Go to Market Strategy
Size Markets and Segments
Calculate addressable and obtainable markets; prioritize segments to target.
Research Buyers and Define ICP
Identify typical buyer needs, KPIs, and purchase processes; define characteristics of ideal customer.
Define
Messaging
Document a prioritized list of buyer needs, company and product value propositions, and differentiators.
Define Demand Generation Plan
Identify channels; estimate conversion rates and costs; develop an execution plan.
Establish Sales Strategy
Identify required sales skills/roles; determine partner strategy; produce hiring and deal flow model.
Size Markets and Segments
Calculate addressable and obtainable markets; prioritize segments to target.
Research Buyers and Define ICP
Identify typical buyer needs, KPIs, and purchase processes; define characteristics of ideal customer.
Define Messaging
Document a prioritized list of buyer needs, company and product value propositions, and differentiators.
Define Demand Generation Plan
Identify channels; estimate conversion rates and costs; develop an execution plan..
Established
Sales Strategy
Identify required sales skills/roles; determine partner strategy; produce hiring and deal flow model.
Sales Leader Coaching
Prepare for Growth
Develop leadership skills needed for scaling teams and processes in high-growth environments.
Standardize Leadership
Practices
Align front-line managers on performance management, deal inspection, and coaching routines.
Strengthen Forecasting
Rigor
Coach on building confidence in forecast accuracy and using data to drive decision-making.
Foster Talent
Development
Build plans to recruit, grow, and retain top-performing sales leaders.
Create a Feedback
Culture
Equip leaders to run effective 1:1s, deliver tough feedback, and promote continuous improvement.
Support Organizational
Alignment
Help leaders connect their team’s execution with company goals and cross-functional partners.
Determine Data Needs
Source account and contact data; capture prospect intent and engagement; identify reporting requirements.
Define Automation Needs
Assess needs and opportunities; develop user and stakeholder requirements
Design Solutions and Workflows
Assess potential solutions on workflows; assess user impact and adoption challenges.
Select and Implement Solutions
Develop evaluation criteria; invite vendors; assess and select solutions .
Sales Leadership
Define Leadership Structure
Assess organizational needs; define leadership roles, responsibilities, and span of control.
Establish Hiring Profile
Identify key leadership traits and competencies; define experience and cultural fit requirements.
Support Executive Hiring Process
Provide role scoping, interview strategy, and candidate evaluation criteria.
Develop Leadership
Onboarding Plan
Design tailored onboarding experience to ramp sales leaders quickly and align them with company goals.
Align Leadership Team
Facilitate alignment on vision, strategy, KPIs, and operating cadence across revenue leaders.
Strengthen Leadership Capabilities
Coach sales leaders on pipeline ownership, performance management, and cross-functional influence.
Determine Data Needs
Source account and contact data; capture prospect intent and engagement; identify reporting requirements.
Define Automation Needs
Assess needs and opportunities; develop user and stakeholder requirements
Design Solutions and Workflows
Assess potential solutions on workflows; assess user impact and adoption challenges.
Select and Implement Solutions
Develop evaluation criteria; invite vendors; assess and select solutions .
Sales Management
Define Frontline
Manager Role
Clarify scope of responsibility; outline expectations for team performance, coaching, and reporting.
Standardize Operating
Cadence
Establish regular 1:1s, team meetings, pipeline reviews, and forecast checkpoints.
Enable Deal and Pipeline Management
Train managers to inspect deals, coach on deal strategy, and drive pipeline health.
Coach on Performance Managemen
Support managers in setting goals, delivering feedback, and addressing performance issues.
Develop Manager Training Program
Define core competencies; create a structured training path for new and existing managers.
Reinforce Accountability and Culture
Align managers on driving accountability, motivation, and team culture through daily leadership behaviors.
Define Review Requirements
Match metrics needs with management reviews; define scorecards and reports.
Define Data Requirements
Identify required source data; design data ETL requirements.
Produce Scorecards and Reports
Select reporting tool(s); design and produce reports.
Revenue Operations
Define Sales
Process
Identify roles, responsibilities, deliverables and exit criteria for each deal stage.
Establish a
Deal Desk
Define discount protocol and escalation process.
Develop Quota, Compensation and Hiring Plans
Develop profitability model.
Implement CRM, Establish Pipeline Reporting
Set-up pipeline and business review cadence and reporting.
Define Sales Process
Identify roles and responsibilities, deliverables and exit criteria for each deal stage.
Establish a Deal Desk
Define discount protocol and escalation process.
Develop Quota,
Compensation
and Hiring Plans
Develop profitability model.
Implement CRM, Establish Pipeline Reporting
Set-up pipeline and business review cadence and reporting.
Sales Enablement
Build
Onboarding
Define process for hiring, onboarding and offboarding sales reps.
Establish Selling Methodology
Select methodology; train reps; operationalize the steps.
Manage Training and Content Usage
Develop process for packing enablement; define requirements for tracking and reporting usage.
Develop
Selling Skills
Identify skills / competencies to hire and develop; establish rating system for continuous improvement.
Establish Coaching Regimen
Define coaching process by role; train managers; produce reports.
Build Onboarding
Define process for hiring, onboarding and offboarding sales reps.
Establish Selling Methodology
Select methodology; train reps; operationalize the steps.
Manage Training and Content Usage
Develop process for packing enablement; define requirements for tracking and reporting usage.
Develop Selling Skills
Identify skills / competencies to hire and develop; establish rating system for continuous improvement.
Establish Coaching Regimen
Define coaching process by role; train managers; produce reports.
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