Posts
The Zero to One Playbook – explained. Know the Why, What, How of the Playbook.
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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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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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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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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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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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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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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 