In this stage its important for the account executive or sales person to be involved with their cross-functional counterparts: Collaborate with marketing, product, and customer success to develop a comprehensive go-to-market strategy, create sales materials, and gather insights about the target market.

Sales leadership Involvement: Train and guide sales reps on the strategy, align their objectives with the overall company goals, and provide them with the necessary resources to successfully implement the strategy. Ensure the strategy is reasonable with SMART goals and resources who can participate.