On Tuesday, we talked about what it means to turn strategy into systems, and why LEVERAGE is the phase where everything clicks into motion.
Now, here’s what we actually built.
But first, a shift worth calling out:
Originally, this phase was supposed to be where, after diagnosing, aligning and strategizing, we finally started pulling the right levers. Leverage, get it? Building and gaining momentum now that the new revenue foundation is laid. And then EXPAND was where we were going to pull more levers and work on expanding what we just built. Get your ducks in a row and then pull the levers.
However… after my own experience with an advisor who is working with me on a slow build, I realized I was also building a slow build. And since I refuse to think I am abnormal, I figured others would be frustrated with so much planning and so little doing. Here’s the fun of watching me build in public, you get to see pivots real time and the reasons for them.
Most companies can’t (and shouldn’t) wait for LEVERAGE to get traction.
So we moved some of the highest-impact diagnostics up into STABILIZE. The goal? Identify and pull one or two critical levers early, so we get some early wins and start gaining momentum.
At the same time, we pulled a few EXPAND tactics forward into this phase, so that momentum can start building faster.
EXPAND is still its own phase, and it is still about expanding. But now it’s more advanced. We’ll talk about that next week.
Actionable Tip
Ask yourself. Or ask your leaders:
What internal process or handoff causes the most eye rolls?
That’s where your growth is leaking. Pick one messy point, maybe onboarding, QBRs, or cross-sell, and tighten it up. A frictionless internal system creates a frictionless buyer experience.
What We Built:
Smart Playbooks: Detailed, role-specific playbooks for Sales, Client Success, and Partnerships. Leaning on my corporate sales leadership experience, they’re designed to be used, not just filed away. These are stripped down to what reps and managers actually need to move deals forward and keep clients happy.
Coaching + Enablement Tools: From question libraries to peer learning programs, we built the infrastructure to support growth after the strategy session ends. Leaning on my time spent as a coach, this is where we bring practice and perfecting of the process to the system. This is how we make sure it sticks.
Revenue Optimization Diagnostic: This one’s big. It replaces generic audits with a focused assessment on what’s really driving (or slowing) performance. And it’s built to be updated quarterly, so you can track progress, not just problems.
GPT Toolkit: A practical guide and prompt library for sales teams, CS reps, and even partner leads to use GPT in the field, reducing time spent on admin tasks.
Execution Systems: From QBR templates to coaching calendars to onboarding workflows… we made the back-end match the front-end ambition. Because if your team can’t follow through, your strategy doesn’t matter.
Not sure what lever to pull first?
Let’s find it together. The Alignment Scan is a no-pressure call where we walk through your revenue engine and spot what’s breaking, and what you should fix first.
It’s a clarity call. And it might be the shift you need to get this quarter back on track.
Book your Alignment Scan
Free Tool for Subscribers: Sales Enablement Touchpoints
If you want sales enablement that actually helps enable your sellers to sell more, let’s move beyond tools that help them organize or automate manual tasks. Let’s start envisioning what more sales enablement can do, here’s how to get started.
Download the tool here
If you’re the kind of leader who wants to move fast without skipping the foundation—LEVERAGE was built for you. Forward this to someone who’s ready to stop winging it and start scaling with intention.
Join me next week and let’s work on expanding what you’ve built!
P.S.
All of the free tools we’ve shared during Summer of SCALE are now in one place—including the B2B Summer Sales Vault.