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.
Outside of events, it’s also my son's birthday, and then my mum's!
This week reminded me of something really simple, but really powerful.
You can’t over-communicate.
Sounds basic, right? But it’s always the basics that catch us out.
There was a misunderstanding on a project I was part of, and it made me pause. Somewhere along the line, someone didn’t get the message. They didn’t raise their hand. They didn’t say, “I’m not sure.” And that’s what happens when we assume everyone’s understood the plan.
So, here’s what I’ve been thinking and what I want to share with you if you’re leading projects, managing clients, running GTM functions, or just trying to get your team to move in the same direction.
Critical Insight
Communication isn’t just about giving information, it’s about ensuring clarity, alignment and momentum. Especially in the B2B space, where deals can fall through from a single missed expectation.
Here are three key things to check for in your communication flow:
1. Are you communicating in a way that works for them? Don’t build your task or project management updates just for yourself. You need to make sure your customers, stakeholders, or team members receive updates in a format and cadence that works for them.
2. Are they actually clear on what’s happening? When you get a moment with a client or internal team, ask: → Are you clear on what’s been done and what’s next? → Are you clear on your role in this? → Are you clear on the objective?
3. Do they know what’s coming next? The absence of clear next steps is where anxiety starts. Clear next steps create confidence. It's your job to make sure that people understand not just the ‘now’ but the ‘next’.
Food for Thought
Clarity is a gift. When you give clarity, you reduce friction, misunderstanding, and rework. Make it your job this week to ask:
"What am I assuming people understand that maybe they don’t?" And then over-communicate it. Kindly. Clearly. Often.
What am I/ are we doing that feels unclear to us and could be harming how we’re positioning ourselves to clients and Prospects?
What are sales hiring managers actually looking for right now? And what’s changed in how GTM teams build high-performing pipelines? In this episode, Paty Araiza joins us to talk recruiting, onboarding, enablement, and everything that fuels sustainable top-of-funnel growth.
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.
