Insights
Straight talk on GTM strategy, sales and marketing alignment, and what it actually takes to build a revenue engine that scales. Written for CEOs and Presidents of B2B professional services companies who are done guessing.
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When Referrals Stop Being Enough
Referral-based growth is one of the most efficient GTM models that exists — until it isn’t. Here’s why the referral engine slows down, the trap most companies fall into when it does, and what actually has to change to build growth that doesn’t depend on who you know.
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The Sales Process Has Changed. Most Companies Haven’t Caught Up.
AI has changed how buyers buy, and most sales teams haven’t caught up. Buyers arrive informed, vendors selected, and trust already forming, or not. The companies winning in this environment have sales and marketing working from the same intelligence, toward the same goals, with a shared understanding of how decisions actually get made today.
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Your Sales and Marketing Teams Are Optimizing for Different Outcomes
Most CEOs assume sales and marketing are aligned because they both care about revenue. They’re not. Marketing is optimizing for engagement. Sales is optimizing for meetings. Leadership is asking for predictable growth. Nobody is working from the same definition of success, and that gap is where pipeline quietly falls apart. Here’s what misalignment actually looks…
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Why CEOs Can’t See Where Revenue Is Breaking Down
Most sales and marketing reviews follow the same pattern. Sales presents their activity numbers. Marketing presents theirs. The meeting ends. Two sets of data, and still no clarity on why revenue is inconsistent. That’s not a reporting problem. It’s a structural one. Here’s where revenue actually breaks down, and what good visibility looks like when…
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Your Marketing Problem Probably Isn’t a Marketing Problem
Most B2B companies that are struggling to grow aren’t dealing with a marketing problem. They’re dealing with a go-to-market system that was never built to scale. Here’s how to tell the difference.
Foxbridge Consulting 