Category: Learn
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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
Zero to One Playbook 