How It Works

The GoToMarket Program is designed for growth-driven technology entrepreneurs and executives. It offers a step by step process to technology marketing, lead generation, and sales management.

You can choose whichever module is most relevant to your goals and situation, however we recommend working through all 3 modules:

Solution Strategy & Positioning
“How To Compete”
  • Uncover and evaluate your best solution opportunities
  • Create a unique selling proposition that increases margins and cuts the competition
  • How to test market demand and build a customer base before investing in technology
  • Create strong customer messaging to improve lead generation and sales

Lead Generation Campaigns
“How To Get Leads”
  • Take control of lead generation so you can fill your sales funnel with quality leads every day
  • Plan your perfect campaign including targeting, tactics, messaging, and offers
  • Get our winning campaign formulas including search marketing, email marketing, telesales, and event-based promotions

Solution Sales Fundamentals
“How To Make Sales”
  • Improve sales performance with proven strategies and tactics for selling technology solutions into new accounts
  • Discover how to uncover buyer needs, present solutions, and qualify the sale
  • Increase your closing rate by mapping your sales process and avoiding the most common traps
  • Develop initial sales into large, long-term accounts

How is this program different from sales training?

  • We cover the full GoToMarket process from competitive positioning to lead generation and sales management.
  • We focus on technology marketing and sales of complex solutions to business buyers, which often involves larger, longer sales cycles.
  • We combine training with detailed implementation exercises, reusable tools, and optional coaching so you can get faster results.

Delivery Model

We’ve designed the online edition of our program so you can complete each module at your own pace. Each major topic is presented in a 5 to 15 minute video including:

  • Online video training (direct streaming)
  • Digital audio training content (MP3 download)
  • Presentation slides (PDF)
  • Implementation worksheets (PDF and Word)

How To Get The Best Results: Coaching Model

We recommend a 1 hour coaching session following each of the 3 modules. This is a great way to start applying the program concepts to your business, market, and customer opportunities. Dianne Davey McLellan is our lead coach.

Live Workshops

We also offer our program in an onsite workshop format for senior teams and groups. This approach allows a combination of training, action exercises, and direct collaboration on how your business could achieve greater sales and marketing results through smart positioning, better lead generation, and strong sales management. To discuss your specific goals and needs please contact us directly at 1-888-789-4661.