A buyer is waiting for a reply.
If a request changes hands and nobody contacts the buyer, define who acts next and when a manager gets notified.
Explore the exampleGo-to-market workflows for marketing and sales
Your team should know
what happens next.
KML maps how work moves between marketing and sales, then turns the decisions into a plan your team can build in the tools you already use.
Implementation is scoped separately.
Start with the work your team has to chase
Where does the work stop?
Your team is still copying data between tools.
If your team moves the same information between forms, spreadsheets, and your CRM, define what software can handle and what a person needs to check.
See the design workSales can’t see what brought the buyer in.
If campaign context disappears when a lead reaches sales, define which details move with the record and who acts on them.
Explore workflow designSee the decisions behind the process
A request is assigned.
Did anyone contact the buyer?
Explore an example from the first request to a confirmed action. Then see what happens when that action is missing.
Required information
Start with a request someone can act on.
The record needs the buyer’s contact details and the reason they asked to speak. Missing information goes to a named person for review.
Define the required fields before the process moves forward.
A notification is not the finish line.
If no contact is recorded by the agreed deadline, notify the manager. The manager assigns the next action, then the process returns to the contact check.
Example design only. Timing, data access, and responsibilities are agreed before implementation.
What you get
Start with one GTM workflow.
Your builder gets the rules, required data, and checks for completion.
Start hereGTM workflow map
GTM workflow map
+ build plan
Your RevOps team can implement the design. KML implementation and support are scoped separately.
Discuss a process map01 Process map
The steps from the first request to the completed action, with a person responsible for each step.
02 Build specification
The data required and the rules for each decision, including where a person must review the work.
03 Failure handling
What happens when data is missing or an action fails, who resolves it, and where the process resumes.
04 Acceptance checks
The tests that show the process works, plus a walkthrough with the person building it.
Other ways to work together
Meet Keith
Designed around
the work your team does.
I’m Keith. My background is in SDR leadership, and I build tools for the people doing the work. KML brings that practical approach to go-to-market workflows across marketing and sales.
The work starts with how your team works today, from a campaign response to the next sales conversation. The design makes the next action explicit, including what happens when something goes wrong.
See Tempo, a tool I built for repsFrom the blog
How I think about the work.
4 min read4 min read
Document it before you automate it
AI sales pilots rarely fail because of the AI. They fail because nobody wrote down the process the AI was supposed to run.
Where the human stays in the loop: a decision rule for sales automation
A simple test for deciding which sales steps software should handle, and where a rep stays involved.
Bring one process that is slowing your team down.
We’ll use the call to understand what happens today and decide whether a process map is the right next step.