GTM, ABM, and Sales strategy for technology companies that are done guessing — and ready to build a revenue engine that actually works in today's buyer-controlled, signal-flooded market.
The tech sales landscape has fundamentally shifted. Buyers are overwhelmed with 10,000+ marketing and sales tools, 4,000+ AI startups, and inboxes drowning in automated sequences that all sound the same. Your prospects are ghosting you — not because they don't need what you sell, but because they can't distinguish you from the noise.
The traditional GTM playbook — hire SDRs, blast sequences, run demos, negotiate, close — was built for a world where sellers controlled information. That world ended years ago. Buyers now complete 70–80% of their journey before they'll even take your call.
More SDRs ≠ More Pipeline. Spray-and-pray outbound has a sub-1% reply rate and is actively damaging your brand.
ABM became "targeted spam." Most companies adopted the label without the strategy — it's just smaller lists with the same bad tactics.
AI is making it worse, not better. Your competitors are using the same AI tools to send the same AI-written emails to the same AI-generated lists.
Feature wars are unwinnable. In a saturated market, the best product often loses to the best positioning.
Your pipeline is a fiction. Bloated sales databases full of "opportunities" that will never close — but nobody has the courage to say it.
In a saturated market, precision beats volume. Every time.
Five strategic shifts that replace the broken playbook with a system built for how B2B buyers actually make decisions today. Not theory — a field-tested methodology forged across three decades of enterprise deal-making and $1.2 billion in closed business.
Stop competing on features. Start owning a position in your buyer's mind that no competitor can occupy. We reverse-engineer your ideal customer's decision criteria and build a market position so sharp and specific that when the need arises, you're the only logical choice.
This isn't branding fluff. It's surgical positioning work — defining your category, your contrast story, your "only we" statement, and the narrative architecture that makes every touchpoint reinforce the same unmistakable signal.
Your "target account list" is a spreadsheet of company names. That's not strategy — that's a wish list. We build three-dimensional account landscapes that map the buying ecosystem: who's in pain, who has budget authority, who influences decisions behind closed doors, and what trigger events create opening windows.
Using signal intelligence — job changes, tech stack shifts, funding rounds, regulatory pressure, earnings calls, leadership transitions — we identify the accounts that are actually in-market right now, not just the ones that fit a firmographic profile on paper.
Stop "reaching out." Start surrounding. The Orbit model replaces linear outbound sequences with a concentric engagement strategy that puts your value in every channel your target accounts inhabit — before you ever ask for a meeting.
Thought leadership that addresses their specific pain. Warm introductions through mapped networks. Targeted content that shows you understand their world better than their current vendors do. By the time you request a conversation, they already know who you are, what you stand for, and why they should care.
The fastest way to lose a deal is to show your product too early. In today's market, buyers don't need a walkthrough — they've already seen your competitor's demo online. What they can't find online is someone who truly understands their problem better than they do themselves.
We rebuild your sales motion around deep discovery and consultative framing. Your sellers become advisors, not presenters. They diagnose before they prescribe. They quantify business impact before they discuss features. They create urgency through insight, not pressure.
Most companies confuse a full pipeline with a healthy one. We install the operating cadence and measurement system that turns your revenue engine from a guessing game into a predictable machine — giving leadership real-time visibility into what's actually going to close, what's stalled, and what was never real.
Ruthless pipeline hygiene, stage-gate criteria that mean something, leading indicators that predict outcomes weeks before they happen, and an AI-augmented intelligence layer that keeps your team focused on the 20% of activity that drives 80% of results. No vanity metrics. No happy ears. Just revenue truth.
You've found product-market fit, but you can't find repeatable revenue. Your founders are still closing deals personally and you need a scalable GTM engine before the next board meeting.
You grew to $20–80M on hustle and heroics. Now you need systems. What got you here — founder-led sales, reactive marketing, tribal knowledge — won't get you to the next stage. The cracks are showing.
You've been in market for a decade or more but the playbook that built the company is delivering diminishing returns. New competitors, shifting buyer expectations, and market saturation demand a fundamentally different approach.
A no-nonsense assessment of your current GTM motion, sales process, pipeline health, and market position — with specific, prioritized findings on exactly what's broken and why.
A complete strategic plan customized to your market, stage, and resources — covering positioning, target account strategy, engagement model, sales process, and revenue operations.
Detailed execution guides your team can actually follow — messaging frameworks, outreach sequences, discovery scripts, objection handling, competitive battle cards, and deal progression criteria.
Hands-on work with your sales team to rewire habits, sharpen skills, and embed the new methodology into daily execution — not a one-day workshop, but sustained transformation.
Account-based programs designed around buying signals and engagement orbits — with content strategies, channel playbooks, and measurement frameworks that prove ROI.
For companies that need senior revenue leadership without the full-time hire. Strategic guidance, board-level reporting, and operational oversight on a retained basis.
$1.2 billion in AI and digital transformation solutions delivered across the world's largest enterprises
Ivy League executive education in business strategy and leadership
19 published books on AI, digital transformation, and enterprise technology strategy
110–180% quota attainment consistently across decades at top-tier enterprise software companies
Vendor-agnostic, no-hype advice based on what works, not what earns referral fees
If you want someone to validate your existing playbook, tell you what you want to hear, or deliver a 200-slide deck that makes the problem feel "handled" — I'm not your consultant.
This work requires intellectual honesty about what's broken, willingness to change how your team operates, and leadership commitment to doing something different — not just talking about it. The companies I work with are ready to be uncomfortable in the short term to build something that actually works.
A 30-minute strategy call to assess where you are, what's broken, and whether the Precision Revenue Framework is the right fit for your company.