CharpStrat

At CharpStrat, we help B2B founders and sales teams move from GTM chaos to structured, repeatable revenue systems.
We specialise in:
	• Designing and building modern GTM engines that align ICP, messaging, CRM, automation, and workflows
	• Implementing sales playbooks, campaign systems, and workflow automation to support scalable growth
	• Supporting early sales teams with coaching, deal reviews, and optimisation to accelerate adoption and results
	• Advising leadership on GTM strategy, tooling choices, and operational alignment between Sales, Marketing, and Product

Our modular “Builder” and “Level-Up” programmes combine hands-on system design with practical coaching, turning sales strategy into day-to-day execution.

Clients trust us because we don’t just advise, we build, coach, and enable teams for lasting impact.

Founder & GTM Advisor | Building Scalable Revenue Systems for B2B Teams

Attio

I chose to become an Attio Creator because I believe modern, flexible CRMs like Attio are the future of sales and GTM systems. Excited to share insights, help build the community, and support the next generation of go-to-market teams.

Creator

Conquer Sales

Join a vibrant sales community that starts in Lithuania, providing networking, learning and coaching through events both online and offline.

Founder & Community Builder

Clay

I have been won over by the capabilities and potential of Clay which is what pushed me to not only host community events but also invest and use the capabilities to service clients.
The future looks bright!

Investor

Co-hosting first-ever Clay community coordinated across the 3 Baltic countries: 🇱🇹Lithuania - 🇱🇻Latvia - 🇪🇪Estonia

Clay Club Host [Baltics]

On the back of hosting the very first Clay Club in the Baltics I've decided to go full on with Clay and help others in the process.

Claap

Ambassador

Pavilion

Pavilion is a private community of GTM executives at growth-focused companies.

Executive Member

Associate Member

NGL is a community of startup investing Angels that not only helps startup through funding but also help them build a trusted board of advisors.

Member

SalesHookup

Eloa Corporation

ELOADRINK.COM - An Aloe Drink that is natural, refreshing and offers an organic range. Made in Thailand. Available on Amazon US.

Advisory Board Member

Ondato

→ Lead the new sales push across French speaking markets
→ Created the onboarding documentation for new sales reps
→ Lead the selection and migration to a new CRM
→ Implemented entrance/exit criteria for sales pipeline motion.

🇱🇹 | Regional Sales Director (Enterprise Sales)

Implementing scalable sales motions in the transition from founder-led sales to team sales | Building Conquer Sales for community learning | Founder @ CharpStrat | Hubspot Provider

I help B2B founders and sales teams turn scattered sales activities into structured, repeatable revenue systems.

Through CharpStrat, I design modern GTM engines, aligning ICP, messaging, CRM, automation, and workflows, so that teams can scale faster and with more clarity.

With two decades of experience spanning finance, startup investing, and enterprise sales, I combine strategic rigour with practical coaching to turn GTM strategy into day-to-day execution.

Whether you’re launching, scaling, or optimising your sales motion, I help teams build systems they actually use, and trust, to drive sustainable growth.

Yesterday was a first for me...

I'm mentoring startup accelerators like Startup Lithuania's #ICT accelerator and Plug and Play Tech Center but this felt different.

I was asked by Akvilė Alauskaitė to come to Vilnius University Business School to give a talk about sales to business and entrepreneurship students.

Felt weird to be on this side of the class!

I wanted to be interactive, get them involved.

I didn't start with the "sell me this pen" (almost feel it's too obvious)...

I went straight to the "what is sales to you?"

I got the classics like "convincing people to buy something" or "persuading someone they need what you're selling", etc...

Sales isn't about pitching and closing...

To me, sales is about starting a conversation to understand someone's challenges deeply, and then - only then - matching those challenges to solutions that actually help them. 

You're not there to persuade.
You're there to help.
You're a trusted advisor, not a persuader.

Then I went into my favourite topic, discovery calls.

I hope I was able to share some insights to help them in their journey of building their first semester project.

I truly think sales should be more openly covered in Business Schools... marketing is, so why not sales?

What is sales to you?

P.S. thanks to Jaroslav Urbanovic for helping me set up seemlessly

P.P.S. I'm in #Riga today for the kick-off of the Clay Club Baltics Riga edition! (more details in the comments below)

Cedric Charpenet

B2B GTM systems & sales execution | Founder at CharpStrat | Startup Mentor | Baltic Sales Community Builder

The first Clay Club Riga was officially launched yesterday! 🚀

This was the second instance of the Clay Club Baltics.

For this launch, organised by Artyom and Hlib locally, we had Andriy joining from Tallinn and myself coming in from Vilnius.

Funny side story:
I flew from Lithuania to Latvia in an airBaltic plane painted in Estonian colours (photo below).

Back to the event:

We had a room full of 50+ brilliant sales professionals from #Riga (and beyond) eager to share ideas, network, and dive into Clay use cases.

We even met Harri Konola, who’s exploring the idea of hosting Clay Club #Helsinki — maybe the first instance already around Slush? 👀

The energy in the room was incredible. Great questions all around. A big thank you to everyone who joined and helped kick off this journey.

Riga, you were great as usual — and yes, I’ll gladly keep coming back. 🇱🇻

I'll be going to this year's #startupfair.

It was a great event last year, it seems like they're doubling down on it this year with a bigger venue!

Looking forward to the pitch battles which quite a few of the startups I've lectured or mentored (or will be) during Startup Lithuania's #ICT Accelerator or Plug and Play Tech Center Accelerator will be there like: Longevity lab, Luna Robotics UAB, Vocali, Misslaboratory, Footy Labs, Unbound Autonomy, and more! Good luck.

Don't forget to check out some of the speakers too like Mantas Vičius (elicėjus, another mentee), Justinas Pasys (NGL Ventures), Laura Martinkute Korsakova (Psylink), Tautvydas Gylys (ALERGOMEDICA), Gražina Mykolaitytė (VUGENE)!

See you all there! If you're raising, have raised and are looking to push your sales to the next phase, reach out, I can help bring structure to the early stage sales chaos.

P.S. special mention to Lina Žemaitytė - Kirkman (ROCKIT Vilnius), Anastasija Hadunkina (Plug and Play Tech Center), Marius Bausys and Adomas Malaiska who are moderating/speaking, good luck!

🔥 Vilnius is on fire this October for #sales professionals!

I’m excited to be hosting two great opportunities to connect, learn, and share with the community:

1️⃣ Conquer [Sales] Community Monthly Meetup – next Tuesday
👉 Join here: https://luma.com/68g534z0

Our open community meetup for sales pros and founders. Always a mix of networking, sharing challenges, and learning from each other. Hosted by myself Cedric Charpenet.

2️⃣ Clay Club Vilnius #2 with Salesforge.ai 🔥 – October 21
👉 Save your spot: https://luma.com/claybacon

A deep dive into Clay use cases and GTM innovation, an intro into the new Salesforge integration, bringing together sales operators who want to push the boundaries of modern outbound.
Co-hosted with Dom Urniezius and Andriy Vovchak (coming in from #Tallinn) + Akvile M. and Frank Sondors 🥓 for Salesforge.

⚡ Two different formats, same mission: bringing salespeople together in #Vilnius to learn, grow, and connect.

See you there? 👋

P.S. if you haven't tried Clay yet you can find an introductory extra 3k to get you started.
P.P.S. Salesforge will have a special offer on the day for those attending! (you can still try it, link in the comments)

What’s one way you’ve used AI to simplify a task?

In the last couple of weeks I've been playing with AI and it's game changer.

Yes, many have played around with ChatGPT but I'm talking about a serious use case that you can leverage in any sales team.

And it's not a hard one.

I've been increasingly using Anthropic's Claude as a hub and plugged in some of the software I've been using through MCP connections:

HubSpot: all my deals, company data, contacts, interactions
+
Claap: all my conversations with prospects and customers
+
Google Workspace: calendar, emails, docs
+
Notion: hub for onboarding, questionnaires/forms, customer portals, etc...

Already with these, all plugged in together, you get a level of context that is mindblowing.

I'm thinking of my next steps for this and this is more specific to outreach. I've noticed that they recently launched their own MCP:

HeyReach.io: LinkedIn prospecting
+
Smartlead: Email prospecting

Now just thinking about what could be built around that? Create your prospecting with natural language through Claude... 🤯 

Maybe it sounds a lot better that it will be, but curious if anyone has played with this recently.

When is lemlist or Salesforge.ai 🔥 going to launch their MCP?

I'm quite comfortable talking in public but yesterday I learnt GOLD.

That's why I'm a big proponent of ABL (Always be Learning)! There's always something to learn or a different perspective to appreciate.

So yesterday, I had the privilege of attending a lecture by Jeff Cabili at ROCKIT Vilnius.

He was invited by Plug and Play Tech Center to who come all the way from Silicon Valley! 

A great way to kick off Startup Lithuania's #StartupFair week here in #Vilnius.

The topic?

Effective nonverbal communication and the power of body language and voice.
(adapted to Startups looking to pitch and raise funds but useful in all context to be fair)

Key takeaway: It's not just what you say, but how you say it.

Whether you're pitching to investors, closing a deal with a prospect, or simply connecting with your team, your nonverbal communication can be the deciding factor between success and a missed opportunity.

🎯 The same pitch can get funded or rejected
🎯 The same proposal can close a client or lose them 
🎯 The same message can inspire or fall flat

All based on delivery, presence, and authenticity.

I especially liked all the do's and don'ts around posture while presenting, how to carry yourself, tricks on how to practice in front of the mirror... etc...

Thank you, Jeff, for sharing your expertise, and to Plug and Play for bringing such valuable content to our startup ecosystem.

Excited for the Startup Fair kicking off tomorrow! 🚀

P.S. I couldn't stop but make the parallele with an app I've been using to work on my voice called Vocal Image and I believe Nick Lahoika is attending the Startup Fair, check it out. And Nick, you don't seem to have an affiliate program, you should check out Partnero (or chat with me), a fellow Baltic startup in the space that should fit your need!

Taplio

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