Trying to tune-up your company's revenue growth engine? Start here.
If you're trying to accelerate revenue growth in your B2B company, don't pass go until you've nailed the 5 GTM fundamentals below. Without these, nothing else will matter.
WINNING MOVE #25
Know your target customers cold.
It is tough to build (and sell) what your customers needs if you don't understand them deeply, right? Successful GTM strategy has to be grounded in a strong understanding of your market and customers. So get to know your target customers cold. Here's how.
WINNING MOVE #26
Segment, size, and select.
Not every buyer in your market is the same. So without segmenting your market, and making clear-cut choices about where you'll focus, your GTM efforts run the risk of becoming scattered, diluted, and ineffective. That's why we segment, size, and select. Here's how.
Find this useful? There's plenty more where that came from.
WINNING MOVE #27
Get clear on your ideal customer profile
Because you've segmented, sized, and selected in Winning Move #26, you've zeroed-in on your target customer segments. Time to take this a step further and get clear on your ideal customer profile within those segments. Here's how.
WINNING MOVE #28
Sharpen your positioning
Because you nailed Winning Move #27, you're clear on your customer and their problems. Now, it's time to make sure you've positioned your products or services as the one-and-only solution to those problems. This is where positioning comes in. Here's how.
WINNING MOVE #29
Translate your positioning into customer-centered messaging
Developing clarity in your problem-outcome-solution in Winning Move #28 is only half the story. Commercial success lives and dies by how effectively you translate that positioning into customer-centered messaging that hooks 'em and reels 'em in. Here's how.