Go-to-Market Strategy Reboot Camp

The 8-Step System for Attracting the Right Clients and Growing Faster

 

Go to Market Strategy Reboot Camp: The 8 Step System | DCSMI

11+ hours of on-demand video training

49 lessons across eight units

  • Interactive quizzes to help you review at the end of each lesson
  • Implementation planners at the end of each unit
118 downloadable worksheets and checklists to help you implement go-to-market best practices into your company


Do you and your sales team struggle to attract and engage the right kinds of prospects?

Ten years ago, B2B buyers spoke with salespeople early on in their pre-purchase research. 

However, today that's completely changed. 

And we’re not going to sugar-coat it: Most teams are not even close to being ready to confront this once-in-a-generation change in purchasing behavior -- that’s approaching at jet speed whether your company is prepared or not.

As search engines, social media, voice-powered personal assistants, streaming video, podcasts, webinars, and review websites have all become mainstream, your best prospects now are doing tons of self-directed research on their own before they’re open to having a sales conversation with someone from your company.

So much so that many times 80% (or more) of the buyer’s journey is over before you’re even aware of a potential prospect. 
  • Gartner found that 83% of a typical B2B purchase decision -- researching, comparing options, and evaluating pricing -- happens before a potential buyer engages with a vendor.
  • McKinsey & Company has discovered that 70% to 80% of B2B decision-makers now prefer to make decisions digitally.
  • In its B2B Thought Leadership Impact Report, LinkedIn, in partnership with Edelman, concluded that “thought leadership remains critical to customer engagement, but breaking through the noise is harder than ever.”

This massive change in buyer behavior has proven incredibly challenging for legacy sales teams that are stuck in the past -- cold-messaging people on LinkedIn and begging for 15-minute meetings to pitch their product or service.

But these changes also provide incredible opportunities for those teams that can position themselves as subject matter experts, teachers, trusted advisors, and thought leaders.

And that’s why we built Go-to-Market Strategy Reboot Camp: to help you and your team learn how to attract the right clients to your business in the modern buyer's journey.

 

Go-to-Market Strategy Reboot Camp (1-4)
Go-to-Market Strategy Reboot Camp (5-8)

 

Core Course Components

  1. The Fundamentals of Go-to-Market Strategy (4 video course lessons; 66 minutes total)
  2. Content, Competition, and Branding (4 video course lessons; 39 minutes total)
  3. Teamwork, Org Chart, and Content Roles (3 video course lessons; 39 minutes total)
  4. Attracting the Right Audience (6 video course lessons; 84 minutes total)
  5. Engaging Prospects with More Intentional Lead Generation (5 video course lessons; 54 minutes total)
  6. Accelerating Sales Cycles (5 video course lessons; 58 minutes total)
  7. The Digitally-Transformed Sales Team (5 video course lessons; 82 minutes total)
  8. The Role of Technology and the Customer Success-Centric, Companywide Digital Mindset (3 video course lessons; 38 minutes total)

13 Additional Go-to-Market Training Videos (a $249 value)

Attracting the Right Audience

  1. Keyword Research (15 minutes)
  2. Working Titles for Traffic Generation (9 minutes)
  3. Podcast Sources from Conference Staff, Advisors, and Speakers (11 minutes)
  4. Podcast Sources from Publications Staff, Contributors, and Sources (12 minutes)
  5. LinkedIn Ads Strategy for ABM (24 minutes)
  6. LinkedIn Ads Strategy for Industries (8 minutes)
  7. LinkedIn Ads Strategy for Job Functions (12 minutes)
  8. LinkedIn Ads Strategy for Job Titles (12 minutes)
  9. LinkedIn Ads Strategy for Group Memberships (16 minutes)
  10. LinkedIn Ads Strategy for Skills Identifiers (15 minutes)

Engaging Prospects with More Intentional Lead Generation

      11. Working Titles for Lead Generation: Awareness (10 minutes)

Accelerating Sales Cycles 

      12. Working Titles for Lead Generation: Consideration (8 minutes)
      13. Working Titles for Lead Generation: Decision (12 minutes)

118 Done-for-You Worksheets and Checklists (a $999 value)

  • The Fundamentals of Go-to-Market Strategy: 11 worksheets and checklists that help you with positioning, revenue growth, segmentation, unit economics, and much more
  • Content, Competition, and Branding: 13 worksheets and checklists that help you with branding, competitive analysis, content strategy, thought leadership, and much more
  • Teamwork, Org Chart, and Content Roles: 9 worksheets and checklists that help you with alignment, content roles, cross-functional team building, growth strategy, hiring considerations, managing expectations, startups, and much more
  • Attracting the Right Audience:  31 worksheets and checklists that help you with blogging, building trust, cold emailing, engagement strategy, paid search, paid social, PR, repurposing, SEO, social publishing, subject matter expertise, video strategy, website strategy, and much more
  • Engaging Prospects with More Intentional Lead Generation: 14 worksheets and checklists that help you with calls to action, cold emailing, early mover advantage, editorial process, forms, lead research, premium content, value alignment, and much more
  • Accelerating Sales Cycles: 15 worksheets and checklists that help you with case studies, CRM tools, email marketing, lead nurturing, lead segmentation, marketing automation, sales automation, webinars, and much more
  • The Digitally-Transformed Sales Team: 16 worksheets and checklists that help you with alignment, content, customer success, handoffs, LinkedIn, personalization, positioning, prospect meetings, modernizing sales, segmentation, specialization, video, and much more
  • The Role of Technology and the Customer Success-Centric, Companywide Digital Mindset: 9 worksheets and checklists that help you with channel partners, customer marketing, customer success, exceeding expectations, marketing technology, recruiting, sales technology, and much more

Go-to-Market Strategy Reboot Camp

$500

Sign Up for the Go-to-Market Strategy Reboot Camp

Note: Once you order, please allow up to one business day for your enrollment to be confirmed and added to the proper course modules in our learning management system. 

Frequently Asked Questions (FAQs) 

Who does the Data Center Sales & Marketing Institute work with?

The Data Center Sales & Marketing Institute works with data center providers, IT vendors for data center providers, facilities vendors for data center providers, and marketing/sales vendors for data center providers. This includes colocation, wholesale, hyperscale, edge data center providers --  as well as IT-, facilities-, and real estate-related companies that sell to or partner with data center providers.

What industries does the Data Center Sales & Marketing Institute work with?

DCSMI’s methodologies encompass a variety of vertical industry applications, including AI SaaS, application development, data center construction, data center engineering, data center facilities, eCommerce, financial services, healthcare, managed IT services, media, and telecommunications.

What does the Data Center Sales & Marketing Institute do?

The Data Center Sales & Marketing Institute specializes in go-to-market (GTM) and webinar-led growth (WLG) for the data center industry. The firm empowers data center professionals across GTM teams, including sales, marketing, customer success (CS), product, channel partnerships, and C-suite executive sponsorships.

The Data Center Sales & Marketing Institute also produces and hosts several related media properties, including the Data Center Sales and Marketing Podcast, Data Center Sales and Marketing Newsletter, and Data Center Sales and Marketing Webinars.

Can I consult with the Data Center Sales & Marketing Institute?

Yes. You can learn more about Go-to-Market Strategy (GTM) Consulting for the Data Center Industry.

When was the Data Center Sales & Marketing Institute established?

The Data Center Sales & Marketing Institute was soft-launched in 2018. 

Its CEO and co-founder -- Joshua Feinberg -- started working with colocation data centers in 2015. This specialization grew from Joshua’s work with managed IT service providers (MSPs) dating back to the late 1990s -- as a contractor for the Microsoft Small Business Server product team and Microsoft Direct Access channel partner program, as well as the author of a groundbreaking book for Microsoft Press.

Along the way, Joshua Feinberg has also presented some of the highest-rated educational sessions at regional, national, and global conferences for audiences of small business-, sales-, marketing-, and IT professionals, including Critical Facilities Summit, Data Center World, Datacenter Dynamics Colo+Cloud, HostingCon, and MSPEXPO. Learn more about Leadership @ The Data Center Sales & Marketing Institute.

How can I contact the Data Center Sales & Marketing Institute with additional questions?

Contact DCSMI (The Data Center Sales & Marketing Institute).

About Joshua Feinberg (CEO of DCSMI)

Reviews and Recommendations

  • Joshua's expertise helped me gain clarity on various aspects of my sales approach and identify areas for improvement. Overall, the consultation was a highly valuable experience, and I would highly recommend Joshua for anyone seeking guidance in B2B sales.

    Sachin Singh Co-Founder and CTO of Fabulate (Adtech/Martech)

  • "Joshua is the quick-witted advisor and strategic thinker you're looking for to grow your tech company! I have had the pleasure of working with Joshua over the years, with our first connection being through the HubSpot community and SaaS industry at-large. He excels at communicating his extensive knowledge about digital marketing and sales in a way that is actionable and quite insightful. His enthusiasm for chelping businesses grow, and his passion for providing ways for individuals learn is positively infectious!"

    Angela Hicks Director Of Education And Training at TapClicks (marketing technology)

  • "Joshua gave incredible advice! 5/5 highly recommend!"

    Rachel Draelos, MD, PhD CEO at Cydoc (healthcare AI SaaS)

  • "What a tremendous amount of value for an initial consultation. Will definitely be working with Joshua again in the future."

    Josh Ablett Co-Founder and CPO at ChaosTrack (cybersecurity)

  • "I worked with Joshua in my capacity as conference director at HostingCon. He is a wealth of knowledge on all things data center related, is extremely professional and is an excellent and engaging speaker."

    Cheryl (Kemp) McColgan Content, Events and Marketing Executive (Former Director, Community & Conference Content at Penton)

  • Joshua's copywriting work is engaging and to the point, and the end result never needs any updates. I liked the quality of marketing research. Joshua is not afraid to take the initiative, and requests don't fall through the cracks. Definitely skillful in HubSpot - helped us to get familiar with it and set up various components by himself.

    Alek Pirkhalo Co-Founder of Infiniwiz (Managed IT, software development, IT consulting)

  • We worked with Joshua for more than six months. Thanks to him, we were able to kickstart our marketing campaign and begin actual marketing activities in AgileVision. Joshua and his team helped us with creating our first eBooks, identifying buyer personas, and checking several hypotheses. Joshua is a very professional person and always ready to help.

    Volodymyr Rudyi CEO of AgileVision (custom software development and integration)

  • Joshua Feinberg is an amazing STRATEGIST and TACTICIAN, capable of seeing complex data center relationships from beeps and bauds all the way through the business development that encourages companies in the tech industry to thrive.

    Machen Mathews Founder of FunnelJet (Former Business Development Manager at Limestone Networks)

  • I've enjoyed working with Joshua several times as a prospect, client, and contributor on his podcasts. He's the consummate professional and represents his company and brand very well. He's able to showcase his expertise in a way that brings comfort and displays confidence to his audience. Your brand is in good hands, with Joshua leading the charge.

    David Singletary Founder and CEO of DJS DIGITAL (IT consulting, managed services, workflow automation, and business analytics)

  • Excellent advice, concise and to the point.

    David Cerf Chief Disruptor of Disruptive Business Solutions (data science, cybersecurity, and virtualization)

  • "Joshua is an exceptionally knowledgeable and friendly person - a true expert who provided so much insight and wisdom during our call. I'm grateful for not only the incredible amount of thoughtful suggestions he provided (he even went above and beyond what I expected), but for also the encouraging words behind the mission of my work. Joshua is someone I will definitely turn to in future - and I cannot recommend him enough to others."

    Jessica Bensch Founder at Vanguard Voices (psychological safety in the workplace)

  • Very Highly Recommended! DCSMI's diagnostic consultation provided me with clarity in a word and validation of my thoughts on focusing on data centers as a market niche.

    Jim Phene President of Epiphene (water filtration systems for cooling data center facilities)

  • Thanks, Joshua. The Diagnostic Workshop was very productive and has provided some useful insight into where we should be focusing.

    Nick Leishman General Manager of Auckland Data Centre Limited (the most connected carrier-neutral data centre in New Zealand)