Scott Leese says to remove SDRs

The New Frontier of GTM: From Activity Obsession to Alignment Mastery

We’ve heard it before: more calls, more meetings, more activity.

The future isn’t about doing more.
 It’s about aligning on what truly matters.

As 🏄🏼‍♂️ Scott Leese once said… For those old enough to remember…..we didn’t always have SDRs just to hit meeting quotas. Sales used to be full-cycle, high-trust, deeply commercial. 
Now, the next frontier isn’t just about roles it’s about the very measurements we live by.

Closed Circuit Selling™ (CCS) and Revenue Alignment Architecture™ (RAA™) unlock this shift.

They move us from activity obsession to alignment precision.

Instead of chasing metrics that fragment teams,
we track what actually drives revenue:

Real market validation (3, 6, 9-month timing signals)
Cross-functional intelligence flow
Unified feedback loops between Sales, Marketing, Product, Finance & Leadership
Roadmaps built on truth, not internal opinion

Funnels leak. Frameworks fragment.
Architectures align.
Circuits scale.

That’s why CCS™ isn’t a playbook. It’s a Commercial OS.
Not a script. Not a sequence. An architecture.

In the next 36 months

• GTM orgs will rebuild around alignment, not SDR-to-AE handoffs.
• CROs will stop optimizing “funnel stages” and start validating readiness windows.
• SaaS boards will seek signal, not spray.
• And Chief Revenue School will guide the shift, the same way double-entry bookkeeping became finance’s north star.

Frameworks optimize.
Architectures endure.
Circuits scale.

#B2B
#ClosedCircuitSelling #RevenueAlignmentArchitecture #ChiefRevenueSchool #GTM #CROSchool #CommercialOS #B2BAlignment #ScottLeese