How do we show fast progress in GTM Ops and RevOps without waiting on a 12-month roadmap?
Eddie shares the exact frameworks Union Square Consulting uses to help clients achieve results within as little as 3 months (including how one of our clients saw a lead-to-won conversion rate lift of 0.2% to 5% in just months).
The conversation centers on two core tools - the Go to Market Efficiency Pyramid and the Go to Market Decision Tree - that help revenue leaders focus their efforts where they'll have maximum impact. Eddie explains why most companies instinctively jump to pipeline generation when the real bottlenecks are often downstream in retention, expansion, or deal management. Using real client examples, he demonstrates how getting fundamentals and adoption right can deliver transformational results in 30 to 90 days, even in organizations with 9-month sales cycles.
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[00:00] Intro
[04:08] Board expectations for new CROs
[08:34] Defining quick hits in go-to-market
[15:52] Go-to-market efficiency pyramid explained
[20:06] Foundation before adoption matters
[28:55] Go-to-market decision tree framework
[33:01] Most companies wrongly focus on lead generation
[38:50] Real world example of 25x improvement
[44:20] Profitable companies leaving money on table
[46:17] Adoption through dashboards and accountability
[54:38] Key takeaway on quick implementation
[55:38] Why this approach works across companies
[59:44] One action item for revenue leaders
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