GTM (go-to-market) consulting
Build a sales process your team can actually use.
Practical go-to-market consulting for founders who need clearer qualification, a usable CRM, and a repeatable path from first conversation to close.
Where the sales motion usually breaks.
- No clear picture of the ideal customer
- A sales story that changes from call to call
- Pipeline stages with no exit criteria
- Stale opportunities nobody closes out
- Handoffs that aren't written down
- Uncertainty about what the first sales hire should do
Fix the parts that affect the next deal.
- Ideal customer profile and buying triggers
- Messaging used in discovery and sales conversations
- Qualification standards
- Pipeline stages and exit criteria
- CRM setup and hygiene
- Deal-review cadence
- Sales playbooks
- Hiring profiles and onboarding plans
Working tools, with owners attached.
Deliverables are chosen for each engagement. Depending on the problem, they can include:
- Prioritized findings
- A map of how you sell today
- Stage definitions
- Agreed CRM changes
- A concise sales playbook
- A hiring and onboarding plan, where relevant
Start with a focused problem.
Work can run as a defined sprint to diagnose and implement the priority changes, or as an ongoing engagement to put the process into use and refine it with your team.
We agree deliverables and checkpoints before starting. The work needs founder input and access to real deal evidence: recent wins, losses, and live opportunities.
Tools I've worked in include HubSpot, Salesforce, Outreach, Salesloft, and Apollo. Tool choices follow your situation.
Process work from prior roles.
Results from Cheyne's sales career, before AMG.
From zero
Built the sales process as the founding sales hire at a venture-backed AI startup.
Adopted
Designed a lead-to-account-executive handoff adopted across the sales organization.
3 months
Trained a sales development rep who was promoted to account executive within three months.
What would your next sales hire inherit?
Let's work out what needs to be in place before you add another person.