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Go-To Market Plan
This document outlines Dennis Antolin's go-to-market plan for a tech product. It includes identifying the target client and lead channels, mapping out the buyer's journey through awareness, consideration, and decision stages, and developing a sales strategy using a S-P-I-N framework. It also provides a sales battlecard template to position the solution against competitors by highlighting their weaknesses, asking questions, and handling objections.
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Go-To Market Plan
- 1. Dennis Antolin |2020 TECH PRODUCTS GO-TO MARKET PLAN Work, Learn and Collaborate
- 2. • Target Client •Lead Channels • Buyer's Journey • Sales Strategy • Sales Battlecard DennisAntolin|2020 THE OUTLINE
- 3. Who Are YouSelling To?DennisAntolin|2020
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- 5. The Buyer's Journey AWARENESS STAGE ProblemTerms: Troubleshoot How To Resolve Upgrade Optimise CONSIDERATION STAGE Solution Terms: Solution Provider Service Device Software DECISION STAGE Comparison Terms: Compare Versus Pros & Cons Reviews Test
- 6. S-P-I-N SELLING A TECHPRODUCT SITUATION • How do you currently manage your customer’s contact details? • How do you keep track of what’s happening in your sales pipeline? • How do you maintain an overview of how your individual sales reps are performing? PROBLEM • Was the amount of training you needed to get up and running with your CRM ever a problem? • Do you find it’s expensive adding new users to your CRM? • What’s the biggest problem you’re facing so far when managing your sales pipeline? IMPLICATION • If leads don’t get input into your CRM system, what’s the impact on your sales outlook? • If training on your CRM is costly and time-consuming, what does that mean for new reps when they start? • If you can’t accurately see your performance to date, how much response time do you have to implement a fix if you anticipate your sales are falling short of a target? NEED PAY-OFF • Why is being able to have a big picture overview of your sales pipeline important to you? • If you could cut the amount of time spent training new staff on your CRM, what impact would that have? • If you could see the opportunities in your pipeline at a glance, how would that help you achieve your sales targets?
- 7. Sales Battlecard WEAKNESSES Competitor's weaknessesand vulnerabilites QUESTIONS TO ASK Question a sales rep can ask to best position your solution WHY WE'LL WIN? Highlight why customers will choose your solution over this competitor HANDLING OBJECTIONS How to handle a common objection to your solution when compared DennisAntolin|2020 OVERVIEW Brief description of the company, product, and market STRENGHTS Competitor's key strengths and differentiators vs.
- 8. Thank You DennisAntolin|2020 DENNIS ANTOLIN BusinessDevelopment Consultant LINKEDIN ph.linkedin.com/in/dennis-antolin MOBILE NUMBER +63 917 563 0096