Your GTM Plan – The Foundation to Building Your Revenue Strategies

Recently, my colleague Andreas Schenck wrote about the importance of having a Go-To-Market (GtM) plan. It should come as no surprise that I couldn’t agree more! In his blog post, Andreas provided several tools that are helpful to establish the direction and strategies for your company. I’m going to elaborate on these strategies and provide some steps to help document and capture your GtM plans to articulate and communicate the strategy across your team.

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Get Personal With Your Buyers

As consumers, we are bombarded with marketing messages for products and services that either appeal to us or are completely irrelevant. As a marketer, the challenge of getting in front of your prospective and existing buyers is becoming more and more difficult every day. Thus, understanding your buyers is critical in creating, executing and measuring your sales and marketing strategies. As a business leader, how well do you know your buyers?

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Does Your Emperor of Sales and Marketing Wear Clothes?

In my last blog post, I discussed that lazy sales people sell more. It turns out they follow these principles:

They work on the best, closable opportunities. They know when a prospect is kicking tires and when they are ready to make a decision. They never guess.
They do the right thing at the right time. They follow a forward-thinking and intelligent sales process.  
They are driven by authentic client focus. They “sell” to make a difference.

Some of you asked a very good question after reading my previous blog post: “What does an organization need to do to support and motivate these behaviors?” 

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4 Marketing Metrics to Fire Up Your Revenue Engine

How often do you find yourself staring at a report or dashboard and asking yourself, “What am I supposed to do with this?! Is this what a ‘TPS Report’ from Office Space looked like? Are these complex numbers even useful? If so, what business decisions can I make with this information?” These are all good questions. Making business decisions based on reports that include useful metrics can result in unbelievable revenue growth for your company. However, utilizing reports that feature useless metrics can stunt your company’s revenue growth and result in roadblocks.
It can be difficult to discern whether the data you’re tracking is useful or useless. If you’re looking at your metrics and wondering how you can leverage the information to make good business decisions, you’re on the right track. But how do you know if you’re tracking the right metrics? In short, your reports should be providing you with actionable data that will assist you in making better-informed decisions. On the other hand, if your reports include metrics that do not benefit  your lead generation strategy at all, you’re likely tracking useless data.
To help you gain a better understanding of which metrics will help maximize your revenue growth, we have compiled a list of the 4 most important marketing metrics that you should start tracking today. These metrics will aid you in making informed, smart decisions as a business leader managing your revenue engine.

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