Author: Pavitra Paul

A CMO signs off on a managed GTM engagement with a clear expectation. The first month should show momentum. Not decks. Not workshops. Not weeks of tool configuration. Momentum. Leads are already flowing in. Someone scanned a badge at an event last week. A director clicked a LinkedIn ad yesterday. A buyer attended a webinar… Continue reading From Setup to Outcomes: What the First 30 Days of Managed GTM Onboarding Should Deliver

Every CMO knows the feeling. Campaigns are live, tools are in place, and demand keeps flowing. Website traffic spikes after a launch. Event scans stack up. Webinar sign-ups look strong. LinkedIn ads pull clicks. Nurture emails earn replies. Then the revenue review arrives and the same questions surface. Why did so many good leads stall?… Continue reading The Outcome Retainer: A New Way to Buy GTM Execution

Your trial users are busy in the product. They log in, explore features, invite teammates, and return a few times. Then the account fades. No evaluation call. No sales conversation. No clear path from product activity to revenue. For CMOs running PLG, this gap is painful. You fund acquisition, onboarding, and activation, yet a big… Continue reading Trial-to-Call Conversion: Nudges That Move Users From Usage to Evaluation

The deal feels clean. The team is confident. Forecast calls sound steady. Then a new attendee appears on the next meeting invite. The CRO joins late. For many CMOs, that calendar change flips the mood. Sales starts compressing weeks of context into a few bullets. Marketing gets asked for “an executive deck” that never existed.… Continue reading When CRO Joins Late: The Enablement Sequence That Prevents Deal Stall

Your best lead this week might show up at 9:42 PM on a Friday. No SDR online. No rep watching the dashboard. The buyer still takes action. They click a LinkedIn ad, skim your site, open your pricing page, then decide to reach out while they finally have uninterrupted time. If the only thing waiting… Continue reading Inbound After Hours: A Weekend Workflow That Doesn’t Feel Automated

The deal looks healthy. Engagement is steady. Your team knows the account. Then new names start appearing across your stack. A security lead downloads documentation. A finance contact clicks a LinkedIn ad. Someone from operations attends a webinar. Sales sees activity. Marketing sees signals. Ownership gets blurry. For a CMO, this is a familiar moment… Continue reading Multi-Threading Triggers: Coordinating Outreach When New Personas Appear

The second an RFP gets downloaded, the whole GTM team can feel it. Slack lights up. A rep opens the CRM. Someone asks, “Do we know who pulled it?” A CMO starts doing the mental math on win probability. Then the follow-up lands. And nothing happens. No reply. No next step. No movement. The thread… Continue reading RFP Download Response: Engage Without Starting a Dead Email Thread

Most buying decisions do not end with a big announcement. They close quietly. A deal that felt active can turn calm overnight. Fewer replies. Fewer meetings. Less visible engagement. A CMO looks at the forecast and feels the pressure rise. Sales asks if the account went cold. Marketing points to earlier engagement and pipeline coverage.… Continue reading Shortlist Signals: What Buyers Do Right Before They Choose a Vendor

The webinar ended on a high. Attendance held. Questions rolled in. Poll responses looked strong. Your team shipped the recap email and shared the recording. Slack reactions were positive. Then the real test arrived. A few days later, the same accounts that leaned in during the session stopped replying. The “hot” list cooled. Sales got… Continue reading The Post-Webinar Fade: How to Reignite Accounts That Went Quiet After Showing Interest

The meeting was booked for a reason. The account fit checked out. The buyer accepted the invite. Your team did the work, and the calendar said the next step was real. Then the time hits. Your rep joins. The buyer does not. For CMOs, this moment can feel deceptively small. It looks like a scheduling… Continue reading No-Show Recovery Playbook: The 10-Minute Save vs the 24-Hour Follow-Up