Practical GTM systems built around real business problems.
A growing collection of frameworks documenting how I approach account expansion, buyer intent, customer reactivation, and GTM execution. Each playbook breaks down a repeatable operating model designed to align marketing, sales, and RevOps around measurable outcomes.
The Account Manager Expansion Engine
Helping Account Managers identify, prioritise, and engage the right stakeholders within existing customer accounts. From account segmentation and ICP mapping to sales activation and reporting, this framework turns account expansion into a structured GTM motion.
- Account segmentation
- Buying committee mapping
- Contact enrichment
- Tiered messaging
- Account-based advertising
- Sales automation
- Campaign reporting
The Dormant Customer Reactivation Engine
A structured framework for re-engaging customers who have stopped ordering. By combining CRM intelligence, contact mapping, messaging strategy, and coordinated sales follow-up, the goal is to restart meaningful commercial conversations.
- Dormant account selection
- CRM analysis
- Contact mapping
- Customer segmentation
- Messaging framework
- Sales follow-up
- Reactivation strategy
The High-Intent Website Visitor Engine
A framework for transforming website buying signals into sales opportunities. It explains how to identify high-intent behaviour, prioritise accounts, score intent, and trigger timely sales engagement.
- Intent taxonomy
- Website signal analysis
- Account matching
- Buying committee mapping
- Signal scoring
- Automated activation
- Sales routing
The Competitor Takeout Engine
Helping GTM teams identify, prioritise, and engage accounts actively evaluating competitors. From market research and competitor keyword analysis to intent signals, account validation, and sales activation, this framework turns competitor takeout into a structured GTM motion.
- Market research
- Competitor keyword analysis
- Intent account identification
- Competitor validation
- Account prioritisation
- Displacement messaging
- Sales activation
- Campaign reporting
