Samantha McKenna

Founder @ #samsales l Sales + Cadences + Executive Branding on LinkedIn l Ex-LinkedIn l Keynote Speaker l 13 Sales Records l Early Stage Investor l Overly Enthusiastic l Swiss Dual Citizen l Creator, Show Me You Know Me®

I had my first exposure to competitive "sales" in sixth grade when my school raised money for the Leukemia Lymphoma Society.  Knocking door to door and delivering a pitch was the start of my education; I still have the portable TV that I won for second place, which fuels my competitive spirit.

I’ve spent my career in sales doing a few things – breaking records, putting others first, creating global sales programs, educating through peer interaction, and going to great lengths to make people feel valued.  I’ve launched new verticals, overseen the GTM strategy for some of the most successful initiatives in company history, and put in processes across businesses that redefine how each company works and succeeds.

As the founder of #samsales, I oversee an all-women team of 14 who believe in a manners-first and buyer-first approach. We:

•	Run sales trainings that cover prospecting via your likely under-utilized LI Sales Nav licenses, how to write great email copy, Show Me You Know Me™, perfect discovery calls, etc. all while being sales methodology agnostic

•	Speak at 100+ annual events - keynoting for SKOs, international conferences, and podcasts alike re: sales, social selling, and women in tech/sales/leadership

•	Write the content you have in Outreach.io, etc using our proprietary techniques + the most up-to-date data on what works to drive opens + replies

•	Teach social selling - as an LI influencer, ambassador of Sales Navigator, and former LI leader, I understand how to use the ecosystem to truly SELL. I've personally trained tens of thousands on the platform, ranging from 10-person teams to Fortune 500 brands. 

•	Build brands for C-Suites on LinkedIn.  If you want to build a brand on LI but don't know what to write, don't understand the algorithm, and don't have the time to manage, our full-service strategy will manage it exclusively like we do for some of the most prominent/highly visible execs you see on LI.

As a founder, I have one goal - to make as much positive impact as we can.  Since our inception, we’ve raised over 120K via personal donations + our annual charity events for incredible causes, and have given away hundreds of our trainings to the military and transitioning teachers, free of charge.

When you hire us, you're not just hiring a team, but rather investing in one who constantly puts good into the world.

Who am I, otherwise - 

Philanthropist, investor, dog lover, die hard competitor, writer, former Nickelodeon game show contestant, extrovert, expert in self-deprecating humor, and willing to walk through fire to make you laugh.

Limited Partner

Sign up for our newsletters, webinars, and all our content here www.samsalesconsulting.com 

We just fired off an update to every one of our LinkedIn Executive Branding clients on the changing nature of the algorithm and reach on LinkedIn. A quick snippet from one part of our email, if you're also looking for a bit of reasoning on the changes:

What we're seeing today:

Feed saturation: 20% more daily posts competing for the same space.

Rise of suggested and paid content: now ~35% of all feeds.

Quality filters: comments, saves, and profile clicks now count more than likes.

Audience fatigue: people scroll faster and engage more selectively.

How the Algorithm “Thinks” Now:

LinkedIn now groups every post into topic clusters (AI-based “buckets” like sustainability, leadership, or innovation). The stronger your connection to a clear theme, the more likely your content is to be suggested to new, relevant audiences beyond your followers.

That’s why keywords and consistency of posting matters more than ever. The algorithm looks to your headline, about section, and recent posts to confirm your expertise before deciding who sees your content.

Note, you might still see some posts doing tremendously well and wonder, am I the only one getting hit? One of the downfalls of social: easy to feel great about yourself when your content tanks...

But, it's important to keep in mind that you only see half the story: the engagement and comments, not the impressions. Some of my highest engaged with content gets the lowest views, but some of my most curated-for-my-buyers-thought-leadership gets the lowest engagement and highest sends/saves.

Take yesterday's LI/algo post: 86 likes but 12,000+ impressions and 35 saves and 19 sends on LI. 

Then there's also my Dumb and Dumber GIF with 123 likes and 55,000 impressions so...at least it was shared around? 😏 

But as always, do a quick check on your Dark Social score (impressions/likes) - if you're sailing above 50 on average, you're doing great. Above 70 (like the above) and it means your content is resonating and useful to broad audiences.

****************************************************************

The best I can offer is that this platform is like the gym. We get easy wins when we start but things fluctuate daily, we hit plateaus, and what worked then doesn't work now, but keep at it. I've been posting since 2011 and this platform has done more for me than I could ever pay back to it, even if it's a fickle little creature most days.

#samsales #LIEB

Hannah Ajikawo

Revenue Funnel

On a mission to help others rethink how they deliver value to the world.

CEO & Founder

Sales Process Transformation Lead

Creating memorable experiences and mindset shifts for organizations around the world. 

Key topics
- The experience of a black, female, gay woman in tech sales
- The evolving B2B Buyer journey and how to stay prepared
- The Art and Science Of Discovery

Clients include
- ThermoFisher Scientific
- Xeneta
- UKG
- Veritiv
- Google
- Sistas in Sales

Keynote Speaker

Intro

Expert on Intro | Book a 1:1 Session ⬇️

Symbe

Lending my 16 years of GTM tech experience to the incredible founding team at Symbe.

What excites me about Symbe? My goal is to make a huge dent in B2B go-to-market strategy by improving the relationships between buying and selling organisations. Symbe is part of the future of go-to-market, helping organisations to do value-selling at scale.

GTM Advisor

Sistas In Sales

Sistas in Sales (SIS) is a community for women of ~4,000 colour sales professionals to network, advance their careers and most importantly, find sisterhood. SIS partners with bold, forward thinking global organisations that are proactively addressing the lack of women of colour in leadership and sales roles.

As the community gains more and more momentum, I have 2 core objectives
1. Continue leading our expansion into Europe, through mutually beneficial partnerships with organisations who are proactively working to create change in their businesses and communities.

2. Connect with incredible women of colour (Black, Asian and Latin X) who are in sales or thinking about entering into sales as a career.

Join me on Slack -- it’s a faster, simpler way to work. Sign up here, from any device: https://join.slack.com/t/sistasinsales/shared_invite/zt-56ik3oj4-7eW4dnNy6uSJEcg7RPXXUA

Global Partnerships Director & Community Lead

Revenue Collective

The Revenue Collective is a private, invitation-only community of sales and marketing executives at growth-focused companies.

Executive Member

Black Tech Sales Network

Member

RevGenius

RevGenius is a group of revenue-generating sales and marketing professionals brought together to learn, share, support, and grow with each other. You can consider us your alt work family!

SQA Group

Built the GTM Strategy from the ground up alongside the Leadership team as the interim CRO

- Budgeting with CFO and CEO - full waterfall and bottoms up analysis
- Cohesive full business strategy - including solution development, positioning and messaging
- Rebuilt the sales team - hiring and onboarding process, metrics, comp plans everything

Results
- First net new client win within 15 weeks
- Accelerated ramp of new AE inside. First deal inside 11 weeks
- Net new client wins include largest conference provider and largest regional bank

Interim CRO

Skaled Consulting

I lead the EMEA business for Skaled. Helping to support market leading businesses as they transform their Revenue Orgs for the #futureofsales

I oversee all client commercial relationships in the region. Part of this luxury involves setting the strategy for Revenue Operations, Global Sales Enablement Programs and overall GTM. I am accountable for the delivery of complex, multi-stakeholder programs and I love it! 

We're doing incredible work in these areas
- Building Revenue Operations Models
- New Business Development Strategy
- B2B startup strategy
- Market segmentation and Target Addressable Market analysis
- Tech stack optimization - examples include: Salesforce.com, Hubspot, Outreach, Vidyard, Seismic, Insight Squared (IS2), Lean Data, Spekit
- Sales Leadership Training & Cross-functional Team Leadership
- Solution Selling, Value-based Selling, Challenger training programs and coaching

Responsible for 20% of top line revenue

Practice Lead, GTM Strategy, EMEA

Today’s buyers demand value-driven interactions. Skaled supports an organization’s need to meet those demands using our unique approach that combines modern sales strategy, intentional digital presence, and quality execution. Our proven methodology is designed to accelerate sales impact, helping organizations achieve measurable and sustainable results.

Consulting engagements:

- SDR Manager - onboarded 5 new reps, 95% hit month 1 ramp target. doubled teams output inside 3 months.
- VP Sales - within 2-3% forecasting accuracy across 2 quarters. 100% quota attainment, coached underperforming rep from 63% attainment to 123% inside 3 months. 
- Enterprise Sales Enablement Program Manager 
- Sales Trainer 
- Sales Leadership Training Program Lead - leading fast start Sales Leaders program to accelerate ramp time and team impact.
- VILT Training Lead
- SKO - Sales Kick Off Presenter - Fortune50

Senior Sales Strategy Consultant

Growth Mode Ltd

I help startups to sell better by fixing the bottlenecks in their sales processes and coaching the sales team to sell more, more often. 

Sales process and methodology form the foundation of any sales playbook and I build and refine the foundations to improve overall outcomes from sales enablement and operations teams.

Founder & Sales Consultant

Helping Revenue Teams Beat The Competition & Increase Sales Velocity | GTM Advisor | Keynote Speaker | Proud 🏳️‍🌈 Mummy | Diversity Advocate | ENTJ

I've worked with over 40 B2B Go-to-Market Teams. You learn a lot about what good and bad looks like when your job is to fix things.

Everyone wants to grow. They just need trusted partners that can get them into the right vehicle. That's what I do through Revenue Funnel. Faster and with less risk. 
You may have hidden issues in your sales process and go-to-market engine. Sound familiar?
❗️An unoptimised sales process leading to inefficiencies and losing winnable deals
❗️Limited pipeline creation, affecting potential revenue
❗️You are struggling to close high value deals due to ineffective sales strategies

What if you could overcome these challenges and create a robust sales process based on frameworks that have been built to adjust to changing market conditions?

I can help you 𝗶𝗱𝗲𝗻𝘁𝗶𝗳𝘆 𝗮𝗻𝗱 𝗿𝗲𝗰𝘁𝗶𝗳𝘆 𝗽𝗿𝗼𝗯𝗹𝗲𝗺𝘀 𝗶𝗻 𝘆𝗼𝘂𝗿 𝘀𝗮𝗹𝗲𝘀 𝗽𝗿𝗼𝗰𝗲𝘀𝘀, leading to:
✔️Enhanced pipeline creation at higher deal values 
✔️More existing account expansion 
✔️Increased company revenues without crazy high customer acquisition costs

This is designed to:
↳ Build a robust sales process that is tightly integrated with the B2B buyer journey
↳ Optimise every stage of the sales process so you differentiate through your customer experience
↳ Train your teams to execute effectively AND efficiently without pointless training that bores them
↳ Provide necessary enablement materials using tried and tested frameworks from 38 other go-to-market teams

You have the opportunity to transform your sales process and increase your funnel conversions. 

- Inefficient Sales Process: 𝘞𝘦 𝘩𝘦𝘭𝘱 𝘵𝘰 𝘣𝘶𝘪𝘭𝘥 𝘢 𝘴𝘵𝘳𝘦𝘢𝘮𝘭𝘪𝘯𝘦𝘥 𝘴𝘢𝘭𝘦𝘴 𝘱𝘳𝘰𝘤𝘦𝘴𝘴
- Limited Pipeline Creation: these 𝘴𝘵𝘳𝘢𝘵𝘦𝘨𝘪𝘦𝘴 𝘸𝘪𝘭𝘭 𝘦𝘯𝘩𝘢𝘯𝘤𝘦 𝘺𝘰𝘶𝘳 𝘱𝘪𝘱𝘦𝘭𝘪𝘯𝘦 𝘤𝘰𝘯𝘷𝘦𝘳𝘴𝘪𝘰𝘯
- Difficulty in Closing Deals: 𝘞𝘦 𝘵𝘳𝘢𝘪𝘯 𝘺𝘰𝘶𝘳 𝘵𝘦𝘢𝘮𝘴 𝘵𝘰 𝘤𝘭𝘰𝘴𝘦 𝘥𝘦𝘢𝘭𝘴 𝘣𝘺 𝘣𝘦𝘤𝘰𝘮𝘪𝘯𝘨 𝘦𝘹𝘱𝘦𝘳𝘵𝘴 𝘢𝘵 𝘵𝘩𝘦 𝘉2𝘉 𝘉𝘶𝘺𝘦𝘳 𝘫𝘰𝘶𝘳𝘯𝘦𝘺

Curious to learn more? 
email me at Hannah@revenuefunnel.co.uk

Did I tell you about the time I was on a call with someone. They were like oh how did we even get connected? I said, oh let me check on Linkedin...
Discovered they had blocked me 😂 

Awkward for them.

Hilarious to me.

What would you do in that situation?

Live on zoom
Checking your DMs.
Only to see that person is down as "profile unavailable"

Helping $5M+ ARR B2B Companies Increase Conversions by 200% - PROVEN | GTM Disruptor | Proud 🏳️‍🌈 Mummy | ENTJ

2008 — I remember it like it was yesterday. 

My first day of sales prospecting. 😳

I was handed a laptop. 
Sat at a spare desk. 
Given a physical copy of a newspaper. 
I thought, “Cool, something to read at lunch.” 

WRONG. 
My manager said:
“Go through the 100 Fastest-Growing Companies list and start selling our services.” 

I had zero context. 
Zero contacts. 
Zero phone numbers. 
Zero emails. 
No way to actually reach anyone. 
It was not fun. 

Fast forward 17 years… 

Now we have LinkedIn Sales Assistant - an AI-powered game-changer that 
➝ delivers your best leads daily
➝ finds warm introductions across a 1B+-strong buyer network, 

....and even drafts personalized outreach for you, turning prospecting from a burden into something I love. 

LinkedIn is rolling out its Beta to the next batch of Sales Navigator users — but you have to join the waitlist to get in. 

Don’t get FOMO while your competitors have pre-qualified prospects lining up… 
and you’re still out here doing 100 burpees up a mountain. 


#LinkedInPartner #SalesAssistant #AD LinkedIn for Sales

Ever watched trust break in real time? I have. Many times.
The Global average of people consciously using AI in their daily lives is 82%.*  

Now, 94% of B2B buyers use it to answer theirs.  

Buyers are more informed, more validated, and more in control than ever before.  

But trust in sellers is cracking…even more.  
💡 86% of buyers say expertise drives trust.  
⚠️ Only 45% actually trust sales reps.  

We don’t have a tech problem.  
We have a trust problem.  

So if you’re wondering how to stop your buyer relationships from hitting the frying pan (literally)…  

Watch the video to find the new Sales Playbook to gain your trust advantage. 

In 2025, the sellers who’ll win aren’t the ones shouting louder, they’re the ones buyers actually believe.

Here’s what to do next:  
1. Watch the full video to see how fragile trust really is (and how to rebuild it).  
2. Then go check out the research:  https://lnkd.in/ev3JzvW6

#AD #LinkedInPartner #TheTrustAdvantage #SalesNavigator  

*The EY AI Sentiment Index surveyed 15,000 people from 15 countries to understand how people perceive and use AI. The survey found that the global average of respondents who had consciously used AI in their daily lives in the past six months was 82%.

Helping $5M+ ARR B2B Companies LOVE Consultants | GTM Disruptor | Proud 🏳️‍🌈 Mummy | ENTJ

“I don’t think the leaders want to do all the planning stuff again. It’s going to be so hard to get them involved — we just need to make changes now.”
— Head of Global Marketing, $75M ARR SaaS business

I hear this all the time.

It’s what happens when teams confuse activity for acceleration.
They skip the hard work — the uncomfortable conversations, the leadership alignment, the clarity — because it feels like it will take too long.

It feels like people may get their feelings hurt.

It feels like, "but they do this one thing well."

Sorry to tell you but, GTM doesn’t care about your ego or your feelings.
It doesn’t care how senior you are, how long you’ve been there, or how confident you sound in meetings.
It only cares about results.

And right now, too many leadership teams are hiding behind the idea that “it’ll take too long to fix, so we'll keep adding and tweaking."

Over the past two years, we’ve helped companies rebuild their entire GTM in weeks — not months.
Same teams. Mostly the same tech stack. Same product.
Different level of accountability and responsibilities.

We didn’t run 90-day task forces. We didn’t hold endless workshops.
We did this instead 👇

Week 1: Diagnose.
No fluffy audits. Just hard data and honest conversations.
→ What’s broken in the buyer journey?
→ What are the patterns in our losses?

Week 2: Refocus & Recommend a path forward
What's happening and where can we win? 
Because if you don’t know why and where you’re going — you’re just moving faster toward nowhere.

Week 3: Rebuild the Plan - set out the actions, milestones and measurements
Fix ICP. Align the narrative. Simplify the process.
Cut friction. Reinforce accountability.
Start building & testing immediately.

That’s it.
Three weeks of focus.
Three weeks of truth-telling.
Three weeks that most companies keep delaying for three quarters.

When I hear “we’ll fix GTM next quarter,” I know what’s really being said:
“We’re afraid to face what’s not working because it's going to mean some uncomfortable decisions”

You don’t fix GTM by talking about it.
You fix it by leading through it — with pace, clarity, and courage.

𝗜𝗳 𝘆𝗼𝘂 𝗴𝗮𝘃𝗲 𝘆𝗼𝘂𝗿 𝗹𝗲𝗮𝗱𝗲𝗿𝘀𝗵𝗶𝗽 𝘁𝗲𝗮𝗺 𝘁𝗵𝗿𝗲𝗲 𝘄𝗲𝗲𝗸𝘀 𝗼𝗳 𝗿𝘂𝘁𝗵𝗹𝗲𝘀𝘀 𝗳𝗼𝗰𝘂𝘀, 𝗵𝗼𝘄 𝗺𝘂𝗰𝗵 𝗼𝗳 𝘆𝗼𝘂𝗿 𝗚𝗧𝗠 𝗰𝗼𝘂𝗹𝗱 𝘆𝗼𝘂 𝗮𝗰𝘁𝘂𝗮𝗹𝗹𝘆 𝗿𝗲𝗯𝘂𝗶𝗹𝗱?

___
Thanks for reading.
I share insights from 17 years working with 40+ B2B SaaS GTM teams.
I use LinkedIn to start conversations — so if this resonated, follow me to see more. And if you think I can help you — you know what to do.

“We’d like you to come in and work with the marketing and SDR team to generate more leads for the sales reps”
 
Me: “can I speak with sales and ops to understand the conversions right now?”

Ops and enablement: “we don’t work with the SDR team”

🤦🏽‍♀️ 

Sales leader: “lead gen isn’t our responsibility so you’re good with the marketing team”

😳 

Most of the companies I’ve worked with over the last 17 years had one thing in common: They chased volume at the expense of optimization.

On the surface, it makes sense. More meetings, more leads, more sequences = more revenue… right?

But here’s what actually happened:

– The GTM engine cracked.
– Teams burned out.
– Morale collapsed. Water cooler gossip
– CAC ballooned. 
– Upsell potential shrank. 
– Cross-sell motions failed to land. Made no sense for most customers to do anymore. 
– Systems got noisy
- Data got dirtier, and decisions lost clarity.

Chasing growth and leaking revenue at the same time. Yes, we can all agree that makes no sense. 

Prioritizing volume over optimization doesn’t just stall growth. It creates rot in the system.

We’ve got to stop measuring success by activity and start operationalizing for efficiency, conversion, and return.

That means building a GTM engine that:
- Knows where pipeline is leaking
- Focuses on quality AND quantity
- Captures, converts, realizes, and redeploys revenue, taking a holistic view. 
- Gets stronger with every deal, not weaker

If your system isn’t optimized, volume will only make the cracks worse.

Fix the pipe before you turn up the pressure. What’s been one of your go to areas to optimize in order to get more closed revenue?


—

Thanks for reading. I share insights from 17 years working with 40+ B2B SaaS GTM teams. I use LinkedIn to start conversations — so if this resonated, follow me to see more. And if you think I can help you — you know what to do.

graphical user interface, text, application

“Marketing has no idea. We don’t focus on what they say. In our team, we know who buys from us — we’ve built our own ICPs and personas.”
— VP Sales, EMEA ($30M ARR SaaS company)

This wasn’t a one-off comment.
It’s a very normal conversation.

Here’s what’s really happening:

Marketing is shouting to many — because they’re measured on leads generated. Case closed.
Sales, on the other hand, are trying to narrow down — because they’re measured on revenue closed.

It feels like both are doing the right thing.
But that vanity can destroy sanity.

Because what nobody calculates is the wasted time.
The time that could’ve gone into winnable deals.
The ICPs that were already showing intent.
The buyers who were already leaning in.

Most companies think they have an ICP.
In reality, they have a wishlist.

At $1M ARR, that’s fine. You’re still finding your feet.
At $10M+, it’s dangerous. You’re scaling inefficiency.

Every call, every campaign, every demo that isn’t targeted precisely enough compounds into hours, days, quarters of wasted energy. 𝗬𝗼𝘂 𝗷𝘂𝘀𝘁 𝗮𝘀𝘀𝘂𝗺𝗲 𝗶𝘁'𝘀 𝘁𝗵𝗲 𝗰𝗼𝘀𝘁 𝗼𝗳 𝗱𝗼𝗶𝗻𝗴 𝗯𝘂𝘀𝗶𝗻𝗲𝘀𝘀.

The most sophisticated companies I work with treat ICP like a living organism — not a document. They review it quarterly, test it against win/loss data, and bake it into how they prioritise pipeline.

Because scaling isn’t about doing more. It’s about doing less of the wrong things, faster.

𝗦𝗼 𝗵𝗼𝘄 𝗱𝗼 𝘆𝗼𝘂 𝘀𝘁𝗮𝘆 𝗙𝗢𝗖𝗨𝗦𝗘𝗗? 𝗗𝗼𝗻'𝘁 𝘄𝗼𝗿𝗿𝘆 - 𝗜 𝗴𝗼𝘁 𝘆𝗼𝘂.
F – Financials: Understand the fiscal reality of your buyers — budgets, cycles, and timing.
💭 Do we need fast cash, or can we play long?

O – Opportunity Landscape: Spot the market shifts and trends that make your message relevant.
💭 What macro-economic factors are moving in our favour?

C – Competition: Get clear on where you actually win — not where you want to.
💭 Where do we typically outperform others?

U – Users: Look at who truly unlocks value fastest.
💭 When we land a deal, who reaches time-to-value first, and why?

S – Sales Engagement: Design your process around buyer reality.
💭 What's the fastest sales cycle we can replicate? 

E – Educated Market: Match your message to market maturity.
💭 Are we optimised for problem-aware, solution-aware, or interest-aware buyers? A lot of companies just have campaigns that make people happy but dont convert.

D – Data: Let evidence guide your energy.
💭 What does the data really tell us — and are we acting on it or ignoring it?

When was the last time your ICP was validated against actual revenue, not assumptions?

----
Thanks for reading.
I share insights from 17 years working with 40+ B2B SaaS GTM teams.
I use LinkedIn to start conversations — so if this resonated, follow me to see more.And if you think I can help you — you know what to do.

Let me tell you a little story about the biggest LOSS I ever WON.

It started like this...

I launched a course thinking it would change my life.
It didn’t.
Not at first, anyway.
It was one of the biggest “failures” of my career — and also the best decision I ever made.

𝗜 𝗱𝗶𝗱 𝘄𝗵𝗮𝘁 𝗲𝘃𝗲𝗿𝘆𝗼𝗻𝗲 𝗱𝗼𝗲𝘀.
I watched all the YouTube videos.
Signed up for all the “build your online course in 30 days” platforms.
Followed the formula.

That damn formula!
I got up early, ironed my shirt, and wore a full suit to record.
(I recorded it in my converted shed-turned-office. The camera quality? Don’t ask.)

This wasn’t fluff.
It was 10+ years of deal experience:
→ Sales psychology
→ Discovery
→ Negotiation
→ Process mapping
→ Real wins and hard losses

And I thought… “This is it. I’m about to make £20K on day one. Let’s go.”

I hit publish. Crickets. No one bought. Not even a pity click.

I started manually pitching it.
Letting people know what I’d built.
Still… nothing.

And I’ll be honest — it hurt.

But here’s what’s wild:
𝗧𝗼𝗱𝗮𝘆, 𝘁𝗵𝗮𝘁 𝘀𝗮𝗺𝗲 𝗸𝗻𝗼𝘄𝗹𝗲𝗱𝗴𝗲? 
→ Companies pay me £5K+ to teach it in a single day
→ Sales teams fly me in to run workshops on it
→ I speak on stages delivering insights from it

Biggest loss I ever won.

What “flop” in your career actually shaped the way you show up today?

-----
Thanks for reading. 
I share insights from 17 years working with 40+ B2B SaaS GTM teams. I use LinkedIn to start conversations — so if this resonated, follow me to see more. And if you think I can help you — you know what to do.

Every founder we hear about builds again. Not because they need the money.
But because they miss the becoming.

I’ve been thinking a lot about what actually sustains momentum — especially when you’re building something from scratch.

When you create something that didn’t exist before — an idea, a process, a business — and then watch it start to benefit other people?

That changes you.

Not just your income.
Not just your LinkedIn headline.
But your identity.

That moment when it becomes real — when someone applies what you built and wins?
That’s the thing you never want to lose.

It’s why so many people who sell their companies end up building again. Not because they need the money. But because they want to feel that feeling again — the energy of becoming.

I’m in the early stages of building Revenue Funnel. And yes, there are long days. But I’m not burning out.

I’m fulfilled.

Because I can see the impact — helping consultants grow, helping businesses simplify go-to-market, and knowing that something I built is now useful to others.

If you’re trying to unlock motivation — for yourself, or your team — don’t start with goals.

Start with ownership.

Give people the chance to build.
Give them something to be responsible for.
Let them experience what it feels like to turn an idea into impact.

Because the most powerful source of energy? Is becoming the kind of person who creates value that didn’t exist before.

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Thanks for reading. I share insights from 17 years working with 40+ B2B SaaS GTM teams. I use LinkedIn to start conversations — so if this resonated, follow me to see more. And if you think I can help you — you know what to do.

“Hannah, the business is pushing for more meetings. We’ve gone from 4x pipe coverage to now needing 8x. It’s getting ridiculous but my hands are tied.”
— Head of Business Development, $30M ARR SaaS company

This isn’t a one-off.
I’m sure you can relate.

Let’s address the elephant in the room: 𝗜𝗳 𝘆𝗼𝘂’𝗿𝗲 𝗯𝗲𝗶𝗻𝗴 𝗽𝘂𝘀𝗵𝗲𝗱 𝘁𝗼 𝗱𝗼𝘂𝗯𝗹𝗲 𝘆𝗼𝘂𝗿 𝗰𝗼𝘃𝗲𝗿𝗮𝗴𝗲 𝘁𝗮𝗿𝗴𝗲𝘁 — 𝗶𝘁’𝘀 𝗻𝗼𝘁 𝗮 𝘁𝗼𝗽-𝗼𝗳-𝗳𝘂𝗻𝗻𝗲𝗹 𝗽𝗿𝗼𝗯𝗹𝗲𝗺.

It’s a conversion problem.
It’s a system problem.
It’s a strategy gap that’s showing up in your numbers.

What I see far too often is this:

→ Marketing starts pushing ads or doing ad hoc activities to generate “quick wins”
→ Sales gets flooded with low-quality leads that distort the data
→ Sales cycles start creeping longer
→ Everyone gets louder, but no one gets clearer
→ And the business defaults to volume — because no one wants to challenge the motion

And to be fair — challenging the motion requires more thinking.
It means pausing long enough to ask: is this even working the way we think it is?

But more effort ≠ more revenue — not when the funnel is inefficient.

Here’s where the shift happens:

✅ Stop chasing coverage. Start tracking conversion velocity
✅ Get tighter on who you can actually win with — and when
✅ Treat qualification like a joint discovery process, not just a checklist
✅ Audit the middle of the funnel with the same intensity as you do lead gen

Your funnel isn’t broken because your reps aren’t trying hard enough.
It’s broken because the architecture can’t support the scale.

The good news? You can rebuild it.
But not if you’re stuck in the “just do more” loop.

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Thanks for reading. I share insights from 17 years working with 40+ B2B SaaS GTM teams. I use LinkedIn to start conversations — so if this resonated, follow me to see more. And if you think I can help you — you know what to do.

𝗙𝗼𝘂𝗻𝗱𝗲𝗿𝘀 𝘁𝗵𝗮𝘁 𝘀𝗰𝗮𝗹𝗲 𝗽𝗿𝗼𝘁𝗲𝗰𝘁 𝗰𝗹𝗮𝗿𝗶𝘁𝘆. 
𝗙𝗼𝘂𝗻𝗱𝗲𝗿𝘀 𝘁𝗵𝗮𝘁 𝘀𝘁𝗮𝗹𝗹 𝗽𝗿𝗼𝘁𝗲𝗰𝘁 𝗰𝗼𝗺𝗳𝗼𝗿𝘁.

The decisions get harder. Ask your CEO friends.

When you’re growing fast, there’s one currency that matters more than capital: clarity.

Clarity about who you serve.
Clarity about what you won’t do.
Clarity about where the next layer of growth will come from.

It sounds simple — but most teams lose it somewhere between product-market fit and their first layer of management.

When growth stalls, it’s rarely because the market disappeared.
It’s because the founder started protecting comfort — the systems, people, and habits that used to work.

The best founders I’ve worked with (especially in post-Series A environments) know that clarity hurts before it helps.

It means letting go of legacy products.
It means saying no to “almost good” hires.
It means being brave enough to make things simple again.

𝗜𝗳 𝘆𝗼𝘂’𝗿𝗲 𝘀𝗰𝗮𝗹𝗶𝗻𝗴 𝗿𝗶𝗴𝗵𝘁 𝗻𝗼𝘄, 𝗮𝘀𝗸 𝘆𝗼𝘂𝗿𝘀𝗲𝗹𝗳:
→ What am I protecting — clarity or comfort?
→ Where have I allowed “it’s fine for now” to replace focus?
→ What’s one thing I can simplify this week to move faster?

Clarity feels ruthless.
But comfort costs growth.

P.S.
I’ve seen both sides after 17 years helping B2B founders scale GTM. The moment you protect clarity, speed returns. Every time.

---
👋🏽Thanks for reading. I share insights from 17 years working with 40+ B2B SaaS GTM teams.
I use LinkedIn to start conversations — so if this resonated, follow me to see more.
And if you think I can help you — you know what to do.

“I set up weekly meetings with the leadership team — we had an agenda and the goal was to get on the same page. But no one really did the work, and action rarely got taken.”
— Global VP Sales, $12M ARR SaaS Company

Every leadership sync ends with action items.
Few end with action.

And that’s why your strategy isn’t landing.

If you can’t confirm what will move in the next 24 hours…
Your go-to-market plan doesn’t matter.
Your pipeline coverage doesn’t matter.
Your product roadmap doesn’t matter.

Because you’re in the illusion of alignment — not the reality of execution.

Here’s what I’ve seen across 40+ B2B SaaS companies:

➝ Calendars are full. Nothing moves.
➝ Meetings booked with no agendas. No one comes prepared.
➝ Deadlines aren't agreed. Just "next week" No one is held to anything.
➝ Teams think they’re aligned — because they met.

📌But no one’s checking if the ball actually moved.

Strategy isn’t what’s said in meetings.
Strategy is what happens between them.

If every weekly sync ends with the same blockers, the same vague goals, the same silence in follow-ups…

You don’t need a new plan.
You need accountability architecture.

Ask this next time you meet:
👉🏾 What decision did we actually make today?
👉🏾 What moves in the next 24 hours — and who’s responsible for it?
👉🏾 What won’t happen if this doesn’t get done?

Because GTM progress isn’t weekly.
It’s daily. And if your leadership rhythm doesn’t reflect that — you’re scaling confusion, not clarity.

#GTMStrategy #B2BBuyer #SaaSPlaybook #Symbiotic #B2BLeadership #B2BPipelineGrowth #SalesPipeline #GTMConsultants


____
Thanks for reading. I share insights from 17 years working with 40+ B2B SaaS GTM teams. I use LinkedIn to start conversations — so if this resonated, follow me to see more. And if you think I can help you — you know what to do.

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