Module:

Identify the Right Market to Scale In

Geography + Industry + Company Types + Use Cases

Contents:

  • Research to identify possible industries in attractive geographies

  • Segmenting the market and doing a KRA based research to identify relevant personas to talk to

  • Reaching out to them on LinkedIn & Email using proven frameworks

  • Understanding existing and exploring new use cases (through operational and technical fitment)

  • Conducting 1:1 interviews or survey using the Open Ended Research Framework

  • Validating our analysis with real signals from market through sample outreach

  • Competitive Analysis - Business and Product

  • Identifying the right segment using Segment Attractive Framework (bringing together external and internal fitment data points)

Duration : 6 - 9 Weeks

Live Sessions : 15

Coursework: 200 hrs

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Module:

Building and Distributing Content

Beyond good communication and storytelling skills.

Contents:

  • Understanding customers and their priorities better through 1:1 interviews, studying their KRAs through LinkedIn and JDs, listening into sales calls.

  • Understanding the Buyer’s Journey

  • Mapping Content to Intent: Choosing topics and forms based on stage of the Buyer’s Journey

  • Different forms of ROE: Return on Engagement that customers seek before engaging with content

  • Identifying gap in customers’ motives being targeted by competitors and creating our own positioning that helps us differentiate ourselves in messaging.

  • Scaling content production without involving SMEs - Crowdsourcing and Curating content

  • Bootstrapping content engagement without using paid mediums

Duration : 3 - 5 Weeks

Live Sessions : 13

Coursework: 120 hrs

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Module:

Medium Term Demand Generation

Preparing Accounts to want to come, talk to us

Contents:

  • Understanding the Buyer’s Journey

  • Mapping Content to Intent: Choosing topics and forms based on stage of the Buyer’s Journey

  • Leveraging content and events hand in hand: pre-targeting to improve interactions during the event

  • The Art of Segmenting Accounts: Response based and demography based: When to do what?

  • Lead Scoring: why should it be different for each segment?

  • Restructuring the website to capture leads using User Journeys

  • Bootstrapping content engagement without using paid mediums

  • Increasing lead generation exponentially by tying marketing and sales work into a process.

  • Setting targets and budgets for different initiatives and channels.

Duration : 3 - 5 Weeks

Live Sessions : 17

Coursework: 140 hrs

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Module:

Demand Capture a.k.a Lead Generation

Aggressive short term tactics to reach out and arrange customer meetings.

Contents:

  • Defining who to target: Sample outreach to test segments and content

  • Understanding the uniqueness of cold outreach: Tools and Workflow

  • 3 types of cold outreach: Scaled; Personalised; Hyper-personalised - Content and Research frameworks for all three

  • Identifying the right partners - Content to reach out for collaboration

  • Using Intent Platforms to identify accounts ready to buy your solution

  • Building dashboards to measure efficacy against industry averages and do A/B tests

Duration : 4 - 6 Weeks

Live Sessions : 9

Coursework: 70 hrs

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Module:

Improving Conversions of Sales Deals

Thinking revenue and profits, beyond just leads

Contents:

  • Understanding the complicated Enterprise Buying Cycle

  • Tracking and Mapping Customer Journey to identify need of new sales enablement collaterals and improve sales process

  • Sales Data Analysis: Using the hidden advantages in your past and current sales data

  • Crafting and Customising the pitch deck for each account: Story and Visuals

  • Nurturing the ongoing deals - Persona wise (factors and data points to consider)

Duration : 4 - 6 Weeks

Live Sessions : 11

Coursework: 90 hrs

Want to discuss in-depth in a 1:1 conversation?

The KEEP framework -

for results personalised to your company

We follow the framework for each subtopic within a module till we reach the last milestone:

Knowledge

I coach the team on concepts in a sub-topic, share frameworks and templates, and we decide on day-by-day execution for the same for the coming days.

Execution Expertise

I provide personal hand holding to help the team execute through guidance and close feedback through short sessions. This ensures you achieve tangible outcomes for your company.

Planning

As the wheel starts to rotate for your company, we mutually prepare a longer term week by week plan that the team simply continues to execute using everything they have learnt.

Interested in a 1:1 Discussion?

 

Whether you want to:

  1. Understand the bootcamp structure in detail;

  2. Know me better;

  3. Explore if our bootcamps are a solution to your challenge at all;

  4. Or even request a custom module,

Feel free to email me or book a slot with me for a direct conversation.