Knowing the functional, personal, existential and villian for your prospect is so important when establishing your go-to-market strategy.
Sales Impact Academy coach Mark Walker discussed this by looking at examples within his course:
How do you identify these elements? Do you just think, or research their closer properties?
Hey Poppy, very interesting content! Thanks! Do you have similar materials on go-to market for B2B?
I second this… GREAT content!!
Hey @artem007, i have loads more content i’d love to share with you!
Take a look at this session with Mark Walker – https://www.youtube.com/watch?v=YlZeqST2pWI&feature=youtu.be
This is super interesting to think of each business being broken down like this! Hopefully we’re presented well…