STAGEONE GTM SYSTEMS

01  /  GTM ARCHITECTURE

Six motions badly, or two well.

Who you target, how you reach them, what a stage means, and whether the forecast is a number or a feeling.

SOUNDS LIKE YOUR TEAM

“Every rep has a different idea of who we should be selling to”

“The forecast is never right and nobody trusts the pipeline”

“We are running six motions badly instead of two well”

“We hit the new logo number and the base still shrank”

WHAT IS ACTUALLY BROKEN

The system that generates and closes pipeline. Who you target and why, which motions you are actually running, what a stage means, and a forecast built from evidence instead of optimism.

What gets built

Artifacts, not recommendations. Every one of these is a thing your team holds and runs after I am gone.

  1. 01 An ICP built from your closed-won and closed-lost record, not a persona workshop
  2. 02 A decision on which of the seven motions you are actually running, and which to stop
  3. 03 Stage exit criteria a manager can verify in ten seconds
  4. 04 A forecast method built on buyer evidence
  5. 05 An expansion motion with an owner, a number and a trigger

ON THE SEVEN MOTIONS

Outbound, inbound, product-led, channel, community-led, event-led, ecosystem. Most companies are running four or five of these, and chose maybe one of them on purpose. Channel and ecosystem are where partner revenue lives, and they are the two most often bought by executives and abandoned by everyone else.

THE FRAMEWORK

The Seven Motions

READ IT →

The Evidence Ladder

READ IT →

THE ARTICLES THAT PROVE IT

How to build an ICP from win-loss data, not a persona workshop How to write sales stage exit criteria, with examples Your forecast is a feeling with a spreadsheet around it Seven go-to-market motions every B2B company is running Your board suddenly cares about net revenue retention

The revenue after the signature

Half of the growth in most businesses is sitting in the base and nobody owns it. The second sale, the referral, the feedback loop that tells you what to build next. Expansion gets a number, an owner and a trigger, so a renewal stops being a deadline and starts being a motion.

BEST FOR

Teams with capable people and no written system, where results still depend on who owns the account.

NOT FOR

Teams under about $1M. At that stage you need customers, not systems, and I will say so.

Not sure this is the one you are short on?

Thirty minutes, no deck. Or score your own go-to-market first and find out which of the five systems is carrying the number.

Book a Call Take the Load Test, free

You will speak with me, not a partner who hands you to someone else afterwards.

THE OTHER THREE COMPONENTS

02

GTM Enablement

Product fluency that holds under pressure, the motion written down, and the assets that stop getting rebuilt every week.

03

The Leader Layer

You were promoted for selling. Running a team is a different job, and most companies hand it over with a title and a dashboard.

04

AI and the GTM Stack

Most teams bought the tools before they defined the work. The tools then did the undefined work faster.