1. Goal Setting
This chapter shows you how to use historical data to calculate the critical numbers behind the target, such as required deals, win rate, required pipeline, and the conversions needed to generate it.
2. GTM Reporting
Most weekly team reviews are spent pulling numbers instead of making decisions. This chapter gives you the weekly prep agendas for each team and the reporting dashboard to fix that.
3. Marketing Operations
Marketing teams can report on leads; few can connect campaigns to revenue. This chapter gives you the attribution setup, lead segmentation logic, and scoring system to measure what works and ensure only high-quality leads reach your sales reps.
4. Sales Operations
A reliable forecast starts with a well-managed pipeline. This chapter gives you the lead and deal management processes, pipeline hygiene checklist, and forecasting models to make sure your number holds up at quarter-end.
5. Account Management
Expansion signals are already in your CRM; most teams just aren't acting on them in time. This chapter gives you a health scoring calculator and expansion signals framework to see which accounts are at risk and which are ready to grow.
6. Cross-Functional Alignment
When Marketing, Sales, and CS optimize for different metrics, revenue falls through the gaps at every handoff point. This chapter gives you the shared KPI framework, SLAs, and a scorecard to find where your GTM operations are leaking.
