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Kind of interesting to have a really, really deep tactical sales conversation on the finance stage.

But hopefully people will find this a little bit entertaining and maybe a bit useful.

So my name is Michael Burns. I'm Chief Revenue Officer at a company called VFairs.

A little bit about, if I could get the clicker to go. Yes, no? Yeah. No. Okay. I'll talk about myself,

and then we'll go into the next slide. So I've been in go-to-market leadership positions for

years, about 20 years.

I started early in my career as an individual contributor in sales and then did a startup in 2006 with a couple of colleagues,

business information and business services startup, which was great and very relevant to today's topic

because we grew super fast from 2006 to 2008 and then super not fast for the next couple of years.

And that was a great lesson in my career of how to pivot and deploy a playbook.

Over the intervening years from my exit in that startup back in 2015 until today, I've

really focused more on scale-ups than start-ups.

So I was with a Martec ad tech company that we took from 50 to 80 million in a year, an

event technology company that I took from 20 to about 100 in

two years, litigation services company that we doubled revenue within a quarter. So my bag, as it

were, is kind of coming in, rolling out a playbook that's very practical and gets to repeatable revenue fast.

So what I'm going to talk about today is some fairly tactical stuff, right?

We're not going to really talk about the total strategy of the playbook and all the different

dashboards that you need to use and the different acronyms that I'll roll out.

...