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GoNoodle, a mission-driven company with ~50 employees, was entering a critical stage of growth. Their Revenue team needed scalable sales processes, clearer GTM alignment, and better enablement resources to empower sellers and customer-facing teams.
The leadership team engaged ReflectPath to design foundational systems and enablement programs to prepare the revenue organization for scale.
Inconsistent processes across Account Executives, BDRs, and Partner Success Managers.
Fragmented content and resources with limited visibility into usage and impact.
Onboarding gaps for new sellers, leading to long ramp times and reliance on ad hoc training.
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Unclear GTM strategy and vertical alignment, making it difficult to prioritize opportunities.
Working directly with the CRO and sales leadership, ReflectPath Principal Advisor Fiona Simpson embedded as a fractional GTM advisor and led multiple workstreams:
Designed and launched a centralized, user-friendly hub (Google Workspace + Slack) for sales collateral, training, and process documentation.
Partnered with Product Marketing and Sales Leaders to align content ownership and ensure version control.
Developed detailed buyer personas for priority verticals: Entertainment, Consumer Products/Toy/Retail, Travel & Tourism, and Healthcare.
Documented roles, motivations, decision criteria, preferred content, and channels to guide sales plays and ABM campaigns.
Built a step-by-step sales process mapping seller and buyer actions, decision gates, timing, and required tools.
Created a companion training series to standardize execution across the team.
Redesigned new hire onboarding for AEs, introducing a extensive ABM strategy implementation and structured sales funnel training.
Delivered interactive enablement sessions with scenario-based practice (e.g., BANT qualification).
Guided the transition from Pipedrive to HubSpot.
Developed a HubSpot Sales Workspace training guide for AEs, BDRs, and Partner Success, along with a “train-the-trainer” guide for future facilitation.
ReflectPath’s work gave GoNoodle’s revenue team a stronger foundation for scale. With clear vertical strategies and detailed personas, sales teams sharpened their messaging and improved targeting.
The new onboarding framework shortened ramp times, equipping new hires with the context and structure they needed from day one. Standardized sales processes and tools created consistency across AEs, BDRs, and Partner Success, reducing friction and boosting confidence in execution.
Finally, the centralized Enablement Hub and HubSpot migration provided scalable infrastructure that empowered the team to operate more efficiently, track performance, and sustain growth well beyond the engagement.
Stronger GTM Alignment: Clear vertical focus and personas improved sales messaging and targeting.
Faster Onboarding: New hires gained critical context and structure from day one, reducing ramp times.
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Consistent Sales Execution: Standardized processes and tools enabled sellers to run deals with confidence and accountability.
Scalable Infrastructure: The Enablement Hub, sales process documentation, and HubSpot training positioned the team for sustained growth.
— Testimonial —
Teri B. , CRO, GoNoodle
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