9. The Stair-Step Approach to Enterprise Sales The Customer You Want To Get Here The Customer He Needs to See Using Your Product Before Buying The Customer He Needs to See Using Your Product Before Buying Start Here The Customer He Needs to See Using Your Product Before Buying The Customer He Needs to See Using Your Product Before Buying
12. Exercise (3-5 Hypotheses) Target customer Need Value proposition Competitors Competitive differentiation Go To Market strategy (include channels) Initial tactics– customers & channels Team / Resources Other thoughts on how to test?