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    Course · Go-to-Market trackTactic

    Objection handling

    Pre-empt the top objections that block prospects from saying yes.

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    Objection Handling
    Top 6 objections · root cause · proven counter.
    Brainstorm
    Grid of sticky notes to fill in.
    2×2 Matrix
    Plot ideas on two axes (Impact vs Effort).
    Mind Map
    Central idea with branches.
    Strategy this executes

    The strategic decisions this play depends on.

    ICP
    Strategy
    The ideal customer profile — firmographics, triggers and fit criteria.
    Value Proposition
    Framework
    The specific value you deliver, to whom, that competitors don’t.
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    Keep going
    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.