Thinking on GTM infrastructure
Build logs, strategy breakdowns, and lessons from building RevOps systems for B2B SaaS teams.
The Signal-Based Outbound Playbook: How B2B Teams Are Replacing Cold Spray with Warm Pipeline
Cold outbound is dying. The teams consistently booking meetings aren't sending more emails — they're sending fewer, better-timed ones triggered by real buying signals. Here's the playbook.
Why Your Pipeline Number Is Lying to You (and How to Fix It)
Most B2B SaaS teams report a pipeline coverage ratio that's fiction. When 30-40% of your pipeline is phantom deals, a '4x coverage' is really 2.5x. Here's how to clean it up without killing rep morale.
The First 90 Days of a Fractional RevOps Engagement: What Actually Happens
You've decided to bring in fractional RevOps. But what does week 1 actually look like? Week 4? Week 12? Here's the real timeline — from audit through live system — with no hand-waving.
How to Build a Lead Scoring Model Your Sales Team Will Actually Use
Most lead scoring models fail not because the math is wrong, but because sales doesn't trust them. Here's how to build scoring that reps rely on — from signal selection through calibration.
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