Established SMB · $5–25m revenue · 50–250 employees
You have the customers, the product, and the team. What you need is a structured GTM that makes revenue predictable, gives every rep a clear process to follow, and turns what your best people do into something the whole team can execute.
The Challenge
You've built a solid business on relationships, referrals, and a few strong sales people. But growth has plateaued. New markets need different messaging. New reps can't replicate what your top performers do. And your CRM is a junkyard of inconsistent data that no one trusts.
A lot of revenue is still tied to individual relationships. When a strong rep leaves, their pipeline and customer context tends to leave with them.
Discovery and qualification vary by rep. Some deals move smoothly. Others stall late for reasons that are hard to diagnose consistently.
The CRM holds data but not a process. Forecasting still relies on gut feel and manager intuition more than structured signals.
Expanding into new segments or moving upmarket requires a different value story. The one that got you here may not get you there.
Management time goes into chasing deal updates rather than building the team and the system that makes deals easier to close.
How ACT Playbook Helps
ACT Playbook helps established teams formalize what's working and fix what isn't, without blowing up the relationships and revenue you've already built.
Start with a structured value framework that codifies why your best customers buy, then build the process and tooling around it: MEDDIC qualification, CRM alignment, AI-powered content and outreach, and coaching that scales beyond your top reps.
The result is a GTM system that new hires can onboard into quickly, management can forecast on confidently, and the business can scale into new segments without losing what made you successful.
Capabilities That Matter Most
Codify why your best customers actually buy. Every rep tells the same story, not just your top performers.
Learn more →Stage definitions, exit criteria, and mutual action plans. What your best reps do instinctively, made explicit and teachable.
Learn more →Standardize how every deal gets qualified. Late-stage surprises become a thing of the past.
Learn more →Rebuild CRM around your sales process and personas. Turn it from a data dump into a forecasting engine.
Learn more →Scale coaching beyond what your managers can do manually. Data-driven feedback on every call.
Learn more →Add a systematic outbound motion alongside your existing inbound and referral channels.
Learn more →Which role are you?
ACT Playbook