1. Marketing
1.1. Think
1.1.1. Value framework & Messaging
1.1.1.1. Problem solution mapping
1.1.1.1.1. PRE-PURCHASE EXPERIENCE
1.1.1.1.2. CLIENT EXPERIENCE
1.1.1.1.3. AFTER THE FIRST ENGAGEMENT (The Between Period)
1.1.1.2. Solution messaging platform
1.1.1.2.1. Vision of the Future
1.1.1.2.2. Positioning Statement
1.1.1.2.3. What Each Audience Cares About
1.1.1.2.4. Unique Selling Proposition
1.1.1.3. Defensible differentiators
1.1.1.3.1. F - F - F Tech
1.1.2. Go to Market Approach
1.1.2.1. Market and customer segmentation
1.1.2.2. Channel and alliance strategy
1.1.2.3. Financial expectations
1.2. communicate
1.2.1. Communication Alignment
1.2.1.1. Product marketing
1.2.1.2. Marketing communications
1.2.1.3. Lead generation
1.2.1.4. Sales linkage ( sales tools )
1.3. AS Is
1.4. as is
2. Sales
2.1. Reinforce
2.1.1. Management &Support Systems
2.1.1.1. Sales management
2.1.1.2. Recruitment & organizational design
2.1.1.3. Compensation & performance management
2.1.1.4. Enabling technology
2.1.1.5. Culture & leadership
2.2. Engage
2.2.1. Sales Process & Methods
2.2.1.1. Sales process
2.2.1.2. Territory planning
2.2.1.3. Account planning & management
2.2.1.4. Opportunity planning
2.2.1.5. Sales execution
2.2.2. Individual Skills & Knowledge
2.2.2.1. People skills
2.2.2.2. Selling skills
2.2.2.3. Situational knowledge
2.2.2.4. Capability knowledge