GTM Technology Solutions

15/10/2026

Your CRM shows the pipeline. But does it explain why you're missing your revenue target?

A sales team can have plenty of leads, a healthy-looking pipeline, and regular activity yet still fall short of its revenue goals.

The problem isn't always a lack of leads. Sometimes, it's what happens between the stages.

• Opportunities remain stuck because follow-ups happen too late.

• Deals move through the pipeline without clear buying signals.

• Sales forecasts look promising, but actual orders tell a different story.

• Marketing generates leads, but nobody knows which sources produce real revenue.

Looking at CRM data alone may not reveal the full picture. Businesses need to connect sales activity with operational and financial outcomes.

That's where RevOps, connected systems, and AI-powered analysis can make a difference.

HubSpot can help teams understand leads, engagement, and pipeline performance. Odoo can connect sales with orders, inventory, invoicing, and other business operations. With reliable integrations, AI can help analyse patterns, identify bottlenecks, and recommend where teams should focus next.

The real opportunity is not simply generating more reports. It's understanding what is preventing revenue growth and what to do about it.

At GTM Technology Solutions, we believe better growth decisions start when data, teams, and business processes work together.
Contact us: https://www.gtmtechsol.com/r/Tfu

If your business missed its revenue target this month, could your current systems explain exactly why?

12/10/2026

AI agents won't fix a broken revenue process. They might just expose it faster.

There's a lot of conversation about AI agents in sales, CRM, and business operations. But before giving AI more responsibility, businesses need to ask a more important question:

Are our systems and processes ready for AI to act on them?

Imagine a company using HubSpot to manage leads and opportunities, while Odoo handles orders, inventory, and accounting.

The sales pipeline looks healthy, but stock availability is unclear, order information is delayed, or revenue numbers don't match expectations.

An AI agent can help identify these gaps, analyse performance against targets, and recommend the next steps. With the right integrations and permissions, it can even help execute approved actions.

But if the underlying data is incomplete, teams define metrics differently, or approval rules are unclear, automation can make existing problems harder to manage.

That's why we see Odoo + HubSpot + AI agents + RevOps as more than a technology combination.

It's an opportunity to connect the entire revenue journey from the first lead to the final revenue outcome so teams can make better decisions and act on reliable information.

The goal isn't simply to add AI to every system. It's to connect the systems, align the processes, and establish the right controls before allowing AI to do more.

Because the real value of an AI agent isn't how many tasks it can perform. It's whether those actions help the business reach its goals.

At GTM Technology Solutions, we're focused on that intersection: connected systems, smarter workflows, and AI that supports measurable business outcomes.

Would you trust an AI agent to take action across your CRM and ERP today, or would you first focus on fixing the data and processes behind them?

07/10/2026

HubSpot is becoming more interesting for RevOps teams, but not simply because AI can now help build things faster.

What interests us more is what happens when you connect the intelligence of Claude with the data already sitting inside HubSpot.

Think about a typical RevOps problem. Your company has a revenue target, a pipeline target and a set of conversion goals. HubSpot contains years of information about deals, activities, customers, sales cycles and pipeline movement. But knowing that the data exists is very different from turning it into a decision.

With HubSpot connected to an AI tool such as Claude, teams can start asking more useful questions:

Where are we falling behind?
Which stages are creating the biggest drop-off? Which deals are behaving differently from our normal pattern?
Are we generating enough pipeline to hit the target?
What needs to change if the current trajectory continues?

HubSpot's MCP capabilities now allow compatible AI tools to work with CRM context and, with the appropriate permissions, take actions such as creating or updating CRM records.

Then comes the part we find particularly interesting.

If the analysis shows that the team needs something HubSpot doesn't provide out of the box, Claude can help build it. That could be a lightweight internal dashboard, a forecasting tool, a deal-review workflow, a data-quality check or another small platform designed around a very specific business requirement.

The important shift is that building becomes part of the RevOps feedback loop.

You start with a business goal. You use your CRM data to understand where you stand. AI helps analyse the gap, build what is missing, and support the action needed to close it. Then you measure the result against the original goal and adjust.

The opportunity isn't to build more software for the sake of it.

It is to make the distance between we found a problem and we built something to solve it much smaller.

What RevOps problem would you build a small solution for today if the effort required to build it was no longer the biggest barrier?

29/09/2026

Odoo 20 was unveiled at Odoo Experience 2026 in Brussels, and after going through the release, one thing is clear: this is much broader than an AI update.

The interesting part is how many pieces of the business are being brought closer together. Odoo 20 touches CRM, Sales, Accounting, Inventory, Purchasing, Manufacturing, Website, eCommerce, Point of Sale, Field Service, Planning and Payroll, while adding AI capabilities across several of these workflows.

For GTM and RevOps teams, the CRM changes are particularly interesting. Odoo can now search a directory of more than 580 million entities, target industries and locations, generate leads, identify website visitors through IP detection, import contacts from Outlook or Gmail, and automatically route new leads into the appropriate pipeline.

That moves prospecting and lead management closer to the same system where the rest of the commercial process is managed.

The bigger change happens further down the process.

Odoo 20 can calculate minimum and maximum stock levels using recent sales, draft purchase orders, evaluate vendors, improve replenishment workflows, and connect purchasing more closely with inventory.

Manufacturing gets continuous production workflows and improved planning, while Accounting gets an AI assistant that can answer questions about receivables, cash flow and financial reports.

Then there is the AI layer.

Odoo 20 allows AI agents to execute processes from natural-language instructions, including creating or updating records and triggering automated workflows. External AI tools can also connect to Odoo and read or write data through MCP, subject to the permissions and tools exposed to them.

For SMEs and growing businesses, that combination matters because the problem is rarely a lack of individual software features.

It is usually the distance between one business process and the next.

A lead becomes an opportunity.
An opportunity becomes an order.
An order creates demand.
Demand affects purchasing, inventory, delivery and finance.

Odoo 20 is making more of that chain work inside one connected system.

So the question for businesses is not simply:

“What new features should we use?”

It is:

“Which processes should we redesign now that the system can do more of the work?”

What part of your business would you automate first with Odoo 20?

23/09/2026

Next stop: Brussels 🇧🇪

GTM Technology Solutions is heading to Odoo Experience 2026!

I’m looking forward to connecting with the global Odoo community customers, partners, founders and technology leaders and exchanging practical ideas on how ERP, CRM, RevOps, data and AI can help businesses operate smarter and scale with confidence.

Events like this are not only about discovering new technology. They are about meeting the people shaping what comes next, building meaningful relationships and exploring opportunities to collaborate.

If you’re attending Odoo Experience or will be in Brussels, let’s connect. I’d be delighted to arrange a coffee and exchange ideas.

Send me a message, and let’s find a time to meet.

https://www.gtmtechsol.com/r/IGW?

16/09/2026

Most companies don't really have a CRM problem. They have a revenue process problem.

We've been thinking about this a lot while working with businesses on Odoo and RevOps.

Marketing generates leads. Sales turns some of those leads into opportunities. Someone prepares a quotation, the customer places an order, operations gets involved, finance raises the invoice, and eventually leadership wants to know one simple thing: how much revenue are we actually going to generate?

The problem is that these activities often happen across different processes, spreadsheets, tools and teams.

Sales sees the opportunity.

Operations sees the order.

Finance sees the invoice.

Management sees a report.

But when those pieces aren't connected properly, everyone can have data without everyone having the same picture.

This is where we think Odoo becomes particularly interesting from a RevOps perspective.

Odoo can connect much more than just your CRM. A properly designed setup can connect the journey from lead → opportunity → quotation → sales order → delivery → invoice → revenue, while bringing the operational and financial information along with it.

That changes the conversation.

Instead of asking:

"Can Odoo manage our CRM?"

the more interesting question becomes:

"Can we design Odoo around the way our revenue actually works?"

Because implementing an ERP or CRM is one thing.

Designing the processes, data flows, automations and reporting around it is another.

That's really where Odoo + RevOps come together.

When sales, operations and finance are working from connected processes, leadership doesn't have to spend as much time trying to reconcile what happened across different systems. The focus can shift toward understanding what's happening in the business and what needs to happen next.

At GTM Technology Solutions, this intersection between Odoo, RevOps, automation and revenue intelligence is becoming an increasingly important part of the work we do.

Contact Us: https://www.gtmtechsol.com/r/Sad

We're interested in more than implementing software.

We're interested in building systems that actually support how a company sells, operates and grows.

How connected are your sales, operations and finance processes today?

15/09/2026

We spend a lot of time looking for buying signals.

A prospect visited the website. Someone from the account downloaded something. The company is hiring salespeople. A new CRO joined. They raised funding.

All of these can be useful signals. But there is another category that sales teams don't talk about nearly as much:

signals that tell you not to pursue the account right now.

We see a version of this often. A prospect has acknowledged a problem, but there is no active initiative around it. Nobody clearly owns the problem internally. They can't explain why it needs to be solved now. They keep asking for information, but every conversation ends without a meaningful next step.

And yet, because the account looks like a good fit, the outreach continues.

Another email. Another follow-up. Another attempt to create urgency that the buyer themselves isn't demonstrating.

The problem isn't always poor sales ex*****on. Sometimes the buyer simply isn't buying.

A useful way to look at an opportunity is to ask three things: Is there a problem? Is there a reason to solve it now? And is someone internally willing and able to move the decision forward?

If the answer keeps being “not really,” that is information too.

At GTM Technology Solutions, we think good prospecting isn't just about finding more reasons to contact someone. It is also about recognising when the evidence says stop.

Because knowing which accounts to leave alone can be just as valuable as knowing which ones to pursue.

14/09/2026

A prospect goes silent. What do you assume happened?

Most sales teams make the same assumption:

They lost interest.

So the follow-ups begin.

“Just checking in.”

“Wanted to see if this is still a priority.”

“Following up on my previous email.”

Sometimes, the prospect really has moved on.

But in complex B2B sales, silence doesn't always mean lost interest.

The buyer may still have the problem.

They may still believe your solution makes sense.

What disappeared may be the internal momentum needed to make a decision.

Imagine a CRO evaluating a new sales platform.

The sales team agrees the current setup isn't working.

The CRO speaks with vendors.

A proposal is requested.

Then...

Nothing.

No reply.

No meeting.

No decision.

From the outside, it looks like the deal went cold.

But internally, something else may have happened:

→ Finance hasn't approved the budget.
→ The CEO shifted attention to an expansion.
→ Procurement hasn't started.
→ The internal champion can't get leadership aligned.

From the outside, all of these situations look exactly the same:

No response.

That's why we find it useful to separate three things:

PROBLEM
Does the original business problem still exist?

PRIORITY
Is solving it important enough right now?

DECISION
Does the buyer have the people, budget and authority needed to move?

If the problem still exists but the decision can't move...

You may not have a dead deal.

You may have a stuck deal.

And those are two very different sales situations.

Pipeline activity tells you what happened.

Buyer context often tells you why.

So instead of asking:

“Why did they go cold?”

Try asking:

“What needs to happen internally for this deal to move forward?”

That question can tell you much more about your pipeline.

How does your sales team distinguish between a dead deal and a stuck deal?

11/09/2026

The prospect keeps asking difficult questions.

Your salesperson thinks the deal is slipping.

It might actually be getting closer.

“How does implementation actually work?”

“What happens to our existing systems?”

“Who would need to own this internally?”

“How long would it take?”

“What happens if our process changes halfway through?”

It’s easy to interpret this as resistance.

The conversation feels harder.

The buyer isn't saying “yes.”

And every answer seems to create another question.

But sometimes, the opposite is happening.

The buyer is thinking about what happens after they buy.

They’re trying to understand the risk, the internal impact, and whether the decision will actually work for their organisation.

That’s why we think there’s an important distinction between:

Questions that create friction

and

Questions that reveal buying intent.

Look at what the questions are really about:

Risk
What could go wrong?

Process
How would this actually work?

Ownership
Who needs to be involved?

Impact
What changes for our team?

Commitment
What happens after we decide?

The important part isn't simply how many questions a prospect asks.

It’s what those questions tell you about how they’re thinking.

A prospect asking about implementation may already be imagining the implementation.

A prospect asking about ownership may already be thinking about who needs to be involved.

A prospect asking what happens after the decision may already be considering the decision itself.

The easiest prospect to sell to isn't always the best opportunity.

Sometimes, the difficult conversation is the serious opportunity.

What’s the most revealing question a prospect has asked your sales team?

09/09/2026

“Can you send me some information?”

Sales teams hear this and often think:

They’re just trying to get rid of me.

Sometimes, yes.

But not always.

A buyer may genuinely not be ready for a sales conversation yet. They might still be figuring out whether the problem is significant enough to solve, trying to explain it to someone internally, or simply learning what good looks like before they involve a vendor.

That makes “send me some information” an interesting moment.

The mistake is treating every version of it as the same.

There’s a difference between low intent and early-stage intent.

One sounds like:

“Just send something over.”

The other might be:

“Can you send me something that explains how companies like ours approach this?”

Both sound similar on a sales call.

They aren't necessarily the same buyer.

The first may be closing the conversation.

The second may be doing homework.

The challenge for sales teams is figuring out which one they're looking at instead of immediately putting the prospect into a “not interested” bucket.

Sometimes the buyer isn't saying no.

They're saying:

“I don't know enough yet to say yes.”

And that distinction matters.

The question isn't always whether the buyer is ready to talk to Sales.

Sometimes it's whether you've given them enough information to become ready.

Contact us: https://www.gtmtechsol.com/r/OyF

Fractional RevOps consulting helping SaaS and SMB companies build predictable revenue engines. Expert in Odoo, Salesforce & HubSpot CRM implementation. Based in Netherlands, serving Europe globally.