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    Course · Go-to-Market trackStrategy

    ICP

    The ideal customer profile — firmographics, triggers and fit criteria.

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    Facilitator guides, practice worksheets and completed examples for running this with your team.

    Anti-Personas
    The buyers we will refuse — and the reasons we hold the line.
    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.
    Tactics that execute this

    Concrete plays and workshops you can run to ship this strategy.

    Outbound prospecting
    Tactic
    Targeted outreach to a defined list of best-fit accounts.
    Lead magnet → nurture
    Tactic
    Capture intent with a magnet and nurture into a sales conversation.
    Objection handling
    Tactic
    Pre-empt the top objections that block prospects from saying yes.
    Sales handoff & qualification
    Tactic
    Qualify leads cleanly and hand them to sales without friction.
    Support & success ops
    Tactic
    Operationalize support and customer success for scale.
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    GTM Strategy
    The plan for who you sell to first, through which channels, with what motion and what proof.
    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.
    Activation
    Turn signups into engaged users who reach first value fast.