Building the Sales and Marketing machine
There are three main approaches to market segmentation:
Building the machine involves the following steps:
- Identify your buyers
- Diagram their buying processes
- Add to this diagram the steps you will take to address their buying process
- Diagram the Actions you will take to move prospects through the process
- Examine the linkages between Actions to make sure the next steps are obvious
- Define the qualification criteria
- Examine the customer motivations for each Action
- Define the organizational resources responsible for each step
- Define the technology/software that you will use to automate the process
Most relevant during:
GTM Fit phase
Scale phase
Most relevant for:
ACVs < $15K
ACVs $15K-$50K
ACVs > $50K
