What is GTM Strategy And Why Every Company Needs One

Saturday, December 09, 2023

Do you have a strategy in place on how to attract, land, and expand customers? In the B2B world, a solid go-to-market strategy isn't a luxury—it's a necessity.

Founders and CEOs, this is particularly crucial for you. If the concept of a go-to-market strategy sounds foreign, think of it as your detailed game plan. It helps you stand out from your competitors, identify your ideal customers, create strategies to get their attention, and craft offers that don’t just help you land clients but help you expand them over time

Here are some really valuable steps you can use right now to help you design a GTM strategy:

Step 1: Choose Your Market:

Where's the low hanging fruit? If you don’t know think about this, 20% of your clients could be driving 80% of your revenue. Break down what roles were the buyers, what vertical they were in and why they bought from you.

Step 2: Create Persona Based Messaging:

Selling to a startup founder is different from selling to a large enterprise COOs, CFOs, CEOs, CMOs, or CIOs especially if they are in different verticals. Each has unique challenges and goals. Make sure your messaging is resonating for the vertical and role you’re sling to.

Step 3: Identify Your Channels:

Where do these decision-makers spend their time? LinkedIn? Conferences? Maybe it's through Google ads or content marketing. Identify and list these channels. Also think about other products or services they use that are non competitive with yours. THey could be great partnerships to explore.

Step 4: Craft an Irresistible Offer:

If you’re trying to get in the door with large companies I recommend what I call a prove it positioning strategy, where you offer a free 30 or 60 day pilot to get them a result before they have to pay and it can speed up the sales cycle significantly.

Step 5: Resources and Tools:

What—or who—do you need to amplify your message's reach? Perhaps it's a sales expert specializing in a particular vertical, or maybe it's state-of-the-art sales automation software or participation in specific conferences.

Your GTM strategy isn’t merely about choosing the right channels—it's about bringing together your marketing, sales, and customer success processes together to generate more revenue while enhancing the customer experience.

Now I have a free E-book called the Art of The Enterprise Sale I wrote that goes into detail on the key steps and framework that you can get at the link below. Go grab it free and start building out your own go to market strategy right away.

Get The Art of The Enterprise Sale Book

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