Agenda

Sales Motion

15 outreaches next week: 5 videos, 5 w/ pdf, 5 w/ ??? (video you sent)

1/2 tuesday and wednesaday full day in NY - OCT

Parallel video of two processes and why we think we’re helpful

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Agenda

• Ted & David continuously refine positioning.
• Ongoing doc w/ FAQ
• Get access
• Determine our tech stack
• Roadmap of each teammate
• 6P submissions by the 9th
• What’s our matroyshka doll w/ collateral/systematize
• Flow of progressive collateral

• Smart coach program:
• what do you really need to drive productivity
• “why should you believe in this?” Single slide
• Not a black box vs. psychometric. “Perfect 3 sentences”
• Do you different languages? How do you break into business units?
• Can people come back? Have a subscription and have a slightly modified (net new acquisition —> expansion or renewal —>
• One pager:
• The investment + the output + the impact
• External facing assets and brand building. What’s a brand placemat look like?
• Brevet group, large scale sales training organization w/ competency models (apollo,
• What is the business vehicle that we put into motion in a month
• Set of strategy and tactics that help us grow in market. Refrence to industyr leaders (hyperbound, and what their teams look like?) How can we articulate our intended status via tactics, what are the things that people do that are going to help w/ growth.
• How are we going to inflect messaging into market? Presence where and when and how often. Should David go to Gartner. Should David have workstream after the conference jsut on strat comms. When is the Gartner conference
• Ted’s 3 vectors: Business building (understanding teactics and strategies) + Brand and Positioning + Strategic horizoning.
• Should we use capital? How do we assess that strategic question? It’s a tradeoff
• Do we have the business breakdown of horizon 2 modeled. Late Q3… do we have a strategic roadmap of product?
• What are our rate limiters? Single doc where we ask everything.
• Data = learning, so what are the broken points? What are the organizing metrics? We don’t need to over engineer things, shared vocab. The rate limiter of innovation is??? Do we know how many clients need to go through?
• Articulating delta;
• Must have vs. nice to have questions
• backward plan for offsite to have an agenda

• Decision points:
• What are the milestones or cruxes that tell us if we’re doubling down…. late stage deals w/ X or Y like corporate visions or CXs
• Upsell opporutnity
• Do you have 5 targets for each path?
• When & How
• Stage gate and backward plan from the sell
• Case study w/ impact that can go out to market

How do we ship this into motion? These two user profiles

1. If you have high hiring volumes, you know these core competencies matter to your hiring process and they will improve your screening process…
1. BD, one pager and case study, ROI
2. For the more tailored…

Build out a page for each objective and key activity…. this is a cool system that tactics are shown and you can use. Model

• How do you set a $400k by June trajectory. Build out an energy sequence/ratio (how many outreaches for conversion to next part of pipeline to acquire to start… can he even do $400k? What woudl those economics look like)

Collateral material for how our system adds value to consumers

If we’re doing this big company, what did we do? What am I? What did we do to gear us up? Is this really exciting to you?