Fractional leaders win or lose in the first week. In this episode of The Revenue Circle, Mahesh Iyer sits down with Lara, a fractional GTM operator who has scaled teams and regions under pressure. She breaks down how to read a business in the first 72 hours, aligns CEO expectations with field reality, and structures customer discovery that surfaces real problems fast. You will hear a practical playbook for outbound that actually produces a qualified pipeline, how to hire and coach A-players, and what changes when you cross borders and sell across cultures. Lara concludes with candid guidance for operators exploring the fractional path, emphasizing the mindset, stamina, and discipline required to consistently deliver outcomes.
The first 72 hours set the trajectory; verify internal dynamics and pipeline truth.
Align CEO expectations with what the data and customers are actually saying.
Customer discovery must expose real pain, not confirm internal narratives.
Outbound that works is systematic: list quality, message rules, review cadence.
Senior hires raise the performance ceiling when paired with clear scorecards.
Coaching is individualized; standards stay firm, methods flex.
Cultural nuance shapes discovery and consensus in cross-border deals.
Fractional leadership requires resilience, clarity of scope, and ruthless focus.
Transparent coaching builds trust and accountability across the team.
Discipline and consistent execution beat tool sprawl and slogans.
Please find Lara's LinkedIn profile
https://www.linkedin.com/in/lara-borenovic/
