Husband | Marketer | Helping SMBs Grow Their Marketing Channels

I help founders turn marketing from chaos into a connected system that drives profit and predictability.

With 15+ years in marketing, sales, and revenue leadership, I now partner with small and mid-sized businesses through Graystone Consulting, providing Fractional CMO leadership that installs the systems your business should’ve had from day one. CRM, analytics, paid funnels, retargeting, and reporting that actually connects to revenue.

My focus: clarity, accountability, and growth you can measure.

If you’re ready to scale and want CMO-level strategy without the cost of a full-time hire, let’s connect.

📍 Lexington, KY | 📩 wgray@graystonellc.net

Early in my career, I had to do everything myself.

Not because I was a control freak. Because I tied my self-worth to it.

"I did that."
"That was me."
"I'm the only one who can do this right."

Sound familiar?

I thought asking for help meant I wasn't valuable. That bringing in other perspectives would somehow dilute what I brought to the table.

I was wrong.

What actually happened: I worked longer hours. Projects took twice as long. And I grew slower than I should have.

The founders I work with now? They make the same mistake.

They think they need to own every GTM decision. Every campaign. Every sales call. Every piece of content.

They're trading speed for ego.

Here's what I wish someone told me earlier:

Your value isn't in doing it all yourself.
It's in knowing what to own and what to hand off.

The best founders I've worked with don't try to be the smartest person in every room. They bring in people who've already solved the problem they're facing.

That's why fractional works.

No politics. No 90-day onboarding. No justifying a $200K salary.

Just someone who's done it before, helping you move faster.

I would have grown 2x faster if I'd learned this at 25 instead of 35.

What's the thing you're holding onto that you should probably hand off?

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I help SaaS founders scale from $1–20M ARR by building predictable GTM and growth systems

Most founders think GTM is about campaigns and tools.

Run more ads. Buy more software. Launch another channel.

But that's not the job.

The real job is being a detective.

Dissecting why something works. Or why it doesn't. Finding the actual problem before throwing more money at symptoms.

When I diagnose a GTM problem, I don't start with the tools. I start with questions:

𝗦𝘁𝗲𝗽 𝟭: 𝗪𝗵𝗲𝗿𝗲 𝗮𝗿𝗲 𝗽𝗲𝗼𝗽𝗹𝗲 𝗱𝗿𝗼𝗽𝗽𝗶𝗻𝗴 𝗼𝗳𝗳?
Look at the funnel. Top to bottom. Where's the biggest leak? That's where you start. Not where you think the problem is — where the data says it is.

𝗦𝘁𝗲𝗽 𝟮: 𝗪𝗵𝗮𝘁 𝗰𝗵𝗮𝗻𝗴𝗲𝗱?
If something stopped working, something changed. New messaging? Different audience? Sales team got bigger? Seasonality? Find the variable.

𝗦𝘁𝗲𝗽 𝟯: 𝗪𝗵𝗮𝘁'𝘀 𝘁𝗵𝗲 𝗰𝗼𝗻𝘃𝗲𝗿𝘀𝗶𝗼𝗻 𝗿𝗮𝘁𝗲 𝗮𝘁 𝗲𝗮𝗰𝗵 𝘀𝘁𝗮𝗴𝗲?
Most founders know their close rate. Few know their demo-to-proposal rate. Or their MQL-to-SQL rate. The gap between stages tells you everything.

𝗦𝘁𝗲𝗽 𝟰: 𝗪𝗵𝗮𝘁 𝗱𝗼 𝗹𝗼𝘀𝘁 𝗱𝗲𝗮𝗹𝘀 𝗵𝗮𝘃𝗲 𝗶𝗻 𝗰𝗼𝗺𝗺𝗼𝗻?
Pull your last 10 lost deals. Look for patterns. Same objection? Same competitor? Same stage where they stalled? That's your real problem.

𝗦𝘁𝗲𝗽 𝟱: 𝗪𝗵𝗮𝘁 𝗱𝗼 𝘄𝗼𝗻 𝗱𝗲𝗮𝗹𝘀 𝗵𝗮𝘃𝗲 𝗶𝗻 𝗰𝗼𝗺𝗺𝗼𝗻?
Same exercise. What's the profile? What channel did they come from? What made them say yes? Do more of that.

Most GTM problems aren't solved by more tools or bigger budgets.

They're solved by asking better questions.

What's the GTM question you should be asking right now?

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