Original article written by Miles Kailburn, CEO of OTM, on Substack here. Attribution counts contacts. Influence counts accounts. Most firms never build the second one, and that gap is where good channels get killed for the wrong reasons. In nearly every strategy...
Five years ago, a sales call left almost nothing behind. A legal pad, a few fields updated in the CRM, maybe a recap email if the deal was big enough. The record of what happened was whatever the seller remembered to write down. Today, that same call is transcribed,...
Is your marketing built on a foundation, or just producing output? Most teams skip the stage that makes everything else measurable: planning, building, and managing the operation. They jump to campaigns, then get stuck managing data in silos and guessing whether it's...
You've added AI tools to the workflow, and some of them are genuinely working. Meetings get summarized, content takes less time to create, and reports are assembled without the manual lift they used to require. Based on the output on the screen, the firm is doing more...
You're looking at a dashboard full of marketing activity and a pipeline that hasn't changed in six months. Open rates are healthy. LinkedIn impressions are climbing. Outreach sequences are firing. By every measure on the dashboard, the machine is moving. But...revenue...
You hired a marketing person to generate leads. They're creating content, running campaigns, and updating the website. They're busy. You have salespeople making calls, taking meetings, and working deals. They're busy too. But when you look at the results, something's...
Landing a great client who keeps expanding their work with you is the dream. Then you look at your P&L one day and realize they're 60% of your revenue. If you're a founder of a professional services firm, you know this feeling. That mix of gratitude (they trust us,...
You've built something real. Your clients love the work. They keep coming back, expanding projects, referring colleagues. Revenue has grown steadily to $5M, maybe $7M. You've hired good people, delivered exceptional results, and built a reputation you're proud of. So...
Before hiring for business development, you need positioning clarity, documented processes, and success metrics. Learn what has to exist before your BD hire can succeed.
Most B2B founders believe they have a prospecting system. They've invested in a CRM, bought a prospecting database subscription, and set up email sequences. They have documented processes and weekly routines. But when they're honest, pipeline generation still depends...