Archive - The European GTM Operator

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.

15 hrs ago • 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.

Oct 16 • 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.

Oct 14 • 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.

Oct 12 • 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.

Oct 5 • 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.

Oct 3 • 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.

Oct 1 • Koen Stam

September 2026

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.

Sep 28 • 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.

Sep 26 • 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.

Sep 24 • Koen Stam

Your 2027 growth plan funds 6 motions and none of them pays back

Write your own weekly hours next to each one. The list will be shorter by Friday.

Sep 16 • Koen Stam

Your calendar does not show your number 1 goal

My CRO booked 30 minutes, we ran 90, and the sharpest thing he said was about my own agenda.

Sep 14 • Koen Stam

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