Choose your market. Then win the whole buying committee.
A practical seven-step method to score your segments, map the people who decide, and turn that focus into a 90-day plan your marketing and sales teams can run.
- How to score your segments, with a worked example
- The six roles in a buying committee and what each needs to say yes
- Five questions to validate your map with real customers
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What’s inside.
Seven steps in three parts. Built to be worked through with your team, not just read.
- Part 1 · Steps 1–4
Choose the market
Define your segments, gather the evidence, score them and decide. Includes a worked example with three segments.
- Part 2 · Steps 5–7
Map the committee
The six roles that decide, what each needs at every stage of the purchase, and how to validate it with five conversations.
- Part 3 · Next 90 days
Put it to work
A focused 90-day plan, and the metrics to report on instead of lead volume.
Built for sales-led B2B SaaS teams.
Especially useful if you’re planning next quarter, entering a new market or wondering why pipeline isn’t matching the effort.
- CMOs and CROs who need one shared definition of a high-value account
- Marketing teams running campaigns across too many segments
- Revenue leaders deciding which market to enter next
Know who to target — and who decides.
Get the guide and work through Part 1 with your team this week.
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