In the complex B2B IT market, any initiatives to drive business growth must align marketing and sales to create one seamless “buyer experience”.
Working with leaders of sales and marketing organisations we provide a fresh external view coupled with many years of industry experience and proven processes. In many cases we work on moving the needle more and more from “farming” and organic growth, to a proactive and creative “hunting” sales culture.
Go To Market Consulting works with organisations in the IT market going through a disciplined and structured process to ensure the six strategic marketing foundations are in place, and aligned with sales strategies. So we look at:
• Value Proposition – How will you reach the target market?
• Market Trends – Transactional versus consultative selling?
• Competitive Positioning – What are the required skill profiles?
• Target Market Selection – How can partnerships help accelerate growth?
• Core Messaging – What are the key messages you need to focus on?
We are then able to align these five marketing foundations with the Sales Structure by looking at:
• Sales Channels – How will you reach the target market?
• Sales Model – Transactional versus consultative selling?
• Selling Competencies – What are the required skill profiles?
• Partnering Right – How can partnerships help accelerate growth?
Then we are better placed to plan Lead Generation Marketing by devising:
• Marketing Tactics – What are the most effective means?
• Sales Lead Definition – What is a “quality lead”?
• Marketing Campaigns – How to plan and manage lead generation campaigns?
• Marketing Content – How to persuasively communicate your message?
• Roles and Responsibilities – What are skills and resources required to execute?
How can you work with Go To Market?:
• Project Based: We agree on a clear, agreed scope of deliverables aligned with your goals and objectives. The project implementation typically involves stakeholders from different areas of the client facing roles, including management, sales, marketing and service.
• Coaching and Sound Boarding: Through regular coaching sessions, you create the space and time to work on your business growth strategy. Goals and objectives of these sessions are mutually agreed and measured.
• Peer-group Workshops: Go To Market schedules regular workshops and mentoring programs for groups of up to 10 participants. Please click here for more details.