Send us a textHere are the core areas we discuss in today's episode:1: From Scientist to GTM Leader: A Journey of System-Level ThinkingRandi Sue opens the conversation by sharing her unconventional path from a clinical scientist with a "math science brain" to a Go-to-Market leader. This unique background shaped her entire approach to revenue growth.“whether it's engineer or clinical scientist, you're taught system level thinking.”She explains how this foundation in system-level thinking and a pivotal conversation with a mentor propelled her into the commercial side of healthcare, where she quickly excelled by applying a scientific, data-driven mindset to sales and customer relationships.2: The "Lab Mindset": A Framework for Intentional GrowthRandi Sue introduces her "lab mindset," a powerful framework for designing and executing a successful Go-to-Market strategy. It’s about moving beyond guesswork and embracing a structured, experimental approach.“So 1st off lab mindset is really about thinking from a system perspective... you have to have a system in place that considers all the inputs and the outputs, you know, in its simplest form.”This mindset requires fanatical documentation, rigorous change control, and a constant search for patterns in the data to understand which levers will truly move the needle in your system.3. The Power of Micro Movements: Compounding 1% GainsA key theme of the conversation is the incredible impact of small, consistent improvements. Randi Sue explains why focusing on "micro movements" is more effective than chasing large, elusive goals.“it's about small movements that compound over time, right? And and that's why I like to call them micro movements.”She details how making 1% improvements every day—whether in sales cycles, deal sizes, or customer acquisition costs—compounds over time, leading to significant, sustainable growth and a shorter path to achieving your goals.4. Documentation as a Superpower: Why You Need to Write It DownRandi Sue argues that one of the most overlooked yet critical disciplines in any business is documentation. Without it, you're flying blind and cannot learn from your successes or failures."one of my superpowers coming from the science world is that if it wasn't documented it didn't happen. So I am fanatical about documenting.”She emphasizes that documentation isn't just about recording what happened; it's about using data to drive decisions, explain the "why" behind changes, and create a playbook that allows you to pivot effectively and make better decisions based on your unique business environment.5. Be the Change You Want to See: Championing Women in GTMRandi Sue shares her passion for supporting and amplifying other women in the Go-to-Market space, emphasizing the importance of allies and creating a supportive community.“So I think 1st off, it's, you know, be the change you want to see right? So as a female leader, it's, you know, supporting other women, amplifying other women, and also like bringing allies like you.”She explains that her own biggest opportunities have come from allies who spoke up for her when she wasn't in the room, and she encourages others to do the same to foster a more inclusive and empowering GTM community.Support the showLearn more at www.forceandfrictionpodcast.com

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