T4D-Logo
Need Help?
Home → Categories → Growth & Revenue Excellence → Growth & Revenue Excellence → Digital Marketing & Growth Strategy → Go-to-Market Sales Strategy Formulation Training Course
Go-to-Market Sales Strategy Formulation Training Course

Go-to-Market Sales Strategy Formulation Training Course

Gain the skills you need to advance your career. This course offers hands-on learning, expert guidance, and real-world applications designed to help you grow.
Intermediate | 10 days | Face to Face / Online / Elearning | Certificate
01

Course Overview

Course Summary
Course Title Go-to-Market Sales Strategy Formulation Training Course
Organization Tech For Development (T4D)
Venue Tech For Development (T4D) Training Center along Tala Road, Runda, Nairobi
Duration 10 days
Target Industries
Target Job Roles
Course Fees (Face-to-Face) USD 2,200/KES 150,000 (Exclusive of VAT)
Course Fees (Virtual)
Training Modes Virtual and face-to-face training
Payment Payment should be made to the Tech For Development (T4D) bank account on or before the start of the course
Accreditation Tech For Development Certificate of Course Completion

Course Overview
This course trains participants to design and implement a Go-to-Market (GTM) sales strategy that aligns products and services with target markets. It covers segmentation, channel strategy, pricing, and execution models to ensure effective market entry and expansion.

Course Duration: 10 Days

Target Audience

  • Sales directors and executives

  • Product and marketing managers

  • Business development leaders

  • Strategy and planning professionals

Personal Impact

  • Gain skills in market segmentation and targeting

  • Build confidence in designing GTM blueprints

  • Enhance strategic thinking and execution abilities

Organizational Impact

  • More successful product launches and market entries

  • Increased revenue from structured GTM strategies

  • Improved cross-functional alignment across sales, marketing, and operations

Course Objectives

  • Understand GTM frameworks and methodologies

  • Develop segmentation and targeting strategies

  • Build GTM plans covering pricing, channels, and execution

  • Align GTM strategies with sales goals and KPIs

02

Course Modules

Course Outline

Module 1: Fundamentals of Go-to-Market Strategy

  • What is GTM and why it matters

  • Components of a GTM strategy

  • Case Study: Amazon Web Services’ GTM framework

Module 2: Market Segmentation & Targeting

  • Customer segmentation models

  • Identifying high-value target markets

  • Prioritizing segments for entry

  • Real-Life Project: Segment a market for a new product

Module 3: Competitive Positioning & Differentiation

  • Crafting positioning statements

  • Differentiating in crowded markets

  • Value proposition design for GTM

  • Case Study: Slack’s market positioning strategy

Module 4: Sales Channel Strategy

  • Direct vs. indirect channels

  • Partner and reseller strategies

  • Digital vs. traditional channel considerations

  • Real-Life Project: Build a channel strategy for GTM

Module 5: Pricing Strategy in GTM

  • Pricing models (value-based, penetration, premium)

  • Aligning pricing with buyer personas and markets

  • Bundling and discount strategies

  • Case Study: Apple’s premium pricing approach

Module 6: GTM Sales Playbooks & Execution Models

  • Building sales playbooks for GTM execution

  • Aligning sales enablement tools and processes

  • Driving consistency across sales teams

  • Real-Life Project: Develop a GTM sales playbook

Module 7: Cross-Functional GTM Alignment

  • Sales-marketing-product collaboration

  • Internal communication strategies

  • Governance and accountability frameworks

  • Case Study: Cross-functional GTM at Salesforce

Module 8: GTM Metrics & Performance Tracking

  • KPIs for GTM success

  • Pipeline and revenue forecasting

  • Tools for monitoring GTM performance

  • Real-Life Project: Build a GTM KPI dashboard

Module 9: Risk Management in GTM Strategies

  • Identifying risks in GTM execution

  • Mitigation frameworks

  • Scenario planning for market shifts

  • Case Study: Risk management in global product launches

Module 10: Scaling & Iterating GTM Strategies

  • Scaling successful GTM frameworks

  • Iterating based on feedback and results

  • Building sustainable GTM roadmaps

  • Real-Life Project: Create a scale-up GTM strategy

03

Course Administration

Methodology

Instructor-led sessions use a blended learning approach combining presentations, guided practical exercises, web-based tutorials, and group work, delivered by seasoned industry experts. All facilitation and course materials are in English, so participants should be reasonably proficient in the language.

Accreditation

Upon successful completion of this training, participants will be issued a Tech For Development Certificate of Course Completion certified by the National Industrial Training Authority (NITA).

Training Venue

The training will be held at the Tech For Development Training Centre. The course fee covers the course tuition, training materials, two break refreshments, and lunch. All participants will additionally cater to their travel expenses, visa application, insurance, and other personal expenses.

Accommodation & Airport Transfer

Arranged upon request.For reservations contact the Training Officer:
Email: [email protected]
Phone: (+254) 790 824 179

Tailor-Made

This training can also be customized to suit the needs of your institution upon request. You can have it delivered in our T4D Training Centre or at a convenient location.

Payment

Payment should be transferred to the T4D account through a bank on or before the start of the course. Send proof of payment to [email protected].

Related Courses

A/B Testing & Experimentation in Marketing Training Course

A/B Testing & Experimentation in Marketing Training Course

 Brand Storytelling & Narrative Design Training Course

Brand Storytelling & Narrative Design Training Course

 E-commerce Growth Strategy Training Course

E-commerce Growth Strategy Training Course

Course Reviews

Based on 0 participant feedback

No reviews yet for this course. Be the first to share your experience!

Write a Course Review

Please share your honest feedback below.

5 / 5 (Excellent)

Share This Course

Date Cost
2026 Schedules
Nairobi
12 Oct - 23 Oct
KES 150,000 |
$2,200 		Register
09 Nov - 20 Nov
KES 150,000 |
$2,200 		Register
14 Dec - 25 Dec
KES 150,000 |
$2,200 		Register
2027 Schedules
Nairobi
11 Jan - 22 Jan
KES 150,000 |
$2,200 		Register
08 Feb - 19 Feb
KES 150,000 |
$2,200 		Register
08 Mar - 19 Mar
KES 150,000 |
$2,200 		Register
12 Apr - 23 Apr
KES 150,000 |
$2,200 		Register
10 May - 21 May
KES 150,000 |
$2,200 		Register
14 Jun - 25 Jun
KES 150,000 |
$2,200 		Register
12 Jul - 23 Jul
KES 150,000 |
$2,200 		Register
09 Aug - 20 Aug
KES 150,000 |
$2,200 		Register
13 Sep - 24 Sep
KES 150,000 |
$2,200 		Register
11 Oct - 22 Oct
KES 150,000 |
$2,200 		Register
08 Nov - 19 Nov
KES 150,000 |
$2,200 		Register
13 Dec - 24 Dec
KES 150,000 |
$2,200 		Register
2028 Schedules
Nairobi
10 Jan - 21 Jan
KES 150,000 |
$2,200 		Register
14 Feb - 25 Feb
KES 150,000 |
$2,200 		Register
13 Mar - 24 Mar
KES 150,000 |
$2,200 		Register
10 Apr - 21 Apr
KES 150,000 |
$2,200 		Register
08 May - 19 May
KES 150,000 |
$2,200 		Register
12 Jun - 23 Jun
KES 150,000 |
$2,200 		Register
10 Jul - 21 Jul
KES 150,000 |
$2,200 		Register
14 Aug - 25 Aug
KES 150,000 |
$2,200 		Register
11 Sep - 22 Sep
KES 150,000 |
$2,200 		Register
09 Oct - 20 Oct
KES 150,000 |
$2,200 		Register
13 Nov - 24 Nov
KES 150,000 |
$2,200 		Register
11 Dec - 22 Dec
KES 150,000 |
$2,200 		Register