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Mark N: The M²ARK Method

The M²ARK Method

The Relationship-First System for Sales That Last

The 15 Essential Pillars of Success: a blueprint for thriving in the 21st century for businesses, charities and social enterprises

Winning by Being Good

Praise for THE GO-TO-MARKET CHEAT CODE "The Go-to-Market Cheat Code is exactly that-a secret weapon for B2B business success. Gray and Wagner share their hard-won wisdom and well-researched case studies to give you a leg up. In this new era of AI and Ecosystem-Led Growth, this is essential reading for every leader looking to scale and thrive." -BOB MOORE, Co-Founder and CEO of Crossbeam; nationally bestselling author of Ecosystem-Led Growth: A Blueprint for Sales and Marketing Success Using the Power of Partnerships "As Co-Founder of Stage 2 Capital, I have seen the transformative power of strategic B2B partnerships firsthand. Justin Gray and Josh Wagner's book, The Go-to-Market Cheat Code, is a masterful guide that distills decades of experience and insights into a compelling narrative. This book is a must-read for anyone serious about leveraging the power of collaboration to drive growth and innovation." -MARK ROBERGE, Co-Founder at Stage 2 Capital; Senior Lecturer at the Harvard Business School; founding CRO at HubSpot "Partnerships are one of the most sorely misunderstood-and underutilized-areas in B2B business today. As a result, organizations leave great amounts of revenue and opportunity on the table. In this book, Justin Gray and Josh Wagner demystify what it means to engage with strategic partners and all the benefits such an approach can unlock. If you want to reach today's sophisticated buyers, The Go-to-Market Cheat Code is your blueprint for success." -JAY MCBAIN, Chief Analyst, Canalys

The Secret to Unlocking B2B Growth

The Go-to-Market Cheat Code

Your pipeline is not too small. It is too full of deals that were never going to close.

Every seller carries them: the opportunity that has been "almost there" since March, the enthusiastic contact with no budget, the deal you privately stopped believing in weeks ago and are still working anyway. They do not cost you nothing. They cost you the hours you would have spent on the deals that were real.

QUALIFY OUT makes an uncomfortable, counterintuitive argument: the best salespeople win more because they chase less. The decisive skill in modern selling is not closing. It is finding out early - much earlier than feels comfortable - that there is no deal here, and having the nerve to say so.

WHAT'S INSIDE

- The five-question audit that tells you, in twenty minutes, which half of your pipeline is fiction
- Nine early signals that a deal is already dead, and the benign excuses that hide each one
- Discovery questions that produce facts instead of courtesy - plus the seven that matter most
- How to find who genuinely decides, what money genuinely exists, and whether anything is forcing this buyer to act at all
- The clean no: a five-part script for ending a deal without burning the relationship (and why it revives roughly one deal in five)
- How to take a dead deal out of the forecast and come out of that conversation with more credibility, not less
- What to do with the time you just freed - and how to survive the four-to-eight week valley before the results show up
- Six composite case studies showing exactly where each deal was decided, usually in week two
- A complete Field Kit: 60+ discovery questions, twelve word-for-word scripts, buyer-side stage definitions, a weekly thirty-minute ritual, and a thirty-day start plan

Qualify Out

Sales Force Management is a comprehensive guide to leading sales teams in today¿s dynamic business landscape, offering practical insights, strategies, and tools to navigate the challenges of modern sales management effectively. The Second Edition also delves into how technology, such as artificial intelligence, is reshaping sales force operations in the post-pandemic era.

Sales Force Management

Most B2B founders believe revenue problems are people problems. A stronger VP of Sales. A better marketing hire. A more disciplined team. So they replace people, repeat the pattern, and wonder why the number keeps moving in the wrong direction.Revenue Operations for B2B Founders argues that the model itself is wrong. Revenue is not what your people do. Revenue is what your system produces. And until founders understand that distinction, they will keep optimizing talent inside a broken architecture.This book gives you the Founder Operator Framework, a practical lens for diagnosing, designing, and operating a revenue system from zero to twenty million dollars. Covering everything from pricing behavior and funnel integrity to forecasting, churn, and the tools debate, each chapter pairs hard frameworks with real patterns from the field.You will not find silver bullets here. You will find a way of seeing revenue that changes how you build, and what you build next.

How Repeatable Systems Create Repeatable Revenue

Revenue Operations for B2B Founders

Stop Overthinking and Launch Your Dream Business

Fear Is a Liar

What does it take to turn frustrated customers into loyal advocates? Every startup wants loyal customers-but few know how to build a customer experience that consistently creates them. In Customer Success in Action, you'll follow the story of Zenith Software, a fast-growing startup struggling with churn, confusion, and missed opportunities. As the team embraces a practical Customer Success Framework, they begin to transform the way they onboard, support, engage, and retain their customers. This quick-read business fable brings Customer Success to life through a compelling story packed with real-world lessons. In a short amount of time, you'll learn how clarity, alignment, proactive engagement, and a customer-first culture can help turn struggling accounts into loyal advocates. Whether you're a founder, executive, Customer Success leader, or part of a growing team, this book will give you a simple, practical lens for building stronger relationships, reducing churn, and creating customers who stay, grow, and champion your business.

A Startup's Transformation

Customer Success In Action

Most sales books give you ideas. This one gives you standards.

PRECISE Selling isn't about motivation, personality, or clever tactics. It's about what actually changes performance-daily behavior, professional posture, and the discipline to ask when it matters.

Whether you're an SDR, AE, sales leader, or founder building your first sales engine-this is where you start.
From the creator of 20 Days to the Top-rebuilt from the ground up for today's buyers.

This system was built by sales leaders who still do the work. Every week. Hundreds of prospecting conversations. Real buyers. Real resistance. Real outcomes. It's the same playbook that helped one organization grow from $125 million to over $1.2 billion in revenue-not by hiring "better" sellers, but by enforcing better habits.
This is not theory. It's a 20-Day Sprint designed to professionalize your sales process.

Inside, you'll learn:
The 20-Day Sprint - A day-by-day rebuild of your process, from calendar to close.
Posture &amp; Presence - How to open any conversation so prospects treat you like a peer, not a pest, in the first six seconds.
The PRECISE Playbook - The complete framework connecting Posture, PIC Knowledge, and the skills that drive revenue.
The CLEAR Framework - A five-step questioning sequence that uncovers real pain without sounding like an interrogation.
The SHARP Method - How to handle "I need to think about it" and "Just send info" without panic or pressure.
Secure Agreement - How to stop leaving meetings with soft maybes and start locking in real next steps.
Downloadable Call Sheets - Prep tools for cold calls, warm calls, discovery, and presentations.



You'll also confront something less comfortable: what happens when teams train, agree, and then slide back into familiar habits anyway. Because in sales, doing nothing is still a decision-and comfort always shows up in the numbers.

If you adopt the standards inside, results follow. If you don't, nothing changes-and now you'll know exactly why.

20 Days to the Top

PRECISE Selling

Methods and Applications of Quick Commerce (Q-Commerce)

Edition Sales Excellence

Wie erreichen Unternehmen nachhaltige Sales Excellence und wie lässt sich diese systematisch steuern und weiterentwickeln? Dieses Buch zeigt Vorständen, Vertriebsleitern und Controllern, wie sie ihren Vertrieb konsequent an Markt- und Kundenbedürfnissen ausrichten und gezielt zur Höchstleistung führen.
Mario Pufahl erläutert, wie sich Sales Performance ganzheitlich entlang der vier zentralen Dimensionen Strategie, Organisation, Controlling und Personal entwickeln und managen lässt. Schritt für Schritt wird aufgezeigt, wie Unternehmen tragfähige Vertriebsstrategien formulieren, effiziente Organisationsstrukturen schaffen, leistungsfähige Steuerungskonzepte implementieren und ihre Mitarbeiter systematisch weiterentwickeln. Dabei stehen stets konkrete Anwendungsbeispiele und klare Handlungsempfehlungen im Mittelpunkt.
Die vollständig überarbeitete 3. Auflage integriert aktuelle Entwicklungen wie Künstliche Intelligenz und datengetriebenes Pricing und zeigt anhand praxisnaher Fallstudien, wie moderne Technologien die Vertriebssteuerung nachhaltig verbessern können. Zahlreiche Checklisten, Best Practices und Experteninterviews mit führenden Persönlichkeiten aus Wirtschaft und Forschung machen das Buch zu einem unverzichtbaren Leitfaden für die erfolgreiche Transformation des Vertriebs.
Ein fundiertes Praxisbuch für alle, die ihren Vertrieb strukturiert analysieren, gezielt optimieren und dauerhaft auf Erfolg ausrichten möchten.

Exzellenz im Vertrieb mit ganzheitlichen Steuerungskonzepten und KI

Sales Performance Management

How Founders and Sales Leaders Turn Trust Into Customers and Scalable Go-to-Market

The Credibility Engine

The M²ARK Method

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