Revenue before headcount.
Ideas for companies that need revenue before they need headcount: practical thinking on GTM, B2B sales, demand generation, business development and building pipeline.
Most “GTM strategies” are really a list of tactics. A real go-to-market strategy is a repeatable system for turning the right buyer’s problem into a closed deal at a cost…
Read article →Most B2B companies do not have a lead-generation problem. They have a commercial system problem.
Read article →A practical look at why B2B pipeline problems often begin before sales ever gets on a call, and how better targeting, messaging, qualification and handoffs improve conversion.
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