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    Course · Go-to-Market trackFramework

    ICP Card

    Ideal Customer Profile with fit criteria and objection map.

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    Audience Bullseye
    Inner, middle, outer circles — who we serve first, next, last.
    ICP Card
    One page: firmographic, behavioral, fit and disqualifiers.
    Objection Handling
    Top 6 objections · root cause · proven counter.
    Competitor Battlecard
    One competitor · their pitch · our counter · proof.
    Anti-Personas
    The buyers we will refuse — and the reasons we hold the line.
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    GTM Strategy
    The plan for who you sell to first, through which channels, with what motion and what proof.
    ICP
    The ideal customer profile — firmographics, triggers and fit criteria.
    Buying Committee
    Map the roles that influence, decide, sign and block — champion, economic buyer, technical, blocker.
    Product Launch
    A launch playbook: positioning, sequencing, assets, sales enablement and press.