GEAR: The Mental Model That Separates Scalers from Strugglers

Revenue leadership has been a theatre of anecdotes. Most GTM leaders are flying blind and chasing outcomes without understanding the mechanics behind them. What modern revenue leadership needs is a shift in mindset. From intution to instrumentation. From activity for its own sake to systems that compound.

For too long, revenue leadership has been a theatre of anecdotes.

We romanticise closers, celebrate instinct, and rehash war stories about the “deal that changed the quarter.” But behind closed doors, most GTM leaders are flying blind and in fact, chasing outcomes without understanding the mechanics behind them.

I’ve had the opportunity to lead and scale sales teams at some of the fastest-moving tech companies on the planet, Uber, Deliveroo, Tripadvisor, and launched fintech plays inside a B2B marketplace at Foodbomb. Across each chapter, one truth has crystallised:

Revenue is not a story. It’s a ...