The Center for Entrepreneurship hosts events for alumni and students for continued learning and growth.
- This event has passed.
Virtual: ScaleUp Workshop
May 5 @ 12:00 pm - 1:30 pm
Having discussed the positive and negative impacts of failing to track your key metrics, you will learn how to create an infrastructure (process, tools, messaging) that will allow your sales team to be most effective. Each of your product features will be quantified by its direct (or indirect) impact to the customer and we will discuss how your messaging needs to be adjusted to align with the most impactful features.
We will define your prospecting and qualification and sales processes, from the customer’s perspective. This is fundamental to a consistent and accurate forecast. The confusion about what your sales stack should be will be reduced by answering ~12 questions about your product and growth plans that will result in a recommended sales stack. We will also review how to define your market segments by your “dependent” variables and how to scientifically test your market segments so that you can communicate to investors how you are optimizing your sales velocities (and their capital investments).
We will discuss the actionable steps you need to take to support each of these goals in the context of a project timeline.