Todd Yancey

Building Enduring Revenue

The Revenue Diagnostic · six minutes

What is really breaking your revenue?

Thirty statements across six pillars — the five stages of the Revenue Foundation and the AI agents already inside your revenue engine. A score out of one hundred, the three findings that matter, and a ninety-day plan. Free, and nothing is collected unless you ask for the report by email.

Insight and ICP

01 We can describe our ideal customer precisely enough to disqualify a prospect in one call.
02 We know the trigger event that makes a buyer act in the quarter they act.
03 We have talked to at least ten people who match the ICP in the last thirty days.
04 We know which segment we win in and which we lose in, with numbers.
05 Marketing and Sales use the same written definition of the buyer.

Value hypothesis and positioning

06 A prospect has repeated our positioning back to us unprompted.
07 Our price is tied to an outcome the buyer can measure.
08 We can name the three alternatives a buyer considers, including doing nothing.
09 We have a written value hypothesis that three customers have confirmed.
10 We know which claim in our pitch we can prove today and which we cannot.

Discovery and qualification

11 Every seller uses the same discovery question set.
12 We qualify out no-decision deals before they reach the forecast.
13 Every opportunity in the pipeline has a named economic buyer and a decision date.
14 We know why we lost the last five deals, from the buyer, not the seller.
15 Discovery on enterprise deals covers security, authority and evidence questions.

The first repeatable deals

16 Someone other than the founder has closed a deal from first touch to signature.
17 We have won the same deal three times with the same playbook.
18 We have two customers who will take a reference call this week.
19 The founding deals are documented as a playbook a new hire could follow.
20 Our first account executive is ramped and at or near quota.

The revenue operating system

21 We run a weekly pipeline review with exit criteria per stage.
22 Our forecast has been within ten percent for two consecutive quarters.
23 Finance signs the revenue numbers the board sees.
24 Pipeline coverage for next quarter is at least three times the target.
25 Every part of the engine — pipeline, forecast, hiring, enablement — has a named owner.

AI and agents in the revenue engine

26 We keep an inventory of every AI agent used in sales, marketing and success.
27 Every agent that touches customer data or spend has a written mandate with limits.
28 We can verify what an agent did — the evidence feed — not just what it reported.
29 We measure AI in the revenue org on inputs, outcomes and organization, not on usage alone.
30 Our AI-generated forecast inputs are checked against the CRM before they reach the board.

Questions founders ask

01
Question

How is it scored?

Thirty statements, two points each, sixty in total, shown as a score out of one hundred. Eighty and above is strong; sixty to seventy-nine is developing; forty to fifty-nine is at risk; under forty is critical. Each of the six pillars is scored on its own so you can see where the system is failing.

02
Question

Is anything collected?

Not unless you ask for the report by email. The diagnostic runs in your browser; the score, findings and plan appear on this page and nothing is sent anywhere. The email form is optional and sends only what you see.

03
Question

Why is there an AI pillar?

Because the revenue organization is adopting agents faster than any other function — prospecting, enrichment, call notes, forecasting — and a board is being shown numbers nobody can verify. No other revenue diagnostic scores it. The fix is on the Operator Edition pages.

Where this fits · Work With Me

How I work

Three ways to engage — the two-week diagnostic, the ninety-day foundation, the retained seat — and the terms in one paragraph.

Open »
Two minutes

The quick version

Twelve questions across the five stages if you only have two minutes.

Score your engine »

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About Todd Yancey

Todd Yancey is a Chief Revenue Officer and enterprise SaaS growth executive with 25 years building and scaling global go-to-market organizations across AI, cloud, cybersecurity, and FinTech — $100M+ personally closed, $1B+ in team revenue. He is the creator of The Seven C’s of Selling.