Eric H.

well said Dan. 'shadowing' is an element of a good coaching strategy, which in my experience is one of the most important and effective ways to increase impact of the team. With coaching and shadowing, though, you also have to make it about shared learning, not just 1 to 1. So, if you can shadow the individuals, uncover key learnings, and raise the skill level of the entire team, you are on to something!

HI David, is your focus US only? US and Canada?

Jonny, you nailed it - that's a key part of the problem. No fault of anyone, as small firms are learning as they go, but a trap they don't have to fall into given others have learned what to do to avoid it.

Chris, great points. running too many different processes or GTM motions can be the kiss of death until you scale and operationalize the one that is most aligned to your ICP and primary market focus. When I mention playbook, I was more thinking of capturing the motions between sales and marketing as leads get created, handed off, actioned, and then feedback given. Not so much about the sales motions to advance the lead to close.

yup, I hear that a lot. Webinar 'leads' that aren't really leads, take a lot of time to chase, and frustrate the BD/sales teams. I am thinking of the marketing generated leads that generate actual response and traffic, vs a passive name from a trade show booth or webinar.

happy to chat, as we do this kind of work

someone mentioned a fractional sales leader or CRO which is a great option. Fractional help does not have to mean long term, it can be just those early stages and then you can run with it yourself