Introducing FracChen (a blog about GTM)

People ask if I have a specific sales style or a favorite playbook. My response is that it’s important for any coach to adjust their style to the specific situation in question. The danger of bringing a pre-existing playbook to a new role is that the existing systems, processes, and personnel may not support the playbook, especially in an early stage company. However, not bringing in enough frameworks has the opposite effect of wasted energy and time. As a result, my approach to any engagement is a hybrid approach-utilizing both quantitative (science based) and qualitative (creative) methods to deliver the best results for your company.

In their ideal state, good revenue motions are scalable, repeatable, and measurable.  In B2B SaaS, the fundamentals of revenue are practiced across most companies in some form or another because so much of what we do is process oriented or based on real world evidence. The basics (blocking and tackling) must be done at any company and those things are largely transportable from one place to another. Without these fundamentals, there is no chance of creating a well oiled machine. My job is to evaluate the basics and to help you to improve upon them or to upgrade them to the requisite level.

How the basic building blocks come together and how they are deployed should be customized for the personnel, the stage of the company, the maturity of the product, the industry, the executive team, the customer(s) and other factors that can radically change from company to company.  By the way, as the company changes, so does the revenue motion. This is the qualitative aspect to what I do in that I work with your teams to make the necessary adjustments so that the revenue motion works for your company on a holistic and detailed level.

March 1, 2024