Mark Walker


Sales Impact Academy

About this course

In this foundational course, you will learn how to identify the real pain points in your target market, build ideal customer profiles, stakeholder maps and personas

Course information

| All Levels | Foundational | 5 weeks | 3pm UK time | 10 x 1-hour classes | Tuesdays & Thursdays

Suitable for: Startup CEOs, Founders, Product Leaders, Sales & Marketing Managers

Course syllabus

Class 1

No Pain, No Gain: Finding Your Pain Point

  • Identifying and expressing the real problems you solve

  • The huge difference between vitamins and pills

  • Clarifying the opportunity through your pain POINT

Class 2

Own It: Defining Your Niche

  • The incredible business benefits of going niche

  • Framework for finding and defining your niche

  • How to know you’ve found your niche

Class 3

Love at First Sight: Identifying Your ICP

  • The fundamentals of an Ideal Customer Profile 

  • Developing your ICP pre-sales

  • Evolving ICP from early Product-Market Fit

Class 4

To Infinity & Beyond: Defining Your Market

  • Advanced ICP development for scale

  • Defining your Total Addressable Market

  • Stakeholder mapping

Class 5

Nice to Know You: Getting Personal with Personas

  • What are personas and how to use them

  • Creating personas and anti-personas

  • Persona template

Class 6

Pitch Perfect: Communicating What You Do

  • Structuring your elevator pitch

  • Content development exercises

  • Pitch delivery practice

Class 7

Looking Good: GTM Models to Fit Your Business

  • The major GTM models

  • Which factors help you decide the right one

  • Switching your existing GTM model

Class 8

The SaaS Factory: Structuring Winning Teams

  • The power of specialising roles

  • Deep dive on Inside Sales roles & process

  • KPIs and expectations

Class 9

Bean Counting: Funnels, Metrics & Measuring Success

  • Lagging, Leading & Lever KPIs

  • The metrics that matter

  • Building out your growth model

Class 10

Pedal to the Metal: You’re GTM Ready

  • Reviewing your GTM strategy

  • How to apply it for rapid scaling

  • What to expect (and do) next

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