The European GTM Operator

The European GTM Operator

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Your 4x coverage might be 1.8x once dead deals come out
One play, 5 steps: count the pushes, strip the deals the buyer never dated, and report the coverage you can defend.
 • Koen Stam
What a whiteboard before dinner changed in my 2027 plan, in 3 lessons
Count the deals that already came back, close the hire you want, and sell your own budget like a customer deal.
 • Koen Stam
I took 6 days off. I still built a new business.
Three lessons on protecting capacity, earning trust and sequencing AI, with about 9 selling weeks left before the year closes.
 • Koen Stam
A 2M ARR CRO asked me one question on WhatsApp. So I built a room.
8 seats, 1 quarter, a 48-hour hotline and a case call every 2 weeks. What The Revenue Room is, who it is for, and how to get a seat by Thursday.
 • Koen Stam
Most lost deals never heard a no. Here is how to count them.
The objections your buyers parked, a pilot they keep, and the 48 weekdays your Q4 plan really has.
 • Koen Stam
Your plan asks for seats. Finance will ask for output.
My plan for next year came back with 1 line: scale with less net added headcount.
 • Koen Stam
Your 2027 plan lists the upside and skips the year it failed
Imagine the year went wrong. Write down why. Then pick the number.
 • Koen Stam
Your customer's CFO cannot put your invoice in next year's budget
October is when their 2027 number gets written. Give them 1 fixed line to write.
 • Koen Stam
Your rep leaderboard is grading the lead source, not the rep
Split it by source and the busiest rep can land second from the bottom.
 • Koen Stam
Your plan review is a readout, so nobody else owns the number
A question asked to someone other than me turned my readout into a brainstorm.
 • Koen Stam
Your pipeline problem sits in a stage, not in the top of the funnel
60+ operators, 1 hand still up when I asked where it breaks.
 • Koen Stam
Your deal review has no marketer, so quiet deals stay quiet
A podcast host said one line on air and I stopped mid-answer to write it down.
 • Koen Stam
The European GTM Operator
The European GTM Operator
GTM playbooks & skills built from 100,000+ GTM signals from LinkedIn, Podcasts and Newsletters by 100+ top GTM operators and founders in B2B. Designed for founders and GTM operators scaling from 2M to 25M ARR who want clarity, not chaos.
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