Revenue Strategy & GTM
ICP, segmentation, territories, account priorities, sales motions, pipeline requirements and go-to-market execution.
Where I Can Help
Start with the problem. Scope the work around what the business actually needs.
Every engagement starts with diagnosis. I do not assume the company needs a full transformation when a focused assessment may solve the real issue.
Who This Is For
Best fit when the business has a real revenue problem, not a desire for another generic playbook.
Growth-stage B2B
The company has traction and now needs a repeatable revenue operating model.
Mid-market / enterprise teams
Pipeline, forecast, territories, managers or handoffs have become harder to trust as the organization grew.
New or changing leadership
A CEO, CRO or sales leader needs an evidence-based assessment before making major people, process or technology changes.
PE-backed / transformation environments
The business needs to understand what can be built, what must be fixed and what is truly ready to scale.
Sales Leadership & Team Performance
Manager effectiveness, coaching, 1:1s, hiring, career development, accountability and performance.
Pipeline, Forecasting & Revenue Execution
Pipeline coverage, stage governance, opportunity aging, qualification, next steps, conversion and forecast discipline.
Compensation & Performance Alignment
Quotas, KPIs and incentives that reward the outcomes the business actually wants.
Territory & Account Coverage
Territory balance, target accounts, stakeholder coverage, expansion opportunities and account ownership.
SDR / BDR Strategy & Development
Targeting, messaging, activity math, conversion, AE alignment, coaching, handoffs and career paths.
CRM Data Quality & Revenue Intelligence
Stale contacts, duplicates, wrong titles, territory errors, missing fields, enrichment freshness and AI readiness.
Ways to Engage
From a focused diagnostic to a full revenue build.
30-Minute Revenue Friction Diagnostic
Pick the fire. We identify the symptoms, missing information and whether deeper inspection is warranted.
Targeted Revenue Assessment
Pipeline, CRM data, territory, leadership, SDR/BDR, compensation or another specific operating issue.
Revenue Foundation
Build or repair the operating foundation: GTM, stages, CRM, dashboards, messaging, cadence, compensation and initial talent.
Revenue Build & Scale
Build, launch, coach and optimize the revenue organization through implementation and transition.
Fractional Revenue Leadership
Senior operating leadership before or instead of a full-time executive hire.
How I Start
Diagnose first. Prescribe second.
I want to understand how you operate today, what is working, what is not, and what the data and people are telling us before recommending change.
No 100-page playbook gets forced onto a team simply because it worked somewhere else.
Typical assessment output
- What appears healthy and should be protected
- What needs inspection
- What is at risk
- What needs immediate attention
- What is still unknown
- Recommended 30/60/90 priorities
Have a specific revenue problem?
Start there. We can decide together whether it needs a conversation, an assessment or a larger engagement.
How I Scope the Work
Assess first. Then decide what deserves attention.
I use focused questionnaires and operating reviews across revenue strategy, leadership, pipeline and forecasting, SDR/BDR, GTM design, executive advisory, and CRM data quality. The goal is to identify the real constraint before recommending a larger engagement.
What happens next
- Start with the symptom leadership is seeing.
- Compare leadership, manager and frontline perspectives.
- Inspect data, process, CRM and customer handoffs.
- Protect what is already working.
- Define the smallest useful next step.
Start With the Problem
Not sure where the problem is?
You don't need to diagnose it before we talk. Tell me what you're seeing: missed forecasts, stalled pipeline, inconsistent performance, CRM issues, territory problems, weak conversion, or simply a revenue organization that isn't performing the way you expected.
We'll start there.
30-Minute Revenue Friction Diagnostic
No pitch. No 50-slide presentation. We'll look at the symptoms, discuss what may be causing them, identify what information is missing, and determine whether there is something worth fixing.
Bring the System Into the Organization
Use the format that fits the problem.
Beyond diagnostics, assessments and fractional leadership, the system can support broader leadership and team development as the book and field manual move toward publication.
Team
Keynotes & Team Sessions
Working sessions around leadership, revenue diagnosis, manager coaching, operating cadence, AI + Human Judgment and customer outcomes.
Book
Book Licensing for Teams
A future option for organizations that want managers working from a common operating language and practical field tools.
Advisory
Advisory Engagements
Focused executive support to diagnose constraints, establish operating rules, pressure-test decisions and help leadership scale what works.
FAQ
How engagements actually work.
Do you work remotely or onsite?
Both. I am based in Southern New Hampshire and work remotely with teams across the U.S. Onsite work and travel are scoped when the problem benefits from being in the room.
Do you replace the current sales methodology?
Not by default. MEDDPICC, Challenger, Solution Selling and other methodologies are tools. I first inspect whether the current process is being used consistently and whether it matches the buying motion.
How do you scope an engagement?
Start with the problem. A focused diagnostic may be enough. Larger work is scoped only when the evidence says the problem crosses people, process, data, technology or departments.
What size teams are the best fit?
I have led and worked with teams from build-from-zero environments through global, multi-team organizations. Fit depends more on the problem and leadership commitment than a fixed headcount.
Do you work only with SaaS companies?
No. My deepest experience is B2B SaaS, enterprise software, Salesforce ecosystems, channel sales and professional services, but the operating principles apply wherever a complex revenue system needs to become more predictable.
What is the first step?
A 30-minute revenue friction diagnostic. No pitch. Bring the problem that is creating the most concern and we will determine what deserves inspection next.