What if your outbound didn’t start with pitching a meeting...

What if your outbound didn’t start with pitching a meeting...
but with understanding the contract you need to win?

That’s what Adem Manderovic means when he says:
👉 Catalogue first. Sell the contract second.

Most GTM teams are still stuck in the Predictable Revenue loop:
• Push for the meeting
• Pitch the product
• Hope for timing

But here’s what happens when you flip it:

Instead of guessing who's in-market, your outbound starts with questions like:
• Who are you with now?
• What do you like about it?
• What doesn’t work?
• If you could change something, what would it be?

No pitch. No pressure. Just context.

If they’re locked into a contract, you note the renewal window.
If they’re not, you now have the ingredients of a winning bid - and permission to circle back when it matters.

That’s cataloguing.

And here’s the thing:
👉 Adem never shared this publicly until Chief Revenue School.
This system was only used by his teams, behind the scenes.
It took a long time - and a lot of conviction (from me) - to make it public.

We’ve even talked about pulling down the mini-series at some point.
So if you want to understand the real mechanics behind trust-based, timing-aware GTM...
Now’s your window.

#b2b