Hey Reader,
In the next few weeks I'll be sharing how we Revenue Funnelled Revenue Funnel to 3.5 x our growth this year. But for now....
Everything I’ve been thinking about revolves around action.
Not just any action — but intentional action. The kind that doesn’t wait for Q1 or “the right time” to get started.
I’ve been reading The Science of Scaling by Dr. Benjamin Hardy and Blake Erickson, and one thing keeps replaying in my mind:
If you want to change your outcomes, you have to raise the floor — not just the ceiling.
In other words, it’s not enough to set bigger goals. You have to change the baseline of what’s acceptable. What’s standard. What’s normal.
That’s how you accelerate. Not through hero moments, but through better defaults. Let’s talk about what this means in practice - especially if you’re planning for 2026 right now.
Critical Insight
We talk a lot about performance goals. Targets. KPIs. Quotas.
But what about process goals? The baseline activities, decisions, and behaviours that — if consistently executed — fundamentally shift your trajectory?
Most GTM strategies over-index on outcomes and underinvest in behavioural baselines.
But companies that bake discipline into their defaults scale faster, with less burnout, and more predictable success.
From the research shared in The Science of Scaling, high performers don’t just set higher goals — they install habits that make “good enough” much, much better.
And this isn’t just theory. It’s practical.
What if your team’s floor for prospecting wasn’t “when we have time,” but “10 strategic reach outs daily, no matter what”?
What if your pipeline reviews didn’t happen only when deals stall — but every Friday, like clockwork, with a clear decision tree?
What if every customer journey included a ‘first win’ milestone within 14 days, without fail?
These are your floors. And the companies that scale well? They obsess over raising them.
Food for Thought (do these this week)
This week, reflect on this with your team or leadership group:
- Where have you accepted a low floor?
Be honest — what habits, processes or outcomes have become just good enough that they’re silently eroding growth?
- What would it look like to raise the floor by 10 percent?
Not a massive overhaul — just a smarter, sharper baseline. One that shifts the trajectory over time.
- Are you planning for goals or for guaranteed gains?
Because setting a goal is one thing. Engineering the environment to make hitting that goal inevitable is the real game.
Posts I like This week
“You shape your own reality.”
Dr. Benjamin Hardy shared this quote from William James and reminded me why identity is the true driver of outcomes. Powerful perspective. Read it here
The GTM Newsletter's breakdown of GTM Friction
The latest Friction Report from Cleverbridge shows how hidden gaps in checkout, payments, and renewals are draining revenue. Read it here
Need help raising the floor in your GTM?
Whether it’s team behaviours, strategy focus, or sales execution — we’ve helped dozens of teams raise their floor and see fast, compoundable results.
Book a quick GTM Info Call and we’ll show you how.
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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