Achieve that competitive advantage with a strong Go-to-Market strategy. As a Startup CEO, Founder, Product Leader or Sales & Marketing Manager, you need to deliver a unique value proposition to customers - and this course can help you begin that journey. In this foundational course, you will learn how to identify the real pain points in your target market, build ideal customer profiles, stakeholder maps and personas; you'll create compelling elevator pitches and messaging; understand which go-to-market model is best suited to your businesses; learn about the key success metrics you need to track; and how to structure your team. By the time you're finished, you'll be ready to hit the gas and rapidly grow your revenues! • • • • • Chief Revenue Officer Student Beans salesimpact.io Become a member Already a member?
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Transcript
Achieve that competitive advantage with a strong Go-to-Market strategy. As a Startup CEO, Founder, Product Leader or Sales & Marketing Manager, you need to deliver a unique value proposition to customers - and this course can help you begin that journey.
In this foundational course, you will learn how to identify the real pain points in your target market, build ideal customer profiles, stakeholder maps and personas; you'll create compelling elevator pitches and messaging; understand which go-to-market model is best suited to your businesses; learn about the key success metrics you need to track; and how to structure your team. By the time you're finished, you'll be ready to hit the gas and rapidly grow your revenues!
• Identifying and expressing the real problems you solve•The huge difference between vitamins and pills•Clarifying the opportunity through your pain POINT
Class 1No Pain, No Gain: Finding Your Pain Point
Class 2Own It: Defining Your Niche
Class 5Nice to Know You: Getting Personal with Personas
Class 6Pitch Perfect: Communicating What You Do
Class 3Love at First Sight: Identifying Your ICP
•The incredible business benefits of going niche•Framework for finding and defining your niche•How to know you’ve found your niche
•What are personas and how to use them•Creating personas and anti-personas•Persona template
•Structuring your elevator pitch•Content development exercises•Pitch delivery practice
•The fundamentals of an Ideal Customer Profile •Developing your ICP pre-sales•Evolving ICP from early Product-Market Fit
Class 4To Infinity & Beyond: Defining Your Market
•Advanced ICP development for scale•Defining your Total Addressable Market•Stakeholder mapping
Mark has over 15 years experience leading B2B go-to-market teams across sales, marketing and customer success in multiple sectors and international markets.He’s currently the founder of GTM Works, a specialist go-to-market consultancy for Seed to Series-B SaaS scaleups; a mentor at ScaleWise and Techstars; and an active member of the London Revenue Collective. Prior to this he was the Chief Revenue Officer at Attest, leading the go-to-market team from their seed to Series-B and millions in annual recurring revenue.