What’s holding your business back? Helping Founders to SMBs accelerate growth with GTM + Sales strategies that are powered by AI & fueled with Human insight | 7x Founder - 3 Exits | Coffee Snob & Foodie

What’s holding your business back?

I help entrepreneurs, founders, and businesses accelerate Revenue, Sales & Impact through proven GTM Strategy that aligns People, Process, and Product so the right buyers hear the right message and take action fast.

My playbook was forged building 7 companies, scaling 2 globally, and exiting 3: lessons earned through experience, now delivered with clarity and speed.

I launched my first company at 19 and grew it to a team of eight. Since then, I’ve partnered across the USA, EMEA, and APJ with some of the world’s largest companies bringing bold thinking, strategic clarity, and relentless execution so businesses don’t just survive - they scale with purpose.

I blend modern tech and AI to streamline operations and drive smarter decisions, while staying rooted in what actually fuels growth: H2H - human-to-human connection.

Across thousands of hours of training and coaching, I’ve helped leaders step up with clarity, confidence, and intention turning messy complexity into simple, repeatable motion.

Here’s how I help:
🔷 GTM Strategy: Revenue-driven strategies that align product, positioning, and sales motion to the right buyers. From segmentation and ICP to channels, pricing, and enablement, I build growth engines designed for now and ready for what’s next.

🔷 Revenue Enablement: Misaligned GTM teams bleed revenue. I install the systems, tools, and training that turn chaos into clarity - so teams sell smarter, shorten cycles, improve win rates, and grow profitably.

🔷 One-on-One Coaching: High - impact coaching for founders and leaders ready to break through roadblocks and level up fast. Delivered in focused 90-day engagements because transformation doesn’t happen in a single session.

As a seasoned leader, I’ve built and led high - performing teams rooted in trust, transparency, and execution working across Sales, Marketing, Product, HR, Customer Success, and Partnerships to turn aligned strategy into measurable results.

Signature outcomes clients come for: 
✔ A clearer story buyers believe
✔ A repeatable sales motion
✔ Pricing that captures value
✔ A team that knows exactly what to do next.

👉 My mission: Elevate businesses through connection and trust. Refine systems, unlock talent, and champion leadership that drives both people and performance.

If growth feels harder than it should, that’s a signal.
We’ll fix the strategy, tune the motion, and get momentum back on your side.

📩 Let’s talk: pjcanhelp@gmail.com

𝗜 𝗿𝗲𝗰𝗲𝗶𝘃𝗲𝗱 𝗮 𝗿𝗲𝗮𝗹𝗹𝘆 𝗻𝗶𝗰𝗲 𝗴𝗶𝗳𝘁 𝘁𝗼𝗱𝗮𝘆 and thought it’d be nice to open it together
...who doesn’t like gifts, right?
 
I wasn’t expecting anything so it was a surprise.  
As I opened it, I smiled to myself and thought how lovely it was that someone took the time to think about it and then to send it.

Someone I never expected anything from.
 
It's been such a huge privilege for me.
I’ve worked with nearly 800 people this year and I haven’t really paused to take that in.

Life’s been moving fast. 
I’ve been moving fast. 
So many great things happening and a wild year ahead for 2026 with plans already in motion  
Moments like this kind of bring you back to yourself for a second.
 
It was a very kind gesture and Im very grateful for it. Thank you 🙏
 
When was the last time something unexpected surprised you… in a good way?

Paul “PJ” Jackson

Hi, Im PJ
Paul is way too common 😀

Ive been working since I was 15 and hated school - like most kids - and couldn't wait to leave and earn my own money, which I thought would give me freedom.

Well, it did, though it also brought responsibility - what the hell 😲

I had my first company at 21 and sold it when I was 22 for the cool amount of $80,000

I was bitten with the entrepreneurial spirit and went on to build a global company that I later sold.

Since then Im a 6x Entrepreneur with a diverse background in Business, Management Strategy, Training, and Consultative Solution Selling. I'm still learning every day and are very thankful for the lessons learned.

My experience spans the USA, EMEA, and APJ regions.

Throughout my entrepreneurial journey, I have successfully built and assisted businesses from solopreneurs to Hyper Growth companies. I have helped grow one business to reach over $60 million in revenue and have built an average pipeline in the last 3 years alone of over $135,000,000 

I do this with a deep understanding of the challenges, growth opportunities, sustainability needed and I am well-equipped to drive businesses forward.

My key strength is working with and leading high-performing teams, including Account Executives, SDRs, and Sales teams. By fostering strong relationships, being approachable, and maintaining open communication, I have helped teams achieve consistent results. 

As a qualified professional trainer and academic lecturer, I have over 760 hours of training experience, enabling me to nurture talent and facilitate professional development.

I love collaborating with internal clients, Channel Partners, and cross-functional departments such as HR, Sales, Marketing, ABM, and Partners to achieve shared objectives. These relationships allow effective business development and precise forecasting.

I thrive in developing and executing strategies that drive engagement, resulting in tangible business outcomes. These provide valuable thought leadership and innovative solutions that grow business.

My core competencies include:
•	GTM Strategies
•	Training Programs - 760+ hrs experience
•	Mentoring & Coaching
•	Building Teams & Departments from startup
•	Management & Strategy
•	Consultative Solutions
•	Sales Pipeline Generation
•	Budgeting and Forecasting
•	Change Management and Implementation

My goal is to continually contribute, improve, and deliver a culture of Communication, Trust, and Loyalty.

I enjoy cooking for family, friends, love riding a motorcycle, jumping out of planes at 15,000 feet, and taking photos. 😎

𝗜 𝗹𝗼𝘃𝗲 𝗵𝗼𝘄 𝗧𝗵𝗮𝗻𝗸𝘀𝗴𝗶𝘃𝗶𝗻𝗴 𝗵𝗮𝘀 𝘁𝗵𝗶𝘀 𝗳𝘂𝗻𝗻𝘆 𝘄𝗮𝘆 𝗼𝗳 𝗺𝗮𝗸𝗶𝗻𝗴 𝘂𝘀 𝘀𝗹𝗼𝘄 𝗱𝗼𝘄𝗻.
 
For a moment, the world feels a bit softer.  
The conversations get warmer.  
And even the small things feel bigger than usual the familiar voices, the shared meals, the laughs that show up out of nowhere.
 
We rush through so much of life that we forget how good the “ordinary” moments actually are.
 
What I’ve learned over time is the things I’m most grateful for are rarely the loud, epic moments.  They’re the little ones, the check-in from someone who genuinely cares, the memory that lands at the right time, the feeling of being connected, even from far away.
 
Thanksgiving is about remembering what (and who) makes life feel a little lighter.
 
𝗛𝗮𝗽𝗽𝘆 𝗧𝗵𝗮𝗻𝗸𝘀𝗴𝗶𝘃𝗶𝗻𝗴, and may your day be filled with the people you hold close, dear, and loved.

Sometimes you get a number that you stop to re read...
today someone sent me this screenshot from Favikon and asked have you seen it?

Im in the 
Top 5% on LinkedIn in Australia. 
Top 6% worldwide. 
Top 14% in Startups & Entrepreneurship.

And honestly? 

My first reaction wasn’t “nice.” 
It was: 𝘥𝘢𝘮𝘯… 𝘪𝘮𝘢𝘨𝘪𝘯𝘦 𝘸𝘩𝘦𝘳𝘦 𝘵𝘩𝘪𝘴 𝘨𝘰𝘦𝘴 𝘪𝘧 𝘐 𝘴𝘵𝘢𝘺 𝘤𝘰𝘯𝘴𝘪𝘴𝘵𝘦𝘯𝘵.

Because none of this came from hacks, automation, or trying to look clever. 
• It came from showing up. 
• Telling it how I see it. 
• Writing like I’m talking to you across the table.

It’s not the ranking that matters. 
It’s the reminder that 𝘴𝘩𝘰𝘸𝘪𝘯𝘨 𝘶𝘱 𝘢𝘴 𝘺𝘰𝘶𝘳𝘴𝘦𝘭𝘧 𝘢𝘤𝘵𝘶𝘢𝘭𝘭𝘺 𝘸𝘰𝘳𝘬𝘴.

If you’re building something and you’re not using your voice, mate, you’re leaving opportunity on the table.

QQ: What would happen if you shared one real, unpolished thought today… instead of trying to write the “perfect” post?

Paul “PJ” Jackson👇

𝗪𝗵𝗼 𝗱𝗼𝗲𝘀𝗻’𝘁 𝗹𝗼𝘃𝗲 𝗮 𝗯𝗶𝗴 𝗽𝗶𝗽𝗲𝗹𝗶𝗻𝗲… 𝘂𝗻𝘁𝗶𝗹 𝘆𝗼𝘂 𝗳𝗶𝗻𝗱 𝗼𝘂𝘁 𝗵𝗮𝗹𝗳 𝗼𝗳 𝗶𝘁 𝘄𝗮𝘀 𝗻𝗲𝘃𝗲𝗿 𝗮𝗹𝗶𝘃𝗲.
 
And that’s when everyone gets pissed off - including you - because none of it was real.
 
You stare at the board, see a “full funnel,” and feel good…
until you whisper the truth you’ve been avoiding... most of those deals were ghosts from day one.
 
𝗛𝗲𝗿𝗲’𝘀 𝘄𝗵𝗮𝘁 𝘆𝗼𝘂 𝗮𝗹𝗿𝗲𝗮𝗱𝘆 𝗺𝗮𝘆 𝗸𝗻𝗼𝘄 (𝗷𝘂𝘀𝘁 𝗮 𝗴𝗲𝗻𝘁𝗹𝗲 𝗻𝘂𝗱𝗴𝗲):  
Qualification isn’t about finding opportunities.  
It’s about removing the ones that will never buy.
 
Weak GTM keeps everything.
Strong GTM cuts early.  
And cutting early is what gives a business 𝙫𝙚𝙡𝙤𝙘𝙞𝙩𝙮 - not stress.
 
Because nothing drags you and the whole team down faster than chasing a deal that was dead on arrival but looked “promising.”
 
𝗗𝗶𝘀𝗾𝘂𝗮𝗹𝗶𝗳𝗶𝗰𝗮𝘁𝗶𝗼𝗻 𝗶𝘀𝗻’𝘁 𝗿𝗲𝗷𝗲𝗰𝘁𝗶𝗼𝗻.  
It’s respect for your time, your energy, and your future revenue.
 
So here’s the real moment of honesty
𝗔𝗿𝗲 𝘆𝗼𝘂 𝗾𝘂𝗮𝗹𝗶𝗳𝘆𝗶𝗻𝗴 𝗱𝗲𝗮𝗹𝘀… 𝗼𝗿 𝗰𝗼𝗹𝗹𝗲𝗰𝘁𝗶𝗻𝗴 𝘁𝗵𝗲𝗺 𝘁𝗼 𝗳𝗲𝗲𝗹 𝗹𝗶𝗸𝗲 𝘆𝗼𝘂’𝗿𝗲 𝗶𝗻 𝗺𝗼𝘁𝗶𝗼𝗻?
 
♻️ 𝗕𝘂𝗶𝗹𝗱 with clarity. 𝗟𝗲𝗮𝗱 with conviction. 𝗦𝗰𝗮𝗹𝗲 with impact.
Paul “PJ” Jackson for bold GTM Strategies, Business & Sales Insights that deliver.

𝗬𝗼𝘂 𝗲𝘃𝗲𝗿 𝗻𝗼𝘁𝗶𝗰𝗲 𝘁𝗵𝗲 𝗵𝗮𝗿𝗱𝗲𝗿 𝘆𝗼𝘂 𝘁𝗿𝘆 𝘁𝗼 “𝗲𝘅𝗽𝗹𝗮𝗶𝗻 𝘁𝗵𝗲 𝘃𝗮𝗹𝘂𝗲”…  𝘁𝗵𝗲 𝗳𝗮𝘀𝘁𝗲𝗿 𝘁𝗵𝗲 𝗯𝘂𝘆𝗲𝗿 𝗰𝗵𝗲𝗰𝗸𝘀 𝗼𝘂𝘁?
 
Many fall into this trap all the time.
We think clarity comes from talking more. 
From walking them through every feature.  
From proving how good the product is.
 
But here’s what time in the trenches teaches you
People don’t buy when they understand 𝘺𝘰𝘶.  
They buy when they feel understood.
 
The real shift happens when you stop selling from your brain and start selling from 𝘵𝘩𝘦𝘪𝘳 perspective.  When you stop trying to change their mind and start trying to understand how they actually make decisions.
 
Because GTM isn’t messaging.  
It’s psychology.  
And psychology wins deals long before product does.
 
So let me ask you something
𝗔𝗿𝗲 𝘆𝗼𝘂 𝗺𝗮𝗽𝗽𝗶𝗻𝗴 𝗵𝗼𝘄 𝘁𝗵𝗲𝘆 𝗯𝘂𝘆… 𝗼𝗿 𝗳𝗼𝗿𝗰𝗶𝗻𝗴 𝘁𝗵𝗲𝗺 𝗶𝗻𝘁𝗼 𝗵𝗼𝘄 𝘆𝗼𝘂 𝘀𝗲𝗹𝗹?

♻️ 𝗣𝗲𝗼𝗽𝗹𝗲. 𝗣𝗿𝗼𝗰𝗲𝘀𝘀. 𝗣𝗿𝗼𝗱𝘂𝗰𝘁
Paul “PJ” Jackson for bold GTM Strategies, Business & Sales Insights that deliver.

You ever notice how a GTM looks clean on paper… but the moment you try to actually 𝘳𝘶𝘯 it, it suddenly feels like three different businesses fighting each other?

Take a breather, we’ve all been there.

Here’s what I wish someone told me years ago

GTM isn’t one giant move. 
It’s three different stages… and each one demands a different version of you.

✅ Pre-launch is where you think you’re planning the strategy but really, you’re learning what the market 𝘸𝘰𝘯’𝘵 𝘵𝘰𝘭𝘦𝘳𝘢𝘵𝘦. Personas, positioning, pricing, messaging… This is the stage where founders usually realise the product isn’t the problem — clarity is.

Then comes 

✅ 𝗘𝘅𝗲𝗰𝘂𝘁𝗶𝗼𝗻... the messy middle. Campaigns, channels, enablement, partners. This is where everything that sounded good in a meeting gets punched in the face by reality.

And then 

✅ Post-launch... the truth stage. Feedback loops. KPIs. What’s working, what’s not. Where you tighten, refine, scale, and actually turn motion into momentum.

Most blur the stages. 
They try to optimise before they’ve launched. 
Or launch before they’ve positioned. Or scale before anything even works yet.

So let me ask you since we’re here...

Which stage are you really in… and what would change if you stopped treating all three like they were the same?

♻️ 𝗣𝗲𝗼𝗽𝗹𝗲. 𝗣𝗿𝗼𝗰𝗲𝘀𝘀. 𝗣𝗿𝗼𝗱𝘂𝗰𝘁
Paul “PJ” Jackson for bold GTM Strategies, Business & Sales Insights that deliver.

“𝗖𝗮𝗻 𝘆𝗼𝘂 𝗵𝗲𝗹𝗽 𝗺𝗲 𝗳𝗶𝘅 𝗺𝘆 𝗚𝗧𝗠?”  
I find it a privilege that I’m asked to do this, but every time I feel the weight behind it.
 
Because usually, what sits under that question is this:  
“𝘚𝘰𝘮𝘦𝘵𝘩𝘪𝘯𝘨’𝘴 𝘰𝘧𝘧… 𝘵𝘩𝘦 𝘥𝘢𝘵𝘢 𝘴𝘢𝘺𝘴 𝘪𝘵, 𝘣𝘶𝘵 𝘐 𝘤𝘢𝘯’𝘵 𝘯𝘢𝘮𝘦 𝘪𝘵.”
 
𝗬𝗢𝗨𝗥 𝗚𝗧𝗠 𝗶𝘀𝗻’𝘁 𝗮 𝗸𝗶𝗰𝗸𝗼𝗳𝗳. 
It’s a living thing.  📈
It needs attention. Adjustment. 𝘎𝘪𝘷𝘦 𝘪𝘵 𝘖𝘹𝘺𝘨𝘦𝘯.
 
Most people still treat it like a one-time project and it usual goes something like this...
Launch → hope → get frustrated → start again.  
And then wonder why everything feels heavier than it should.
 
After building 7 companies (and exiting 3), here’s what I’ve learned… 
𝗔 𝗿𝗲𝗮𝗹 𝗚𝗧𝗠 𝗶𝘀𝗻’𝘁 𝗹𝗶𝗻𝗲𝗮𝗿.  
𝗜𝘁’𝘀 𝗰𝗼𝗻𝘁𝗶𝗻𝘂𝗼𝘂𝘀.  𝗦𝘁𝗮𝗿𝘁 → 𝘁𝗲𝘀𝘁 → 𝘁𝘂𝗻𝗲 → 𝗿𝗲𝗽𝗲𝗮𝘁. Especially when the market shifts  
When you treat it like a cycle, everything gets clearer.  
When you don’t, everything turns into drag.
 
What’s the 𝘰𝘯𝘦 𝘱𝘢𝘳𝘵 you already know needs tightening?  🤔
Because that’s usually where everything starts to shift.

♻️ 𝗣𝗲𝗼𝗽𝗹𝗲. 𝗣𝗿𝗼𝗰𝗲𝘀𝘀. 𝗣𝗿𝗼𝗱𝘂𝗰𝘁
Paul “PJ” Jackson for bold GTM Strategies, Business & Sales Insights that deliver.

You ever sit in a room and think, “Why are these two not hearing each other at all?”  

Same conversation.
Different worlds.  
It’s painful and kinda funny at the same time.
 
Here’s what I've seen first hand:  It’s almost never the 𝘮𝘦𝘴𝘴𝘢𝘨𝘦 that’s the problem. 
It’s the 𝘀𝘁𝘆𝗹𝗲.  
How we show up.  
How we naturally communicate when we’re not thinking about it.
 
People mess it up all the time:  𝗦𝗼𝗰𝗶𝗮𝗹 𝘀𝘁𝘆𝗹𝗲𝘀 𝗮𝗿𝗲 𝗻𝗼𝘁 𝗽𝗲𝗿𝘀𝗼𝗻𝗮𝗹𝗶𝘁𝘆.   
They’re not moral.  
They’re not “better or worse.”  
They’re just 𝘱𝘢𝘵𝘵𝘦𝘳𝘯𝘴.  
And once you know your pattern and someone else’s, everything gets easier.
 
When I teach this, the shift in the room is instant.  
Like… you can see it.  
The dynamics between people changes.
They actually start 𝘭𝘪𝘴𝘵𝘦𝘯𝘪𝘯𝘨 instead of defending.
 
What happens, the fast thinkers stop overwhelming people, the quiet ones stop getting overlooked,  the detail-heavy ones stop being labelled “too much,”  the big-picture ones stop being misunderstood.
 
When you flex your style not your personality, you communicate much better.  
Collaboration becomes smoother.  Everything moves with less friction.
 
It’s honestly one of the most magical things to watch in a team. 
People finally hearing each other.
 
🤔 So let me ask you: When was the last time you changed how you communicated… instead of hoping someone else would do the work?

𝗬𝗼𝘂 𝗸𝗻𝗼𝘄 𝘁𝗵𝗮𝘁 𝗱𝗲𝗮𝗹 𝘆𝗼𝘂 𝘁𝗵𝗼𝘂𝗴𝗵𝘁 𝘄𝗮𝘀 ‘𝗶𝗻 𝘁𝗵𝗲 𝗯𝗮𝗴’? 
The one that suddenly fell apart?  
Yeah… that one.
 
That’s the moment you realise your GTM isn’t a strategy, it’s just hope with a fancy name.
 
And hope, even with a wish-n-pray and splash of optimism, has never closed an enterprise deal. Ever.
 
Most teams think they have a GTM.
What they actually have is a list of activities held together with blind optimism.
No structure. No psychology. No predictability.
 
Stay in the trenches long enough and you learn this:  
𝗪𝗶𝗻𝗻𝗶𝗻𝗴 𝗵𝗮𝘀 𝗻𝗼𝘁𝗵𝗶𝗻𝗴 𝘁𝗼 𝗱𝗼 𝘄𝗶𝘁𝗵 𝘀𝗲𝗹𝗹𝗶𝗻𝗴 𝗵𝗮𝗿𝗱𝗲𝗿 𝗮𝗻𝗱 𝗲𝘃𝗲𝗿𝘆𝘁𝗵𝗶𝗻𝗴 𝘁𝗼 𝗱𝗼 𝘄𝗶𝘁𝗵 𝗵𝗼𝘄 𝘆𝗼𝘂𝗿 𝗚𝗧𝗠 𝗽𝗿𝗼𝗰𝗲𝘀𝘀 𝘁𝗵𝗶𝗻𝗸𝘀 𝗳𝗼𝗿 𝘆𝗼𝘂.
 
𝗔 𝗿𝗲𝗮𝗹 𝗚𝗧𝗠 𝘀𝘁𝗿𝗮𝘁𝗲𝗴𝘆 𝗶𝘀𝗻’𝘁 𝗽𝗿𝗲𝘁𝘁𝘆 𝘀𝗹𝗶𝗱𝗲𝘀.  
If your GTM is just a deck, you’ve already lost.  
It’s a 𝗺𝗮𝗰𝗵𝗶𝗻𝗲 one that quietly solves the things founders underestimate and turns unpredictable pipeline into predictable revenue.
 
👉 𝗛𝗲𝗿𝗲 𝗮𝗿𝗲 𝘁𝗵𝗲 𝟭𝟮 𝗰𝗿𝗶𝘁𝗶𝗰𝗮𝗹 𝗰𝗼𝗺𝗽𝗼𝗻𝗲𝗻𝘁𝘀 𝘁𝗵𝗮𝘁 𝗯𝘂𝗶𝗹𝗱 𝘁𝗵𝗮𝘁 𝗺𝗮𝗰𝗵𝗶𝗻𝗲:  
• Buyer psychology mapping  
• Diagnostic touch-points  
• Multi-threading    
• Value narrative flows   
• Qualification + disqualification  
• Action-based triggers  
• Intent-based motion switching  
• Mutual action plan   
• Deal Velocity & friction analysis   
• Deal risk scoring  
• Success → Expansion Loop  
• Stage-based enablement  
 
Once you see your GTM like this?
You stop treating it as noise… and start treating it as your 𝗰𝗼𝗺𝗽𝗲𝘁𝗶𝘁𝗶𝘃𝗲 𝗮𝗱𝘃𝗮𝗻𝘁𝗮𝗴𝗲.
 
So let me ask you this... 𝗜𝗳 𝘆𝗼𝘂𝗿 𝗚𝗧𝗠 𝗿𝗮𝗻 𝗶𝘁𝘀𝗲𝗹𝗳 𝘁𝗼𝗺𝗼𝗿𝗿𝗼𝘄 𝘄𝗼𝘂𝗹𝗱 𝘆𝗼𝘂 𝘁𝗿𝘂𝘀𝘁 𝘁𝗵𝗲 𝗽𝗿𝗼𝗰𝗲𝘀𝘀 𝘆𝗼𝘂’𝘃𝗲 𝗯𝘂𝗶𝗹𝘁?

♻️ 𝗣𝗲𝗼𝗽𝗹𝗲. 𝗣𝗿𝗼𝗰𝗲𝘀𝘀. 𝗣𝗿𝗼𝗱𝘂𝗰𝘁
Paul “PJ” Jackson for bold GTM Strategies, Business & Sales Insights that deliver.

12 Critical Components of Your GTM Strategy

𝗛𝗮𝘃𝗲 𝘆𝗼𝘂 𝘄𝗮𝗹𝗸𝗲𝗱 𝗼𝘂𝘁 𝗼𝗳 𝗮 𝘀𝗮𝗹𝗲𝘀 𝗰𝗮𝗹𝗹 𝘁𝗵𝗶𝗻𝗸𝗶𝗻𝗴, “𝗜 𝘁𝗮𝗹𝗸𝗲𝗱 𝘄𝗮𝘆 𝘁𝗼𝗼 𝗺𝘂𝗰𝗵”?
 
Happens to every person especially when you care.
You want them to get it.  
You want them to see the potential.  
You want them to feel your momentum.
 
But here’s the truth you earn with scar tissue
Pitching feels good.  
Diagnosing actually closes.
 
The moment you shift from “Here’s what we do” to 
“Help me understand what’s really happening on your side,” you stop sounding like a vendor and start feeling like a partner.
 
Buyers don’t trust the loudest voice.  
They trust the person who understands the problem best.
 
So here’s the quiet question worth asking today...
𝗔𝗿𝗲 𝘆𝗼𝘂 𝗱𝗶𝗮𝗴𝗻𝗼𝘀𝗶𝗻𝗴 𝗼𝗿 𝗵𝗼𝗽𝗶𝗻𝗴 𝘆𝗼𝘂𝗿 𝗽𝗶𝘁𝗰𝗵 𝗹𝗮𝗻𝗱𝘀?

♻️ 𝗣𝗲𝗼𝗽𝗹𝗲. 𝗣𝗿𝗼𝗰𝗲𝘀𝘀. 𝗣𝗿𝗼𝗱𝘂𝗰𝘁
Paul “PJ” Jackson for bold GTM Strategies, Business & Sales Insights that deliver.

𝗘𝘃𝗲𝗿 𝘀𝗶𝘁 𝗶𝗻 𝗮 𝗺𝗲𝗲𝘁𝗶𝗻𝗴 𝘄𝗵𝗲𝗿𝗲 𝘁𝗵𝗲 𝗯𝘂𝘆𝗲𝗿 𝘀𝗮𝘆𝘀 𝗮𝗹𝗹 𝘁𝗵𝗲 𝗿𝗶𝗴𝗵𝘁 𝘁𝗵𝗶𝗻𝗴𝘀… 𝗮𝗻𝗱 𝘆𝗲𝘁 𝘆𝗼𝘂 𝗹𝗲𝗮𝘃𝗲 𝗳𝗲𝗲𝗹𝗶𝗻𝗴 𝗮𝗹𝗺𝗼𝘀𝘁 𝗻𝗮𝘂𝘀𝗲𝗼𝘂𝘀?  

That tiny voice whispering: “𝘚𝘰𝘮𝘦𝘵𝘩𝘪𝘯𝘨’𝘴 𝘰𝘧𝘧… 𝘣𝘶𝘵 𝘐 𝘤𝘢𝘯’𝘵 𝘱𝘶𝘵 𝘮𝘺 𝘧𝘪𝘯𝘨𝘦𝘳 𝘰𝘯 𝘪𝘵.”
 
Because here’s the treason behind it... 
You want to believe momentum. 
Buyers just want to sound polite.
 
And the truth I learned from being in business and sales for decades - 
𝗪𝗼𝗿𝗱𝘀 𝗻𝗲𝘃𝗲𝗿 𝘀𝗶𝗴𝗻𝗮𝗹 𝗶𝗻𝘁𝗲𝗻𝘁.  𝗔𝗰𝘁𝗶𝗼𝗻𝘀 𝗱𝗼.
 
The reframe that changed everything for me was when I stopped scoring calls on enthusiasm.  
I started scoring them on 𝘣𝘦𝘩𝘢𝘷𝘪𝘰𝘶𝘳.
 
A next meeting.  
A doc shared. 
A stakeholder added.
A resource sent. 
Micro-actions that prove there’s actually a heartbeat in the deal.
 
Here is something to ponder over - 𝗪𝗵𝗮𝘁 𝗮𝗰𝘁𝗶𝗼𝗻 𝗮𝗿𝗲 𝙮𝙤𝙪 𝘄𝗮𝗶𝘁𝗶𝗻𝗴 𝗳𝗼𝗿… 𝗮𝗻𝗱 𝘄𝗵𝗮𝘁 𝗱𝗼𝗲𝘀 𝗶𝘁 𝗿𝗲𝗮𝗹𝗹𝘆 𝘁𝗲𝗹𝗹 𝘆𝗼𝘂 𝗮𝗯𝗼𝘂𝘁 𝘄𝗵𝗲𝗿𝗲 𝘁𝗵𝗮𝘁 𝗱𝗲𝗮𝗹 𝘀𝘁𝗮𝗻𝗱𝘀?

♻️ 𝗕𝘂𝗶𝗹𝗱 with clarity. 𝗟𝗲𝗮𝗱 with conviction. 𝗦𝗰𝗮𝗹𝗲 with impact.
Paul “PJ” Jackson for bold GTM Strategies, Business & Sales Insights that deliver.

Ever get a progress update from someone you’re coaching… 
and you feel that little spark of pride kick in? 

Before our call I asked to be sent an update so I can prep for our connect call. 

He puts a heavy metal concert poster on the front page. 😂 Classic. 
Based on the Aussie rock band ACDC 🤘

If you know me, I often open with: “what’s krackn?” 
So this already set the tone. 

Here’s what I love about this guy 
He’s self-driven. 
He’s doing the work. 
He shows up. 

But here’s the part most don’t say out loud...
𝘠𝘰𝘶 𝘤𝘢𝘯 𝘣𝘦 𝘨𝘳𝘦𝘢𝘵 𝘢𝘵 𝘵𝘩𝘦 𝘩𝘢𝘳𝘥 𝘴𝘵𝘶𝘧𝘧… 𝘢𝘯𝘥 𝘴𝘵𝘪𝘭𝘭 𝘴𝘵𝘶𝘮𝘣𝘭𝘦 𝘰𝘯 𝘵𝘩𝘦 𝘩𝘶𝘮𝘢𝘯 𝘴𝘵𝘶𝘧𝘧. 

So here’s a reframe that could also help you...
𝘠𝘰𝘶𝘳 𝘴𝘬𝘪𝘭𝘭 𝘪𝘴𝘯’𝘵 𝘵𝘩𝘦 𝘪𝘴𝘴𝘶𝘦. 𝘠𝘰𝘶𝘳 𝘴𝘦𝘭𝘧-𝘵𝘳𝘶𝘴𝘵 𝘪𝘴. 

And self-trust only grows through reps. 

😀 Happy Friday everyone!

𝗘𝘃𝗲𝗿 𝗻𝗼𝘁𝗶𝗰𝗲 𝗵𝗼𝘄 people 𝘁𝗮𝗹𝗸 𝗮𝗯𝗼𝘂𝘁 𝗣𝗿𝗼𝗱𝘂𝗰𝘁–𝗠𝗮𝗿𝗸𝗲𝘁 𝗙𝗶𝘁 𝗹𝗶𝗸𝗲 𝗶𝘁’𝘀 𝘀𝗼𝗺𝗲 𝗺𝘆𝘁𝗵𝗶𝗰𝗮𝗹 𝗺𝗼𝗺𝗲𝗻𝘁?  

As if you wake up one morning, grab your coffee, check your Stripe…  
and suddenly the universe has decided you’re “ready.”
 
But PMF doesn’t work like that.  
Not in the real world.  
Not in any company I’ve ever seen up close.
 
Most chase PMF like a milestone.
But PMF isn’t a milestone — it’s a 𝗿𝗲𝘀𝘂𝗹𝘁.
 
And that result only happens when two things are already in place:
 
𝟭. 𝗣𝗿𝗼𝗯𝗹𝗲𝗺–𝗦𝗼𝗹𝘂𝘁𝗶𝗼𝗻 𝗙𝗶𝘁  You’re solving something painful enough that people 𝘤𝘢𝘳𝘦 about it not “nice to have,” not “interesting,” not “yeah maybe.”  
👉 Actual pain. 
The kind that wakes people up at night or wrecks their KPIs.
 
𝟮. 𝗚𝗧𝗠 𝗙𝗶𝘁  You know exactly who feels that pain, where they are, how they buy and you have a repeatable way to reach them.  
Not a lucky post.  
Not a warm intro.  
Not a one-off deal that “proves there’s interest.”  
👉 Actual repeatability.
 
Then, and only then, does 𝗣𝗿𝗼𝗱𝘂𝗰𝘁–𝗠𝗮𝗿𝗸𝗲𝘁 𝗙𝗶𝘁 show up.  
Not because you found it because you 𝘣𝘶𝘪𝘭𝘵 𝘪𝘯𝘵𝘰 𝘪𝘵.
 
That’s the part most people skip. 
Not because they’re lazy because product is fun.  
Product feels like progress.  
Product feels like momentum.
Without the first two fits, product is just… product.
 
PMF isn’t an event.  It’s a reflection of the work you did beforehand.
 
𝗪𝗵𝗶𝗰𝗵 𝗼𝗳 𝘁𝗵𝗲 𝘁𝘄𝗼, 𝗣𝗿𝗼𝗯𝗹𝗲𝗺–𝗦𝗼𝗹𝘂𝘁𝗶𝗼𝗻 𝗼𝗿 𝗚𝗧𝗠 𝗻𝗲𝗲𝗱𝘀 𝗺𝗼𝗿𝗲 𝗮𝘁𝘁𝗲𝗻𝘁𝗶𝗼𝗻 𝗶𝗻 𝘆𝗼𝘂𝗿 𝗯𝘂𝘀𝗶𝗻𝗲𝘀𝘀 𝗿𝗶𝗴𝗵𝘁 𝗻𝗼𝘄?

♻️ 𝗣𝗲𝗼𝗽𝗹𝗲. 𝗣𝗿𝗼𝗰𝗲𝘀𝘀. 𝗣𝗿𝗼𝗱𝘂𝗰𝘁
Paul “PJ” Jackson for bold GTM Strategies, Business & Sales Insights that deliver.

𝗧𝗵𝗮𝘁 𝗽𝗶𝘁𝗰𝗵 𝗹𝗮𝗻𝗱𝗲𝗱 𝗽𝗲𝗿𝗳𝗲𝗰𝘁𝗹𝘆 𝘄𝗶𝘁𝗵 𝗼𝗻𝗲 𝗽𝗲𝗿𝘀𝗼𝗻…  𝗮𝗻𝗱 𝗳𝗲𝗹𝗹 𝗳𝗹𝗮𝘁 𝘄𝗶𝘁𝗵 𝘁𝗵𝗲 𝗻𝗲𝘅𝘁?
 
I spoke with a leader last week and here is what they mentioned in part... 
"we keep trying to 𝘸𝘪𝘯 𝘵𝘩𝘦 𝘳𝘰𝘰𝘮 with one fixed story… even though the room is never the same."
 
During our conversation I mentioned - It’s rarely your product that’s being rejected, it’s the 𝗻𝗮𝗿𝗿𝗮𝘁𝗶𝘃𝗲 𝗺𝗶𝘀𝗺𝗮𝘁𝗰𝗵.
 
CFOs chase certainty.
Ops craves ease.
Leaders look for momentum. 
Users just want their life to get simpler and easier.
 
𝗦𝗮𝗺𝗲 𝘃𝗮𝗹𝘂𝗲.  𝗗𝗶𝗳𝗳𝗲𝗿𝗲𝗻𝘁 𝗹𝗲𝗻𝘀.
 
Your shift comes when you stop treating your pitch like a script…  and start treating it like a conversation that bends, breathes, and meets people where they are.
 
𝗡𝗼𝘁 𝘁𝗼 𝗽𝗲𝗿𝘀𝘂𝗮𝗱𝗲.  
𝗧𝗼 𝗳𝗶𝘁.
 
So... 𝗪𝗵𝗲𝗻 𝘁𝗵𝗲 𝗮𝘂𝗱𝗶𝗲𝗻𝗰𝗲 𝗰𝗵𝗮𝗻𝗴𝗲𝘀 - 𝗱𝗼𝗲𝘀 𝘆𝗼𝘂𝗿 𝗻𝗮𝗿𝗿𝗮𝘁𝗶𝘃𝗲 𝗳𝗹𝗲𝘅… 𝗼𝗿 𝗱𝗼𝗲𝘀 𝗶𝘁 𝗾𝘂𝗶𝗲𝘁𝗹𝘆 𝗰𝗿𝗮𝗰𝗸?

♻️ 𝗣𝗲𝗼𝗽𝗹𝗲. 𝗣𝗿𝗼𝗰𝗲𝘀𝘀. 𝗣𝗿𝗼𝗱𝘂𝗰𝘁
Paul “PJ” Jackson for bold GTM Strategies, Business & Sales Insights that deliver.

𝗬𝗼𝘂 𝗲𝘃𝗲𝗿 𝗵𝗮𝘃𝗲 𝘁𝗵𝗮𝘁 𝗺𝗼𝗺𝗲𝗻𝘁 𝘄𝗵𝗲𝗿𝗲 𝘆𝗼𝘂’𝗿𝗲 𝗺𝗶𝗱-𝘀𝗲𝗻𝘁𝗲𝗻𝗰𝗲 𝗶𝗻 𝗮 𝘀𝗮𝗹𝗲𝘀 𝗰𝗮𝗹𝗹 𝗮𝗻𝗱 𝘀𝘂𝗱𝗱𝗲𝗻𝗹𝘆 𝘁𝗵𝗶𝗻𝗸,  
“𝘞𝘢𝘪𝘵… 𝘸𝘩𝘰 𝘢𝘮 𝘐 𝘢𝘤𝘵𝘶𝘢𝘭𝘭𝘺 𝘵𝘢𝘭𝘬𝘪𝘯𝘨 𝘵𝘰 𝘳𝘪𝘨𝘩𝘵 𝘯𝘰𝘸?”  🤯

Yeah. That one.  
That’s your little voice inside tapping you on the shoulder saying, “Mate… your ICP isn’t clear.”
 
And here’s a thought you won't hear often:  
We’re smart… but we still spray and pray when we’re stressed.
It feels productive but it’s chaos wearing a blazer.
 
Let me tell you what I learned the hard way (and in some instances too late)...
The earlier you lock in your ICP, the earlier everything stops wobbling.  
Your messaging tightens.  
Your product stops shapeshifting every five minutes.  
You stop pitching to people who were never going to buy anyway.
 
Here's what I've seen way too often, most wait.  
They think they need a mature product first.  
𝗡𝗼𝗽𝗲.  
Your ICP builds the product 𝘸𝘪𝘵𝘩 you.  
Without it, you’re basically guessing with a unlimited credit card.
 
So let me ask you if I may, though with a little sass... 𝘐𝘧 𝘺𝘰𝘶 𝘩𝘢𝘥 𝘵𝘰 𝘣𝘦𝘵 𝘵𝘩𝘦 𝘯𝘦𝘹𝘵 12 𝘮𝘰𝘯𝘵𝘩𝘴 𝘰𝘯 𝘖𝘕𝘌 𝘵𝘺𝘱𝘦 𝘰𝘧 𝘤𝘶𝘴𝘵𝘰𝘮𝘦𝘳…  𝘞𝘩𝘰 𝘪𝘴 𝘪𝘵?
 
And what excuse are you still hiding behind to avoid getting crystal clear on them today? 🤔

♻️ 𝗣𝗲𝗼𝗽𝗹𝗲. 𝗣𝗿𝗼𝗰𝗲𝘀𝘀. 𝗣𝗿𝗼𝗱𝘂𝗰𝘁
Paul “PJ” Jackson for bold GTM Strategies, Business & Sales Insights that deliver.

𝗢𝗛 𝗜 𝗵𝗮𝘃𝗲 𝗶𝘁 𝗶𝗻 𝘁𝗵𝗲 𝗯𝗮𝗴 !! 
Know that deal that felt locked in… until one person changed their mind?
Yeah. 
That one hurts in a very specific way.

Because it tricks you into thinking you’re close… when really, you’re single-threaded and exposed.

Here’s the part few will ever admit:  Sales teams fall in love with a “champion,” but enterprise deals don’t close because one person likes you.  
They close because a room full of strangers decides you’re the safest bet.

Single-threading isn’t optimism.
It’s a gamble disguised as progress.

𝗠𝘂𝗹𝘁𝗶-𝘁𝗵𝗿𝗲𝗮𝗱𝗶𝗻𝗴 𝗶𝘀𝗻’𝘁 𝗽𝗼𝗹𝗶𝘁𝗶𝗰𝘀.
It’s protection.
It’s how you avoid the silent “no”  that gets delivered in meetings you’re not invited to.

And the more threads you build, the more real relationships you have, the more stability you create.  Stability beats enthusiasm every day of the week.

So since we’re here, let me ask you: 𝗔𝗿𝗲 𝘆𝗼𝘂 𝗮𝗰𝘁𝘂𝗮𝗹𝗹𝘆 𝗯𝘂𝗶𝗹𝗱𝗶𝗻𝗴 𝗿𝗲𝗹𝗮𝘁𝗶𝗼𝗻𝘀𝗵𝗶𝗽𝘀…  
𝗼𝗿 𝗯𝗲𝘁𝘁𝗶𝗻𝗴 𝘆𝗼𝘂𝗿 𝘄𝗵𝗼𝗹𝗲 𝗾𝘂𝗮𝗿𝘁𝗲𝗿 𝗼𝗻 𝗼𝗻𝗲? 

♻️ 𝗣𝗲𝗼𝗽𝗹𝗲. 𝗣𝗿𝗼𝗰𝗲𝘀𝘀. 𝗣𝗿𝗼𝗱𝘂𝗰𝘁
Paul “PJ” Jackson for bold GTM Strategies, Business & Sales Insights that deliver.

𝗜𝗳 𝘆𝗼𝘂𝗿 𝗱𝗲𝗮𝗹𝘀 𝗳𝗲𝗲𝗹 𝘂𝗻𝗽𝗿𝗲𝗱𝗶𝗰𝘁𝗮𝗯𝗹𝗲 𝗿𝗶𝗴𝗵𝘁 𝗻𝗼𝘄, 𝗶𝘁’𝘀 𝗻𝗼𝘁 𝘁𝗵𝗲 𝗺𝗮𝗿𝗸𝗲𝘁.
It’s your GTM trying to force a straight line.

One moment it feels outbound.  
Then they’re inbound.  
Then it turns into ABM.  
Then expansion shows up before the close.

👉 That mess you’re feeling?  
That’s modern GTM.

𝗛𝗲𝗿𝗲’𝘀 𝘄𝗵𝗮𝘁 𝗺𝗮𝗻𝘆 𝗱𝗼𝗻’𝘁 𝘁𝗲𝗹𝗹 𝘆𝗼𝘂:  The playbook says “start here, end there.”  
But 𝗯𝘂𝘆𝗲𝗿𝘀 don’t move neatly anymore - they 𝗺𝗼𝘃𝗲 𝗼𝗻 𝗶𝗻𝘁𝗲𝗻𝘁.

The problem was never effort or talent.  
It was forcing buyers into 𝘮𝘺 motion instead of following 𝘵𝘩𝘦𝘪𝘳 behaviour.

Here’s the reframe:  
GTM isn’t choosing a strategy.  
It’s switching lanes when the signal changes.

Outbound, inbound, ABM - they’re not plays.  
They’re responses.

Quick check-in:  𝗜𝘀 𝘆𝗼𝘂𝗿 𝗚𝗧𝗠 𝗯𝘂𝗶𝗹𝘁 𝘁𝗼 𝗽𝘂𝘀𝗵 𝗮 𝗽𝗿𝗼𝗰𝗲𝘀𝘀…  𝗼𝗿 𝘁𝗼 𝗺𝗼𝘃𝗲 𝘄𝗵𝗲𝗻 𝘁𝗵𝗲 𝗯𝘂𝘆𝗲𝗿 𝗺𝗼𝘃𝗲𝘀?

♻️ 𝗕𝘂𝗶𝗹𝗱 with clarity. 𝗟𝗲𝗮𝗱 with conviction. 𝗦𝗰𝗮𝗹𝗲 with impact.
Paul “PJ” Jackson for bold GTM Strategies, Business & Sales Insights that deliver.

Ever notice how the last week of Q4 feels less like “year-end” and more like a pressure cooker no one asked for?  

Everyone’s sprinting… spreadsheets open… adrenaline pretending to be clarity.
 
We carry the quiet panic no one sees.
 
The tension is...  
You’re trying to close deals, plan next year, clean up the chaos, AND somehow feel proud of the year you just survived - all at the same time.
 
Here is my thought... "𝘛𝘩𝘦 𝘧𝘪𝘯𝘢𝘭 𝘥𝘢𝘺𝘴 𝘰𝘧 𝘢 𝘲𝘶𝘢𝘳𝘵𝘦𝘳 𝘥𝘰𝘯’𝘵 𝘮𝘢𝘬𝘦 𝘺𝘰𝘶𝘳 𝘣𝘶𝘴𝘪𝘯𝘦𝘴𝘴 𝘵𝘩𝘦𝘺 𝘫𝘶𝘴𝘵 𝘦𝘹𝘱𝘰𝘴𝘦 𝘵𝘩𝘦 𝘱𝘢𝘳𝘵𝘴 𝘺𝘰𝘶 𝘪𝘨𝘯𝘰𝘳𝘦𝘥."  
It’s never the last-minute push that moves the needle. 
It’s the discipline you built (or didn’t) in the other 88% of the year.
 
You know how you will finish so what if you reframe your thinking 
Q4 is about finishing honest.  
ᯓ➤ What worked?  
ᯓ➤ What didn’t?  
ᯓ➤ Where did you lead… and where did you hide?
 
Because when you stop trying to “rescue the year,” you finally start designing the next one with a clear head instead of a bruised ego.
 
So let me ask you this 🤔
What’s the one truth you need to admit to yourself before you walk into 2026?


𝗣𝗲𝗼𝗽𝗹𝗲. 𝗣𝗿𝗼𝗰𝗲𝘀𝘀. 𝗣𝗿𝗼𝗱𝘂𝗰𝘁
Paul “PJ” Jackson for bold GTM Strategies, Business & Sales Insights that deliver.

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