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ANDREESSEN HOROWITZ
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a16z Go-To-Market Boot Camp
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Evolution of a Bottom Up Organization
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Evolution of a Top Down Organization
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Evolution of a Hybrid Organization
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Assessing Your Product and GTM Strategy
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Put Yourself in Your Buyer's Shoes
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Buyer Concerns Change Over Time
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Layer Your Sales Process Accordingly
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Your Three Lenses
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Your Sales Process is a Team Sport
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Process Design Tool
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The Art of Persuasion
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Value Alignment
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Corporate Objectives
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Business Strategies
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Develop the Value Framework
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Initiatives
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Critical Capabilities
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Solution Set
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Template: Build a Discovery Tool
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Add Account Information
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Summarize the Opportunity
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Craft a Deal Strategy
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Three Audiences
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Creating the "Unique" Value Proposition
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Example: Make a Unique Value Decomposition
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Value Statements
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Gather Customer Case Studies
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Opportunity Management & Account Planning
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Economic Landscape
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Political Landscape
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Example Strategy for Startup Competitor
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Example Strategy for Incumbent Competitor
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Example Strategy for Multiple Competitors
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Operational Landscape
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Types of Technical Validation Events
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Positioning During Validation
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Set Traps or Step in Them
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Define/Influence the Buying Criteria
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Secrets for Success
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Create ROI/POV
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Understand Your Deliverables
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Create Confidence
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ROI and Business Case Outcomes
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Example: Summary of ROI Analysis
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Components of a Proposal
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Pre-Sell Your Proposal: Use Three-Option Finesse
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Deal Review Process
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Sales Process Architecture: One Page Template
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Basic Tool Architecture
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Negotiate and Close
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Develop and Deploy
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Self Evaluation: Field Sales
Description:
Discover the essential strategies for building a world-class go-to-market and sales function in this comprehensive 55-minute bootcamp video from a16z. Learn how to develop a robust sales strategy, evolve organizational structure, and capture market share for startup growth and profitability. Explore the evolution of bottom-up, top-down, and hybrid sales organizations, and gain insights into assessing product-market fit, understanding buyer concerns, and designing effective sales processes. Master the art of persuasion, value alignment, and crafting unique value propositions while developing critical skills in opportunity management, account planning, and competitive positioning. Delve into techniques for technical validation, ROI analysis, proposal creation, and negotiation to accelerate your startup's time to market and build a formidable sales and marketing operation.

Go to Market Boot Camp for Startups - Field Sales

a16z
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#Business #Entrepreneurship #Startup #Personal Development #Communication Skills #Negotiation #Business Strategy #Value Proposition #Strategic Management #Product Management #Product Strategy
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ANDREESSEN HOROWITZ