns a reader into a conversation.
🔁
Every warm moment
A reply. A download. A job change. A funding round. Any time a prospect shows interest, the triple is the move that answers it.
The GTM Field Manual

A written operating system for go-to-market: military rules translated for business. One chapter publishes at a time. The frameworks are public. The operating rules behind them are not.

Part I · The Operating System
Chapter 1 · Reconnaissance Pull READ NOW
Chapter 2 · The Estimate READ NOW
Chapter 3 · The Decisive Point READ NOW
Chapter 4 · Command & Control READ NOW
Chapter 5 · Sustain READ NOW
Part II · Tempo & Tactics
Chapter 6 · Signal Tripling READ NOW
Chapters 7-9 · Polarity Shift, Specificity x Synthesis, Latent PainCOMING SOON
Chapter 10 · The AnchorCOMING SOON
Part III-V · Read the Battlefield, Multiply & Adapt, The Operator
Chapters 11-36 · The rest of the manualCOMING SOON
← Previous: Chapter 5 · Sustain
Up Next · Chapter 7

Polarity Shift

The triple gets the conversation. Polarity Shift wins it: make them ask you to pitch.

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The frameworks are public. The operating system behind them is not.