Align around shared goals & land where you want to.
I run a business that was “inbound” for 10 years, and I’ve had to switch to “outbound”. I can handle opportunities after the initial call is scheduled, but the fractional support has been supportive in the process of building an outbound pipeline.
We are inundated with tools to help us - as managers and individual contributors - to be successful. Some actually help -- and this is one of those. I’ve stopped relying on my gut (or my rep’s gut) to determine what we will work on. Now, it’s clear. Today, we are more closely aligned and working together.