Go-to-market strategy

Focus effort on the 20% of activities that drive 80% of results, systematically eliminating low-yield work to maximise output per hour invested.

Turn satisfied customers into active promoters who systematically bring qualified prospects into your pipeline at near-zero acquisition cost.

Interpret experiment results to understand the probability that observed differences occurred by chance rather than because your changes actually work.

Design experiments that answer specific questions with minimum time and resources to maximise learning velocity without over-investing in unproven ideas.

Deploy fast, low-cost experiments to discover scalable acquisition and retention tactics, learning through iteration rather than big bets.

Focus resources on high-impact business mechanisms where small improvements generate disproportionate results across the entire customer journey.

Group customers by acquisition period to compare behaviour patterns and identify which acquisition channels and time periods produce the best long-term value.

Identify what you do better or differently that competitors can't easily copy to defend margins and win customers consistently over time.

Calculate how much pipeline you need relative to quota to ensure you generate enough opportunities to hit revenue targets despite normal conversion rates.

Organise customer and prospect information to track relationships, communication history, and next steps without losing context or duplicating effort.

Define pipeline progression steps to standardise how reps advance opportunities and give managers visibility into where deals stall or convert unexpectedly.

Systematically rank projects and opportunities using objective frameworks, ensuring scarce resources flow to highest-impact work.

Capture specific user actions in your product or website to understand behaviour patterns and measure whether changes improve outcomes or create friction.

Send a series of scheduled emails that educate prospects over time to stay top-of-mind without overwhelming them with aggressive sales pitches.

Clear mental clutter by transferring all thoughts, tasks, and ideas onto paper or screen, creating space for focused work.

Automate multi-touch email campaigns that adapt based on recipient behaviour to nurture leads consistently without manual follow-up from reps or marketers.

Measure the percentage of customers who stop paying to identify retention problems and calculate the true cost of growth in subscription businesses.

Measure which marketing activities drive desired outcomes to allocate budget toward channels that actually generate revenue instead of vanity metrics.

Prioritise tasks systematically by sorting them into urgent-important quadrants, focusing effort on high-impact activities.

Track revenue growth from existing customers through expansion and contraction to prove your product delivers increasing value over time.