This session covers the GTM Gap methodology and how to move step by step from stabilization to foundation, then repeatability, then scalability. You start by getting brutally honest about where you are today and fixing the basics first: ICP, buyer personas, value proposition, and clean data. Skipping steps only accelerates dysfunction.

You will see how to restore pipeline integrity and forecasting credibility. That means deleting stalled deals, measuring what matters, and killing “hopium” so cash flow and headcount plans are based on real opportunities. You also get the three questions to stress test your pipeline and a simple rule to purge anything that lingers beyond 2x your average sales cycle.

Adam Jay also showed how to build a foundation you can hire into, document core processes, and align teams around a usable vision and strategy. You learn why “responsible revenue” beats any deal that will churn later, why pedigree is not performance, and how to design a lean, durable stack that people actually use.

• Stabilize before you scale by diagnosing your true stage, aligning on ICP and value proposition, cleaning your data, and setting honest baselines so repeatability is possible.
• Make the pipeline trustworthy by removing zombie opportunities, pressure-testing deals with three simple questions, and forecasting only on opportunities with recent, bi-directional activity.
• Build for responsible growth by documenting core processes, hiring for capability over pedigree, and targeting customers you can genuinely serve so revenue sticks.

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