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.

That's a wrap!

The event "Beyond Borders: How to take your Startup from local to global" co-organised by Conquer Sales and Plug and Play Tech Center (hosted by ROCKIT) is getting some great initial feedback!

Some quick takes from my side:

For Lirone Glikman's (The Human Factor by Lirone Glikman) "Keynote: Global Startup Growth Playbook - Brand & Network Strategies" my main take away was: one of the easiest ways for a startup to build brand awareness is through "association". Get an established brand to co-host with you and leverage their audience/notoriety 😉 .

For the "Panel Discussion: International Sales Recruiting Done Right: with Lirone, Edvin Vosylius (HEMES), Juozas (Joe) Sargunas (MELP) and myself moderating: I would say it's that you shouldn't underestimate the cost of hiring sales reps abroad. We were talking about more senior where having a local presence adds real value and insights about your market.

And we finished with Andrius Jonelis (Mind.Sculptor | Andrius.Jonelis) "Master Your Mind, Master Your Sales - How Your Subconscious Shapes Your Results, Confidence and Performance". This was an eclectic choice to add a session like this but it turned out to be one of the sessions that resonated with many. Lots of questions were asked. 

So let's see what you might think about the following questions that were covered during this event:
- How much would you say you should budget to hire a relatively senior sales rep in the UK?
- About blockages: how do you see money and it's role in your life? Can you write 20 statements about that?

Let me know in the comments below 👇 

Want to get notified about our next events?
- Follow Conquer Sales
- Join our mailing list (link in the comments)
- Join our WhatsApp group

Cedric Charpenet

charpstrat

keiser-&-associates-ltd.

keiser-&-charpenet-ltd-

hekafoods

Talks about #sales, #mindset, #salesautomation, #salesconsulting, and #entrepreneurship

Founder, Conquer Sales | GTM Strategy, Revenue Playbooks & Sales Coaching for Founders

Over 100 of you have registered to attend the Beyond Borders event TOMORROW! Limited seating!

If you’re a founder, sales leader or startup operator looking to break into international markets, this is your last call to join us.

Expect real talk, practical frameworks, and a chance to network with ambitious peers.

We have a great line-up.

Workshop by Lirone Glikman (The Human Factor by Lirone Glikman)

Panel discussion on sales recruiting for international expansion, I'm moderating with:
- Edvin Vosylius (HEMES), 
- Juozas (Joe) Sargunas (MELP) and
- Lirone Glikman

Session on mindset transformation for sales by Andrius Jonelis (Mind.Sculptor | Andrius.Jonelis).

Conquer Sales is co-organising / co-hosting the event with Plug and Play Tech Center and it will be held at the best event space in town: ROCKIT Vilnius!

Povilas Žinys and I will look forward to welcoming you tomorrow!

Secure your spot now: https://luma.com/9hgqb9d1

Who’s in? Tag a friend who shouldn’t miss out! 

#startups #sales #international #networking

When to Hire Your First Sales Leader (And Why Most Do It Too Early)

Founders ask me all the time: "When should I hire a VP of Sales?"

My answer: Not until you have 3-4 AEs consistently hitting quota.

Here's why:

Stage 0: Founder-Led Sales
• You're doing all the selling
• You're tracking your own metrics
• You're figuring out the playbook

Stage 1: First Two AEs
• Hire scrappy, entrepreneurial reps who don't need hand-holding
• You continue selling alongside them
• They should all be OVERACHIEVING in the early days

Stage 2: 3-4 AEs Crushing It
• Now you have a repeatable model
• Now you have data on what works
• Now you need someone to own: hiring, process, coaching, scale

This is when you hire a sales leader.

Not before.

Because if you hire a VP of Sales before you have a proven model, you're asking them to:
• Build the playbook (that's your job as founder)
• Figure out the ICP (you should already know this)
• Test pricing and positioning (way too expensive to outsource)

And when it doesn't work? You blame the VP.

But the real problem was timing.

The sales leader's job is to scale what's working, not discover what works.

Give them:
✓ 3-4 reps already hitting quota
✓ Clear ICP and conversion data
✓ Proven messaging and process

Then they can hire, coach, and scale.

When you're expanding internationally, this principle is even more important. Don't hire a "Head of International Sales" until you've proven the model works in at least one new market with 2-3 reps.

Test first. Scale second.

Speaking of international expansion, join me on December 2nd as I moderate a panel on recruiting sales reps for global growth.

We'll discuss how to build sales teams across borders, set realistic expectations, and avoid expensive hiring mistakes.

Register: https://luma.com/9hgqb9d1 🌍

#SalesLeadership #StartupGrowth #InternationalExpansion

Here's something I often see...
I call it the €10K anchor that destroys your €100K potential.

Catchy, I know.

Here's the scenario:

You land your first large customer at €10K/year.

You celebrate.
You have proof of concept.

Then, with any "Land and Expand" deal, you try to expand the agreement to €100K.

And it falls apart.

Why?

Because you've anchored them to a price.

Now, when you ask for 10x more, they ask: 

"What's the 10x value?"

And you can't answer it credibly because you already documented what they're paying for.

This is the €10K anchor trap.

It's especially dangerous in enterprise because:

1. PROCUREMENT WILL FIND IT

Enterprise buyers use AI and contract management tools. They'll see you charged €10K last year, and now you're asking for €100K. They'll demand justification.

2. YOU'VE SET EXPECTATIONS

Your champion internally has to defend the increase. "Why did we go from €10K to €100K?" is a hard question to answer if the value proposition hasn't fundamentally changed.

3. YOU'VE LOST NEGOTIATING ROOM

If you start at €10K, you can only expand incrementally. €10K → €15K → €25K. You're stuck in a slow climb.

The fix?

When an enterprise customer approaches you, don't play small business pricing.

Even if they ask for a pilot. 
Even if they want to "test it out."

Structure it as an enterprise deal from day one.

Example: 
"We typically start at €75K for a 12-month engagement. For year one, we can offer €50K with a step-up to €75K in year two. Here's what you get at each level."

This frames it as:
✓ A strategic investment
✓ A multi-year relationship
✓ Defensible to their stakeholders

Not:
✗ A small experiment
✗ A line item on a credit card
✗ Something they can easily cancel

Your initial price sets the trajectory for everything that follows.

Get it right from the start.

Ever experienced this yourself?

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