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.

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 You Selling To?DennisAntolin|2020

4. LEAD
CHANNELS
THE BULLSEYE FRAMEWORK
DennisAntolin|2020

5. The Buyer's Journey
AWARENESS
STAGE
Problem Terms:
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
TECH PRODUCT
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 weaknesses and
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
Business Development Consultant
LINKEDIN
ph.linkedin.com/in/dennis-antolin
MOBILE NUMBER
+63 917 563 0096