Entrepreneurship
Win the first customer and build the sales system
When your first sales stay scattered, choose the right customer, run sales conversations that teach you something, and build a repeatable way into the market.
Your learning route
The program order
Complete the programs in order to finish the route. Each one brings short lessons, applied practice and a realistic business case together.
Plus and Pro members can create a verifiable Stratify certificate when the route is complete.
- Program 01
Find the customer's real problem
Foundational: you learn to see that what a customer buys is an outcome, not a product. By the end of this program you can separate features from benefits, test demand with the four validation techniques, compute what the status quo bias does to a buying decision, and plan a customer visit with an early adopter.
- Features and benefits
- Four ways to validate demand
- The status quo bias
Apply it: Case: the first ten visits at Northfield Grow
5 lessons · ≈3 hours
- Program 02
Choose the core customer
Intermediate: you learn to choose which customers are the venture's core using data rather than instinct. By the end of this program you can apply the four identification criteria together rather than one at a time, compute the transaction cost of two orders, separate segmenting by benefit from partitioning by access, and show how an ideal customer profile rebuilds a sales model.
- Four identification criteria
- Compute the transaction cost
- Segmenting, partitioning and buyer type
Apply it: Case: rebuild the sales model
5 lessons · ≈3 hours
- Program 03
Turn selling into a system that grows
Advanced: you learn to turn individual sales into a repeatable go-to-market system. By the end of this program you can explain why founders sell rather than delegate, structure a sales call across context, content and contact, separate the funnel from parallel buyer streams, and design the go-to-market system through its people, control systems and sales environment.
- Why the founder sells
- There is no born salesperson
- Context, content, contact and active listening
Apply it: Case: SignalFire Telemetry
5 lessons · ≈3 hours