Overview of "Building a sales and marketing machine"
A sales & marketing machine is a scientifically designed process to take suspects and convert them to customers. It has the following attributes:
- Scalable, so that it can be cranked up when needed
- Automated where possible, so that it requires minimal manual intervention
- Instrumented with a Dashboard that provides Key Performance Indicators
- The levers that can be pulled to grow sales are well understood
- Results are predictable
- There is a clear understanding of costs and returns
- Marketing is tightly aligned with sales
- Every step has a clear purpose of moving the prospect further down the process, and leads directly to a subsequent step
Most relevant during:
PMF phase
GTM Fit phase
Scale phase
Most relevant for:
ACVs < $15K
ACVs $15K-$50K
ACVs > $50K
