You're either generating revenue, retaining revenue or both - either way, this newsletter is my way of distilling 16 years of GTM experience into weekly nuggets to help you and 1000+ other industry leaders get unstuck and grow your business.
Ever been in one of those WhatsApp back-and-forths with your partner or a friend? You know the ones… “You said this.” “No, you said that.” “Well, that’s not what I meant.”
You go round in circles.
Then you leave your phone alone, maybe go grab a bite to eat, take a quick walk or just step away and when you come back, you suddenly see it differently. You think… “Wait, how did we even get here?”
That moment - that regroup - is gold.
In the book Crucial Conversations, they talk about what happens when emotions run high, stakes feel heavy, and our thinking narrows. I couldn’t remember the exact phrase, but I found it. It's called the “Path to Action” - where we move so quickly from emotion to reaction that we forget to stop, reflect, and ask, what’s really going on here?
Critical Insight
That’s exactly what a documented Go-to-Market strategy gives you.
When the pressure is on, sales are down, board’s chasing you, RevOps is tweaking forecasts, and everyone’s throwing out new ideas, you need a way to come back to ground level.
What were we trying to do in the first place? What’s the actual mission here? Where do we win? What did we say was the plan?
Because without that anchor, everything gets fuzzy. You start reacting instead of responding. You chase quick fixes. You Frankenstein solutions together.
But a clear, documented GTM plan gives you space to pause and say, “Okay, let’s regroup.”
From there, you can ask better questions:
→ Are we playing in the right place?
→ Has our product evolved and now serves a better use case?
→ Are our buyers avoiding reps and how do we meet them where they are now?
It’s why I go on and on about the pause. On the days when I’m frazzled, the documented strategy becomes my calm. I open it up and ask: What did I not do yet? Why am I reaching for something shiny when we already built a strong plan?
Let’s talk about how to build that clarity back into your revenue strategy.
Food for thought
This week, I want you to take 15 minutes and do something so basic, but game-changing:
Re-read your Go-to-Market strategy.
Not the pitch deck. Not the notion doc with 50 slides and no point.
The plan. The actual plan.
What was the mission?
Who did you say you serve best?
How were you going to win?
What did success actually look like?
Now ask yourself:
👉 What have we drifted away from?
👉 Where have we Frankensteined stuff just to get by?
👉 What needs simplifying, not scaling?
Because clarity doesn’t usually come in the chaos. It comes in the pause.
In this week’s Edge of Growth, we’re joined by RevUp Advisory’s Stacie Sussman, a GTM powerhouse who’s helped countless B2B teams scale beyond the chaos
She explains: ✅ Why most sales playbooks are built for companies you used to be ✅ The real reason your sales and CS handoffs are breaking ✅ What “operational excellence” looks like in practice
The viral posts are taking over, but it doesn’t change our human nature
My authenticity is my differentiator - what’s yours?
Do you actually need more leads? I have strong opinions on this
Until Next Time ✌🏾
PS
If you’re feeling a little concerned about your revenue growth, then we have a few things to help you find the answer:
Evaluate Your Strategy → Curious about where your Go-to-Market strategy stands? Discover key areas for improvement. [Take the Assessment]
GTM Insights → Want to learn more about Go-to-Market strategies? Check out our latest insights on YouTube. [Watch Now]
1-1 Consultation → Need personalised advice? Book a 1-1 consultation, and I’ll help you map out your next steps. [Book Here]
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You're either generating revenue, retaining revenue or both - either way, this newsletter is my way of distilling 16 years of GTM experience into weekly nuggets to help you and 1000+ other industry leaders get unstuck and grow your business.
