© 2019 by Sales Impact Academy.

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GO-TO-MARKET

FUNDAMENTALS

Go-To-Market Fundamentals helps you zero in on the single problem you are solving - your niche - and the unique genius that sets you apart. This soul-searching exercise then lays the foundation for all sales & marketing activity and even your product roadmap.

 

You will learn world-class frameworks for developing your ideal target company lists, a deep understanding of your buyer persona ecosystem and finally, best-practices in how you interview customers and prospects to get to the absolute truth of who they are and why they buy your product. 

The course is a precursor to the Outbound Prospecting and Demand Generation courses. It is designed for the attendees of these respective courses as well as CEOs, founders and senior management.

Remote - Video Conferencing

6 x 1 Hour Lessons

2 Weeks

COURSE DATES

Oct 28 - Nov 6 2019

Dec 2 - Dec 13 2019

Feb 3 - Feb 14 2020

Apr 6 - Apr 17 2020

Jun 8 - Jun 19 2020

Aug 10 - Aug 21 2020

Oct 12 - Oct 23 2020

OUTBOUND

PROSPECTING

One of the key drivers to a successful sales team is a specialist outbound prospecting function, separate from your more experienced closing sales team. Typically called Sales Development Representatives (SDRs), this team creates regular, high-quality pipeline for your ‘closers’ which leads to highly predictable and rapid revenue growth.  

 

In our Outbound Prospecting course you and your SDRs will learn best-in-class techniques and strategies learned directly from US sales pioneers Aaron Ross and Marylou Tyler - authors of Predictable Revenue and credited with SDR movement globally - as well as practical application over the last decade by the Sales Impact Academy coaches.

The course is a practical ‘how-to’ for SDRs but also has classes for, and is relevant to, sales leaders and commercially focused founders. 

COURSE DATES

Oct 28 - Nov 29 2019

Dec 2 2019 - Jan 31 2020

Feb 17 - Mar 20 2020

Apr 20 - May 22 2020

Jun 22 - Jul 24 2020

Aug 24 - Sep 25 2020

Oct 26 - Nov 27 2020

Remote - Video Conferencing

15 x 1 Hour Lessons

5 Weeks

DEMAND

GENERATION

The Sales Impact Academy's marketing programme introduces Demand Generation - a relatively new concept in B2B marketing that focuses across the entire customer funnel, accounting for every touchpoint in the buyers’ journey.  

 

The course covers the full cycle: driving awareness of your product or service amongst your target audience, converting that awareness into highly qualified inbound leads, and working with the sales team to convert those leads into valuable customers.​ Heavily metrics focussed, the demand generation team sits within the overall marketing organisation and will have clear inbound lead targets aligned with the overall sales targets.  

 

The Demand Generation course is designed to teach you how to set up and manage a successful demand generation team, creating predictable and repeatable interest in your company's products or services. It is suitable for founders and senior teams in start-ups and scale-ups regardless of whether they have marketing experience.

Remote - Video Conferencing

15 x 1 Hour Lessons

5 Weeks

COURSE DATES

Oct 28 - Nov 29 2019

Feb 17 - Mar 20 2020

Apr 20 - May 22 2020

Jun 22 - Jul 24 2020

Aug 24 - Sep 25 2020

Oct 26 - Nov 27 2020

SALES & MARKETING

ALIGNMENT

It is estimated that companies lose 10% of their revenue every year as a result of misaligned sales & marketing teams. At best this could waste relationships, revenue and resource, at worst it can lead to company failure.

 

The Sales & Marketing Alignment course has been designed to put foundations in place to avoid this happening both initially and as the company scales. It is designed for founders, CEOs, and Senior leadership in sales and marketing, as well as anyone who has completed both the Outbound Prospecting and Demand Generation courses.

COURSE DATES

Dec 2 - Dec 6 2019

Mar 23 - Mar 27 2020

May 25 - May 29 2020

Jul 27 - Jul 31 2020

Sep 28 - Oct 2 2020

Oct 30 - Nov 4 2020

Remote - Video Conferencing

3 x 1 Hour Lessons

1 Week