The New Product Marketing Playbook

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April Dunford

Business News & Politics

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Zero to 100 is a learning program from David Skok. It is a detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major emphasis of the course focuses on building a repeatable, scalable and profitable growth machine. Once you have that in place, you are ready to hit the gas and scale like crazy. To see videos of the presentations, click here: https://www.forentrepreneurs.com/matrix-growth-academy-zero-to-100-videos/

Sales Playbook Template

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Download the Sales Strategy Template fourquadrant.com/product/strategic-account-plan-template/ Sales Strategy Template - The outline for s sales strategy plan should include an assessment of the customer’s business, opportunities that are prioritized, a summary of the team’s capabilities, an evaluation of relationships and a sales action plan. Strategic Market Planning - Assessing a customer’s business is a fundamental element of strategic market planning. Start with a basic SWOT and then drill down to develop value statements that specific to specific business initiatives. Sales Strategy Plan - The sales strategy plan should be centered around the opportunity area that provides high value to both the account and the vendor. Other opportunities may exist but win / win’s are the best possible outcome. Marketing & Sales Strategy - Document the sales strategies and capabilities required to penetrate and or expand into the account. Sales Tactics - The identification of key customer contacts required to advance the strategic and tactical aspects of the sales are key sales tactics. Formalize the collection of this information for the entire account team to leverage. Market Development Strategy - The market development strategy must document the tangible, objective, quantitative measures of success. These sales metrics are typically expressed as subscription, bookings or revenue. Download the Sales Strategy Template fourquadrant.com/product/strategic-account-plan-template/

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In today's world, buyers expect an exceptional customer experience from their vendors. In this webinar, SalesLoft Certified Partner, InStereo, will show us how to better understand our buyers' journeys and create a better buying experience using SalesLoft Cadences. In this training you will: In this training you will: * Gain insight on how to focus sales efforts on the right prospects * Learn importance of understanding your buyers experience with your brand * Discuss how to use Cadences to deliver a better buying experience for your customers

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Use this go-to-market framework to define the activities required to successfully build market-driven products & services that customers will accept. The six stages include research, plan, approve, develop, prepare and launch. Within each stage there are a series of essential activities that need to be performed to ensure alignment between product features and customer needs, and alignment with organizational objectives and priorities. Download for FREE here: http://www.demandmetric.com/content/modern-go-market-framework

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아무리 기술력이 훌륭한 스타트업이어도 시장에서 끌어당기는 수요가 없으면 살아남기 어렵습니다. 스타트업이 시장 지배력을 가지기 위해서는 그 무엇보다 초기에 Product-Market Fit (PMF, 제품시장궁합 - 시장에 딱 알맞는 제품을 출시하는 것을 지칭하는 용어)을 달성하는 것이 중요합니다. 실리콘밸리 링크드인 본사에서 제품 및 마케팅 업무들 담당하면서 쌓은 경험으로 PMF의 개념, PMF 측정방법, 그리고 PMF를 이루기 위해 스타트업들이 택할 수 있는 전략들에 대해 나눕니다. (서울대학교 전기공학부 세미나 주제, 걸스인텍 코리아 - 구글캠퍼스 강연, 스타트업 얼라이언스 테헤란로 런치 클럽 강연)

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