Author: sanedevil
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AI and the Early-Stage Sales Playbook
The content discusses the integration of AI into sales processes, emphasizing a Human + AI (HAI) approach. It highlights AI’s role in enhancing research, personalizing outreach, and streamlining operations, while noting that AI cannot replace essential human interactions and insights. A solid foundation is crucial for effective AI utilization in sales.
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Crossing the Chasm with your GTM Playbook
Geoffrey Moore’s “Crossing the Chasm” emphasizes the challenges startups face in transitioning from early adopters to mainstream markets. The 021 Playbook serves as a practical guide to navigate this transition through focused market targeting, precise messaging, trust-building, and purposeful team growth, providing a structured approach to achieve scalable success.
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Startup Sales – From Founder-led to Founder-directed to Founder-informed
A startup’s sales model evolves through three stages. Initially, founders drive sales by leveraging their network and vision. As early deals close, they must direct the growth process by defining a clear sales strategy. Eventually, the founder shifts to a strategic role, ensuring alignment and monitoring success while overseeing the sales engine.
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The 021 Playbook Framework: A Guide to Sales Success
Genesis of the Framework My sales career spanning over 15 years started with multi-billion dollar organizations that taught me everything about sales. This was followed by my stints at DigitalOcean & QuantWare where I got a chance to deploy my learnings. While scaling the sales & GTM teams at these 2 organizations, there was something
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Case Study – DigitalOcean – Evolving from PLG-only to Hybrid Growth Model
The author reflects on their journey at DigitalOcean, emphasizing their role as the first sales hire in EMEA. They highlight the development of two key strategies: the EMEA Playbook focused on existing users, and the Outbound Playbook aimed at acquiring new customers. These efforts paved the way for the foundation of 021Playbook.
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Case Study – QuantWare – a deep-tech startup with initial Product-Market Fit
I had a golden opportunity to work with QuantWare – a quantum hardware company founded by a top researcher at QuTech in TU Delft. The researcher and his team had an initial breakthrough and their superconducting chip found initial customers in the academia – professors and PHD students that needed chips to do their own
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The Zero to One Playbook
Playbook is a term used in sports (mainly football) to indicate all the possible plays / strategies to be studied at the start of season by the players to make their game most effective (ref: Dictionary). In a business, the term has been adopted to help the team devise & execute a sales strategy with
Zero to One Playbook 