Resources · Revenue execution & GTM

Operator tools for the week.

Free, sharp tools to see what’s getting in the way of your number, and what to fix or build first. Built from the system we install.

Tool

Closing Score

In 8 to 10 minutes, see whether your revenue motion is limited by Volume, Efficiency, Control or Expansion, and what to fix first.

Deals stall, close dates move, the forecast can't be trusted, but the cause is rarely where the symptom shows up.

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Tool

The Real-ICP One-Pager

Find the ICP your own deals prove, on a single page.

Pipeline is busy but conversion is soft; too many deals were never a fit in the first place.

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Tool

The First Sales Hire Rubric

Hire, grow and fire your first AE or sales leader on evidence, not a feeling.

Most founders make the first sales hire on gut, then can't say why it isn't working six months in.

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Tool

The First Meeting Scorecard

Score a first conversation against the five things that actually start a sales cycle.

The meeting felt great, they asked about pricing, then it went quiet. A good-feeling first meeting is the most dangerous kind.

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Tool

The Forecast Confidence Check

Score whether your forecast can be trusted, not just reported, before the board asks.

The pipeline has never been more active. The number has never been harder to trust.

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Tool

MEDDPICC Deal Health Scorecard

Score a deal across all eight MEDDPICC elements and see, on buyer evidence, whether it's actually qualified.

The pipeline looks healthy and the rep says it's on track, but nobody can show the evidence, and the deal slips.

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Thinking

The founder-led sales appendix: tests, terms and tools — The Founder-Led Sales Guide (Part 6 of 6)

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Thinking

How to Turn Customer Success Into Consultative Sellers & Measure the Impact To Drive NRR

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Before you go

Made it this far? Get the real read on your number.

Run the Closing Score on your own motion and see what's actually getting in the way, about ten minutes, no call required. Prefer to talk it through? An operator will happily go through a live deal with you.

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Closing Score

The Real-ICP One-Pager

The First Sales Hire Rubric

The First Meeting Scorecard

The Forecast Confidence Check

MEDDPICC Deal Health Scorecard

The founder-led sales appendix: tests, terms and tools — The Founder-Led Sales Guide (Part 6 of 6)

Running it — The Founder-Led Sales Guide (Part 5 of 6)

The transition — The Founder-Led Sales Guide (Part 4 of 6)

Building a repeatable motion — The Founder-Led Sales Guide (Part 3 of 6)

Selling as a founder — The Founder-Led Sales Guide (Part 2 of 6)

Why buyers buy — The Founder-Led Sales Guide (Part 1 of 6)

You hired a seller and you're still closing every deal

Why your deals stall after a strong start

The founder-led sales playbook: from first deals to repeatable revenue

Founder-led sales: what it is, when it works, and when it breaks

Founder-led sales: the complete guide

The point of view that sold a million more cars

Five ingredients of a first meeting that creates momentum

When a buyer asks for pricing too early

Slow down to speed up your sales cycle

The first meeting that feels good but proves nothing

Why your deals don't close: it starts with the first meeting

How to run a C-level meeting without blowing it

The outreach maths: 44 touches to land one engagement

Only three reasons anyone buys: risk, efficiency, growth

Why change, why now, why us: the three questions every deal turns on

The point of view is what gets you the C-suite meeting

A seller does three things: build, advance, close

Hire the seller you would buy from: build a rubric

The wrong sales leader can cost you 200k to 400k of runway

Hire two to four sellers, and expect half to fail

How Claude Enables Your Sales Playbook

Integrating AI into the Sales Process: An Operator's View

The Sales Skills Rubric: How to Run It for Enablement (Not Just Hiring)

How AI Has Transformed Sales Enablement

Buyer Enablement vs Sales Enablement: What Revenue Leaders Actually Need

How to Measure the Impact of Sales Enablement

Driving Lasting Behaviour Change in a Sales Team

Why Sales Training Doesn't Stick (and How to Fix It)

Why Sales Competency Models Fail (and What to Build Instead)

Closing OS vs MEDDPICC: A Framework and the System That Runs It

How to Coach Deals with MEDDPICC

MEDDIC vs MEDDPICC vs MEDDICC: What the Extra Letters Add (and Which to Use)

Why MEDDPICC Fails (and How to Make It Stick)

Why geopolitical uncertainty is now a revenue-execution problem

When geopolitical uncertainty hits, founder-led sales breaks first

How investors can spot revenue-execution risk before a miss

What practical commercial support founders need when markets tighten

AI in B2B Sales: What Works and What Doesn't

Founder-Led Sales: When It Works and How to Move Beyond It

Hiring Your First Salespeople: The Transition From Founder-Led Selling

First Meetings: How the First Sales Conversation Sets Every Deal That Follows

How to Run Discovery Calls in B2B: What First Meetings Actually Need to Achieve

How to Get a Meeting with the C-Suite

Why Enterprise Sales Is Won Before the Proposal

Enterprise Sales: What Changes When You Move Upmarket

What Mid-Market B2B Sales Actually Requires

The Sales Behaviours That Win in High-Velocity B2B

Sales Qualification: The Standard That Separates Pipeline From Forecast

Forecast Accuracy: Why B2B Forecasts Miss

What Makes a Sales Process Repeatable

What a B2B Sales Playbook Actually Is (And Why Most Don't Work)

How to create a sales playbook that works

How to Reduce B2B Sales Cycle Length

How To Actually Roll Out A Sales Method

From revenue surprises to early intervention

GTM questions asked and how we answered - Nov '25

GTM questions asked and how we answered - Oct '25

GTM questions asked and how we answered - Sept ‘25

How To Create A Repeatable Sales Process

How To Actually Roll Out a Sales Method Using the RevOp Framework

Win rate is the cleanest signal of sales health for a start‑up

How B2B sales really works - The 10 core principles you need to know

Forecast accuracy: the founder’s discipline (and how to reach ±10%)

How to Build a Repeatable, Buyer Centric Sales Process

7 Steps to Win Buying Group Consensus and Cut Deal Slippage

When & How to Hire Your First Sales Leader

MEDDPICC Explained: A Practical Guide

How do you actually reduce sales cycle length?