Course teaser
Apprenez à structurer un process commercial reproductible pour une startup : identification et segmentation des prospects, scripts d'outbound, qualification rapide, offres pilotes payantes, pricing expérimental et métriques (CAC, LTV, churn). Exercices pratiques : préparation...
Roadmap
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1. Foundations: Build a repeatable acquisition & sales process
This chapter defines what a repeatable sales process looks like for early-stage startups and gives a pragmatic skeleton you can implement immediately: a test-sell-build experiment loop, how to design a minimal outbound playbook, and how to turn early conversations into paid pilots. Emphasis is on practical steps, templates, and exercises to generate first revenue before building large features. -
2. Prospect identification & segmentation
Learn how to form testable ICP hypotheses, gather and validate prospect lists, and prioritize segments with the highest chance of converting. Includes data sources, tooling, and a scoring approach. -
3. Outbound messaging & scripts
Craft high-converting LinkedIn messages, cold emails, and follow-up sequences. Learn A/B testing approaches for subject lines, hooks, and CTAs, plus templates for objection handling. -
4. Rapid qualification & discovery
Master short qualification frameworks adapted for startups, run focused discovery calls, decide between demo vs pilot, and identify red flags quickly to avoid wasted cycles. -
5. Paid pilots & experimental pricing
Design pilots that are easy to sell and measure, choose pricing experiments to discover willingness to pay, and structure terms to reduce legal friction while preserving your leverage. -
6. Metrics, tracking & playbook for scaling
Understand and track the metrics that matter (CAC, LTV, churn, payback period), set up simple dashboards and cohort analyses, and assemble a conversion playbook for handing off prospects to product and customer success.