Go-To-Market is Your Next Science to Master

Course Overview & Objectives (20:58)

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What's covered:-

1. Why it is important to create Pain & Solution Visualisations (02:05)
2. Creating a Pain Visualisation Internally (10:45)
3. Pain Statement Visualisation Examples (21:10)
4. Creating a Solution Visualisation (15:05)
5. How to test your Pain Visualisation on Real Prospects (22:57)
6. How to test your Solution Visualisation on real Prospects (28:52)

What's covered:-

1. How to Define Your Perfect Customer - Part 1 (23:12)
2. How to Define Your Perfect Customer - Part 2 (24:16)
3. How to identify your Economic Buyer (16:14)
4. Creating your Market Map Face Book (26:18)

What's covered:-

1. It's about the Why! Updating your Core Messaging (23:17)
2. Updating your Website Messaging (21:11)

What's covered:-

1. Creating your Go To Market Playbook - the different routes to market (21:38)
2. How to Sell - via inbound - Driving in New Leads (30:33)
3. How to Sell Outbound - Account Based Selling - Part 1 (23:06)
4. How to Sell Outbound - Account Based Selling - Part 2 (18:53)
5. Introducing MEDDIC - how to factfind everything (24:44)
6. The Discovery Call - how to run the 1st Sales Meeting (22:17)
7. The Solution Playback Call (21:01)
8. How to sell indirect - via Channel Partners (16:23)

What's covered:-

1. How to Price your Software (25:16)
2. How to Package your Software (26:26) 

What's covered:-

1. When and How to Hire a Sales Team - Part 1 (27:02)
2. When and How to Hire a Sales Team - Part 2 (27:02)