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 2000+ other industry leaders get unstuck and grow your business.
What a week. We’re wrapping up a huge go-to-market transformation with one client and stepping into the launch phase with another. On top of that, seven new companies are actively requesting support for their own transformations. Seven.
The internet will make you think, “there’s no budget.” But from what I’m seeing, the money is there. It’s just flowing more intentionally. Companies are saying, “we’re only investing in what really matters.” And what’s exciting? That “what matters” is the fundamentals.
Even more exciting?
The fundamentals are back in fashion. Phew, because that’s what Revenue Funnel is built on!
I’m seeing a genuine desire from companies to nail the basics again.
Identifying their ideal customer,
Aligning teams around a real GTM strategy
Cleaning up the middle of their funnel. Yes.The middle.
We’ve spent years obsessing over top of funnel tactics, but the smartest leaders know that a great top of funnel without a high-performing middle is like having a shiny shopfront with no stock inside.
I sat on a GTM roundtable this week with CROs and Revenue Leaders to discuss 2025 bets. And guess what? AI is the theme. But it’s not the doom-and-gloom “AI is replacing us” narrative.
It’s AI as augmentation, as a strategic enabler. CROs are experimenting with AI SDRs, GTM engines, and custom AI stacks. But they’re not replacing teams. They’re tooling them. The best revenue leaders are building a new hybrid - humans and machines.
For many of you - this is not news. But, I want to break through the Linkedin noise - a lot of well respected leaders are doing the opposite of what you’re seeing online - they want the AI SDRs, they want efficiency where it matters.
So let’s get into it….
Critical Insight
According to Accenture’s Chief AI Officer, Lan Guan, we’re already well into Stage Two of AI adoption, where multiple specialised agents are being trained for complex reasoning, not just summarising info. Companies are starting to orchestrate these agents across systems to deliver value faster than expected.
Why is this important?
Because we're reaching a tipping point. The third stage where multi-agent systems operate almost like human teams…it’s literally around the corner. And the winners will be the companies who invest early in orchestration, memory and goal-setting for these agents.
Oh, and McKinsey says quantum computing could further accelerate AI development and break today’s constraints. So the future is not just AI, it’s AI plus something else.
Food for Thought
Let me ask you this:
What are you doing to improve the middle of your funnel this quarter?
Are you training your reps to work with AI tools, or are you still pretending they’ll be replaced?
What’s your plan for tooling up intelligently with purpose, not panic?
Answer these questions this week and go make some magic.
What if the secret to your next promotion or your biggest deal wasn’t more pipeline, but better internal relationships?
In this episode of Edge of Growth, Hannah sits down with Marva Bailer to break down how “internal selling” drives career momentum, customer success, and revenue growth.
What you’ll learn:
How to build internal influence that moves the needle
Why internal relationships shape external success
The power of social capital in leadership and sales
Simple actions to boost your “internal stock value”
“I interviewed 3 founders for you.” Noam Nisand is doing the legwork so you don’t have to. Some solid takeaways here on how founders are approaching GTM under pressure. Worth a scroll. Read it here →
“Back in 1991, when I was 12...” This post by Scott Farquhar got me thinking about my own son. What ideas are our kids dreaming up today that might shape the future of business tomorrow? Check it out →
Canva for prospecting? Jen delivers (again). Jen Allen-Knuth always drops gold. This time it’s a Canva hack for outbound. Visual-first prospecting anyone? Steal the idea →
Posts From Me This Week - you may have missed them
Where are they now? The power of being “selfish” to grow your business and self
Brynne Tillman is so good at what she does - Absolute prospecting gems and I know most of you missed this!
I’m bringing AI insights to you weekly - it’s a way for me to force myself to stay up to date. Let me know your thoughts in the comments
Jobs You Can’t See
A high-growth European Martech Company is hiring for a Head of Sales - £120K-£140K Base + Comms. Heavy inbound motion, on track to hit revenue goals this year and exceed next. Selling into B2C brands across Retail, Hospitality, Restaurants etc I would apply if I could. Absolutely insane opportunity with a team of 2 existing reps
Quick Reminder
Are you a 1-2 person consulting operation? If so, you may be a great fit for our growing Partner Ecosystem. A palace where you are sent leads every month & have opportunities to work with our clients. Book a call to learn more.
Our pipeline for 2025 is full, but we’re looking ahead at 2026 - don't be shy to reach out. We can’t help everyone, but we’ll certainly steer you in the right direction.
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 2000+ other industry leaders get unstuck and grow your business.
