The strategic process of defining and segmenting target customers by tier, pain points, budget, and decision speed to optimize sales and marketing efforts.
4 episodes
Todd and Virginie demonstrate live how to build a complete marketing plan using AI tools like ChatGPT and Claude. They identify lack of clarity as the biggest barrier to AI adoption among executives, design a five-step 'AI Value Blueprint' service offering targeting CMOs, CROs, and COOs in B2B SaaS, and develop persona-specific messaging and automation workflows—all within one hour using conversational AI.
A fractional CTO demonstrates using Claude AI with deep research mode to generate a comprehensive business development and go-to-market plan for his consulting practice. By uploading PDFs of marketing materials, case studies, and service offerings, he prompts the AI to identify ideal customer profiles across four tiers, create multi-channel outreach strategies, and produce detailed execution plans including email templates and event recommendations—all refined through iterative conversation.
Jim Rozich, founder of Wheels Up Sales and Marketing, discusses helping early-stage startups build effective sales processes and avoid common founder mistakes. He emphasizes value-based messaging over feature lists, proper CRM implementation, and understanding buyer psychology. The conversation covers cold email strategy, multi-channel outreach, AI tools for sales, and the importance of discovery calls that prioritize listening over pitching.
Jay Kleinman, a 30-year healthcare business development veteran, discusses his journey from playing D1 football at Auburn under Pat Dye to leading commercial strategy for early-stage healthcare companies. He shares frameworks for segmentation, discovery-based selling, and go-to-market planning, emphasizing relationship capital, authentic outreach, and the transformative potential of digital health for elder care populations.
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