The European GTM Operator

The European GTM Operator

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August 2026

Your discount is paying for a problem you never diagnosed
Two late-stage deals last week. Both looked like price, neither was, and a discount on either would have bought the same failure at a lower price.
 • Koen Stam
Your buyer costed the build and forgot the person
Number 1 move: pull your last 20 losses and write the 3 costs your buyer left out of the build case.
 • Koen Stam
Your coaching block is the first thing a full week eats
First full week back. 25 meetings, 3 uncovered leadership seats, and next year's plan due in the same week.
 • Koen Stam
Your coverage looks fine. You still cannot name who signs.
Back from 2 weeks off I worked 2 days and took 2 meetings. Every number I looked at was comfortable, and every one of them was hiding something.
 • Koen Stam
Your outbound is spraying a list nobody scored
A single trigger firing is not intent. Rank every account against your last 20 wins first, so scarce human time lands on the ones most likely to buy.
 • Koen Stam
Your homepage reads like your competitor's, so the buyer picks on price
Plus: the differentiator that cools your deal the moment you claim it, and the buzzword that makes your edge invisible. Fix all three this week.
 • Koen Stam
The test that tells you which agent compounds
One vendor bolted an agent onto the pricing page. Another opened its API. The test that decides which one compounds on your pipeline, renewals, and…
 • Koen Stam
The 1 test that strips dead deals from your forecast
Any open deal older than twice your sales cycle is already gone. Run the truth test, then fix the base before you scale it.
 • Koen Stam

July 2026

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