PACK 015 PAGES Sales process and AI
An AI summary won’t fix a broken handoff.
Find the wasted work. Fix who hands over what. Then automate the bit that is worth doing.
THE FIELD LIBRARY / 20 GUIDES
Find your next useful idea.
THE OCTOBER 2026 COLLECTION
Better questions.
Something you can use.
Fix a messy handoff. Plan what happens after a demo. Work out whether an enterprise deal is worth the cost. Practical guides with worked examples and worksheets, plus new research-led field notes. No signup needed to download.
ZIP · Seven guides with practical worksheets and references
PUBLIC RESOURCE LIBRARYPractical guidance. Fictional examples clearly labelled.
PICK THE PROBLEM YOU NEED TO SOLVE
One problem.
One useful guide.
Open a pack to read on screen, or download it to keep. The worksheet fields are fillable in a compatible PDF reader.
PACK 015 PAGES 
PACK 025 PAGES Customer references
Your best customers are not your sales team.
Build a reference programme that answers buying questions without wearing out the people who already pay you.
PACK 035 PAGES Demos and buying progress
A good demo is not a buying decision.
End the demo with a task the buyer agrees to do, the blockers that matter and a clear next commitment.
PACK 045 PAGES Revenue operations
A usage forecast is not a commission plan.
In usage-based software, a customer’s forecast, contractual commitment and actual consumption are three different numbers. Pay rules must say which one counts.
PACK 055 PAGES Pricing and packaging
Free users are not a growth strategy.
Give the free plan a specific customer, a useful first outcome and an honest reason to upgrade. Then follow what happens after signup.
PACK 065 PAGES Enterprise value
One enthusiastic user is not an enterprise deal.
Find the person who will use it, the person who will argue for it, the person who can fund it and the people who can approve or stop the purchase.
PACK 075 PAGES Enterprise buying
That enterprise deal could be a terrible business decision.
Before promising custom work, estimate what the deal will consume in engineering, onboarding and support. A large contract can still leave very little worth having.
KEEP THE EVIDENCE IN VIEW
Know what the evidence actually supports.
These are original GTM Architect guides. The worked examples use fictional companies and illustrative numbers, so you can follow the method without mistaking it for an industry benchmark. Background sources are listed separately; they do not validate every recommendation.
NEW FROM GTMA RESEARCH
This week’s field notes
2026-10-17
A Workforce Percentage Is Not an Account Count
A worked example shows why counting firms and counting people can tell different stories.
Article and worksheet PDF →2026-10-17
High Accuracy Can Hide Missed Leads
Check what the model gets wrong before accepting its headline score.
Article and worksheet PDF →2026-10-17
A Missing Survey Year Is Not a Market Signal
A practical check before using an adoption chart to justify a sales plan.
Article and worksheet PDF →2026-10-16
Check What Your Lead Score Could Know
A practical input-timing check before testing a lead score.
Article and worksheet PDF →2026-10-11
Your Lead Score Is Useless If Nobody Knows Who to Call Next
Decide the call order before you buy a model or argue about scoring math
Article and worksheet PDF →2026-10-11
Your Sales Promise Is Someone Else’s Implementation Problem
Use a simple promise check before signature on implementation-heavy deals, and keep CS out of straightforward self-serve purchases.
Article and worksheet PDF →2026-10-12
Your Expansion Plan Is Not the Customer’s Shopping List
Separate customer evidence from seller ambition. Then choose the next conversation.
Article and worksheet PDF →2026-10-12
Stop Asking Your Sales Stack to Understand the Buyer for You
Automate the repeatable work. Keep a person responsible for the questions your software cannot settle.
Article and worksheet PDF →2026-10-13
Your Coaching Programme Needs an Exit Test
Before buying more sessions, agree what would make you continue, change or stop.
Article and worksheet PDF →2026-10-16
Your Performance Review Needs a Job Description
Write a six-line job description for the review: its purpose, inputs, responsibilities, output, boundaries and follow-up.
Article and worksheet PDF →2026-10-16
Give the Analytics Trial Its Own Spending Decision
Record two authorisations: what you may spend to learn, and what still needs approval before the larger purchase.
Article and worksheet PDF →2026-10-16
A Sales-Tool Rollout Is Not Proof of Adoption
Report what salespeople actually did with the tool, and keep the unobserved work marked unknown.
Article and worksheet PDF →2026-10-18
A Personality Finding Is Not a Review Rule
Test the proposed assignment rule before changing who gets which kind of review.
Article and worksheet PDF →START WITH A CLEARER NEXT MOVE
A better pipeline review.
One practical next step.
Explore Revenue Recovery with synthetic CRM evidence, or start a free Sales Process Review to investigate a concern with your team.