GTM ENGINEERING 06 — SALES OPS & ENABLEMENT
The system, and the material it runs on.
Six- and seven-figure deals are won by navigating a committee that meets without you, and by the material your champion uses when you are not in the room. We build both.
92d
CYCLE
82%
FORECAST
100%
MAP COVERAGE
2
SLIPPED
IN BRIEF
- Strategy Engineered designs sales systems and builds the collateral that carries them, for companies selling six- and seven-figure deals.
- Scope covers sales-system design, buying-committee navigation, proof-of-value design, deal governance and forecasting.
- It also covers the material layer: the sales deck, the landing pages behind each play, the one-pagers, the battlecards, and the product documentation a technical evaluator actually reads.
- RevOps builds the instrument. Sales Ops designs the motion and the material that runs through it.
01 — THE SITUATION
The pipeline looks healthy and the forecast is fiction. Deals sit in late stages for two quarters because a stage was defined by what the seller did rather than what the buyer committed to, and nobody can distinguish an active deal from a polite one.
The second failure is material. The champion is asked to sell internally and is handed a fifty-slide capabilities deck. So they build their own version, badly, in a spreadsheet nobody on the vendor side has ever seen, and the deal is decided in a document written by the person who understands the product least.
02 — WHAT WE BUILD
| Sales-system design | Stages defined by buyer commitment rather than seller activity, each with explicit exit criteria. |
|---|---|
| Buying-committee navigation | Mapping every role that must approve, and building what the champion needs to sell internally without you. |
| Proof of value | Pilots and evaluations designed to produce a decision, with success criteria agreed in writing before they begin. |
| Deal governance | Mutual action plans, review cadence, and an honest test of whether a deal is real. |
| The material layer | The deck, the play landing pages, the one-pagers, the battlecards, and the internal business case template. |
| Product documentation | The pages a technical evaluator reads before agreeing to a call. Written to be found, quoted and forwarded. |
04 — THE FIRST NINETY DAYS
| 1–2 | Stages redefined on buyer commitment. Won and lost deals read for what actually moved them. |
|---|---|
| 3–5 | The deck and the internal business case template built. Battlecards written from real loss language. |
| 6–9 | Play landing pages and documentation shipped. Proof-of-value template agreed against a live deal. |
| 10–12 | Governance cadence running. Forecast model rebuilt on the new definitions and back-tested. |
05 — WHAT YOU LEAVE WITH
THE SALES DECK · FOURTEEN SLIDES, ONE ARGUMENT
PLAY LANDING PAGE · WIREFRAME
PRODUCT DOCUMENTATION · WRITTEN TO BE QUOTED
MUTUAL ACTION PLAN · DEAL 4412
06 — EVIDENCE
| METRIC | BEFORE | AFTER |
|---|---|---|
| Procurement cycle length | 148 days | 92 days |
| Forecast accuracy | 54% | 82% |
| Deals with a written mutual action plan | 0% | 100% |
07 — HOW WE FIT
| YOUR TEAM | Strategy Engineered | WHAT YOU KEEP |
|---|---|---|
| Sells. Owns the relationship and the room | Designs the system, writes the material, runs governance | The deck, the pages, the docs, the templates, the playbook |
| Approves stage definitions before enforcement | Reads lost deals and rewrites the material that lost them | Source files, in your accounts |
08 — ENGAGEMENT SHAPES
| THE DIAGNOSTIC | Two to three weeks. The written diagnosis of your revenue system and the sequenced recommendation. The smallest honest engagement we offer. |
|---|---|
| THE SPRINT | Four to eight weeks. One defined problem — a pricing study, an entry study, a launch architecture — taken from question to decision-grade answer. |
| THE RETAINER | Quarterly. Design and build, held to numbers agreed in advance. Reviewed — and cancellable — at every quarter boundary. |
| THE EMBEDDED | We operate inside the motion: a partner and pod accountable for a revenue outcome alongside your team, until the system runs without us. |
ENGAGEMENTS START AT $3,000. SCOPE IS SET AFTER THE FIRST CONVERSATION. WE DO NOT PRICE AS A PERCENTAGE OF MEDIA SPEND.
FAQ
- Is this sales training?
- No. Training changes behaviour temporarily. We change the system the behaviour runs inside, then build the material it runs on.
- Do you design the deck or just write it?
- Both. Structure, copy and layout, delivered as editable source files in your accounts.
- Do you build the landing pages?
- Yes, as wireframes and as shipped pages on your existing site or stack. We do not require a platform change.
- What deal size does this suit?
- Deals with a buying committee and a procurement process, typically six figures and up.
- How does this relate to RevOps?
- RevOps builds the instrument — model, stages, dashboard. Sales Ops designs the motion and the material. They are usually bought together.
Bring us a hard problem.
Engagements begin with a conversation, not a proposal. Tell us where growth is stuck. We will tell you — plainly — whether we are the right instrument, and what we would do first.