Achieve that competitive advantage with a strong Go-to-Market strategy. As a Startup CEO, Founder, Product Leader or Sales & Marketing Manager, you need to deliver a unique value proposition to customers - and this course can help you begin that journey.

In this foundational course, you will learn how to identify the real pain points in your target market, build ideal customer profiles, stakeholder maps and personas; you'll create compelling elevator pitches and messaging; understand which go-to-market model is best suited to your businesses; learn about the key success metrics you need to track; and how to structure your team. By the time you're finished, you'll be ready to hit the gas and rapidly grow your revenues!

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Chief Revenue Officer Student Beans

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• Identifying and expressing the real problems you solve•The huge difference between vitamins and pills•Clarifying the opportunity through your pain POINT

Class 1No Pain, No Gain: Finding Your Pain Point

Class 2Own It: Defining Your Niche

Class 5Nice to Know You: Getting Personal with Personas

Class 6Pitch Perfect: Communicating What You Do

Class 3Love at First Sight: Identifying Your ICP

•The incredible business benefits of going niche•Framework for finding and defining your niche•How to know you’ve found your niche

•What are personas and how to use them•Creating personas and anti-personas•Persona template

•Structuring your elevator pitch•Content development exercises•Pitch delivery practice

•The fundamentals of an Ideal Customer Profile •Developing your ICP pre-sales•Evolving ICP from early Product-Market Fit

Class 4To Infinity & Beyond: Defining Your Market

•Advanced ICP development for scale•Defining your Total Addressable Market•Stakeholder mapping

Continued…

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•Lagging, Leading & Lever KPIs•The metrics that matter•Building out your growth model

Class 9Bean Counting: Funnels, Metrics & Measuring Success

Class 10Pedal to the Metal: You’re GTM Ready

•Reviewing your GTM strategy•How to apply it for rapid scaling•What to expect (and do) next

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Class 7Looking Good: GTM Models to Fit Your Business

•The major GTM models•Which factors help you decide the right one•Switching your existing GTM model

Class 8The SaaS Factory: Structuring Winning Teams

•The power of specializing roles•Deep dive on Inside Sales roles & process•KPIs and expectations

MARK WALKER chief revenue officer student beans

GO-TO-MARKET FUNDAMENTALS

Mark has over 15 years experience leading B2B go-to-market teams across sales, marketing and customer success in multiple sectors and international markets.He’s currently the founder of GTM Works, a specialist go-to-market consultancy for Seed to Series-B SaaS scaleups; a mentor at ScaleWise and Techstars; and an active member of the London Revenue Collective. Prior to this he was the Chief Revenue Officer at Attest, leading the go-to-market team from their seed to Series-B and millions in annual recurring revenue.

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