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Is your company facing challenges due to misalignment between Sales and Marketing teams? Our client in a highly regulated industry experienced this firsthand. The Challenges They Faced: ·        An empty "mid-funnel" ·        A decelerated pipeline This was due to years of growth with minimal Marketing involvement because of a government-mandated upgrade. As the upgrade timeline expired, they needed help. Our Approach: ·        We restructured Sales teams & processes to focus on the most promising prospects ·        We enabled benchmarking for improved Sales-Marketing alignment ·        We refocused Marketing efforts on buyer journey segmentation ·        We aligned Marketing directly with the new Sales processes The Results: Our efforts led to the following positive outcomes: ·        Improved lead quality ·        Accelerated pipeline ·        Initially rolled out to a business unit first (pilot) ·        Successful global rollout followed shortly after At MarketOne International, we tackle Sales-Marketing misalignment head-on, enabling seamless collaboration for revenue growth. Let's discuss how we can drive aligned success for your business! Reach out to me at [email protected] to start the conversation. #SalesAndMarketing #RevenueGrowth #SalesEnablement #BuyerJourney #LeadGeneration #BusinessAlignment #CaseStudy

Important #topics about #sales📌 Day 8/15 Why it is important to align #Sales And #Marketing? Though both concepts differ, sales and marketing always give the best results when aligned. For example, marketing research #data from the marketing team can help the sales team to process sales more efficiently. To sync up, it is always advised that the sales and marketing departments plan regular meetings to track the shared #goals, #communicate, remove any #roadblocks, and #achieve the business goals. Both teams can offer valuable insights into #customer behaviors and better product positioning and sales. The alignment of both teams can help the organization reduce costs and increase return on investment. #sales #challenge #goals #achieve

Annual Planning for #revenueoperations ideally should ▶️ Start early, ▶️ Be grounded in data, ▶️ Cross functionally nail down strategy, ▶️ Broken out into phases ▶️ Have timelines, single threaded owners, ▶️ Clear deliverables and action plans Otherwise next year can feel ad hoc by nature ❌ Targets are unclear ❌ Positioning, pricing, and promotion is left to decentralized decisions ❌ #sales quotas and comp plans delivered late ❌ Territories undefined ❌ #marketing budget is unclear Talking with Eddie Hanson at Prolifiq recently, one thought is that came to mind is to use this time to assess how you are progressing relative to your planning roadmap. Planning phases may look like this: ▶️ Total addressable market, share of addressable market ▶️ Ideal customer profile reassessment ▶️ Persona maps for next year ▶️ Market segmentation ▶️ Territory design and account assessment ▶️ Target setting and cascade ▶️ Quotas and comp plans ▶️ Sales readiness It's never too late to work backwards from your kickoff next year It's that last piece that keeps me up at night Are my GTM teams prepared to effectively execute the game plan next year? Sales readiness. Here's what this could look like: ▶️ Territory plans which reps need to fill out ▶️ Personal development plan. What skills will they work on this year and how they will close the gap ▶️ Account plans. Not needed for every account but for a handful. The goal is to build and reinforce the skills to build and enact an attack plan ▶️ Pipeline reviews with managers and operations It's never easy to close out the year and build out the plan for next Go forth and operate 👋 More musings on the Substack (link in profile)

The most overlooked aspect of your GTM strategy is the win/loss analysis. Very few companies do it, and do it well. Why? Lack of resources, lack of time, and lack of budget are often cited as to why GTM teams put it on their to-do list but never get to it. How can a company afford not to do it? Such a wealth of information is available even if just a handful of responses come through, positive or negative. Even with minimal response, it creates an important habit for analyzing loss by stage, region, industry and products, etc. that in turn informs demand gen efforts. Oftentimes, companies count the info sales reps include in the CRM as their win/loss intelligence. This is hardly enough. Many buyers are not comfortable telling a sales rep they didn't do a good pitch or the demo sucked. It’s like telling a mother her baby is ugly. I found that the best win/loss analysis is conducted by an independent party, inside the company by the PMM team or outside the company by a consultant. Great feedback on the pitch deck, demo, pricing, and customer facing team can be obtained from this research. Most importantly, it is information about what the GTM team needs to improve to win going forward. What is your take on win/loss analysis? Can a GTM team sell more and faster without it? #winlossanalysis #gtmstrategy #demandgeneration

Everyone is still talking marketing and sales alignment. Feels like we've not quite got there yet? So marketers, do you know what sets top-performing sales reps apart? Discover the competencies that make them 2.9x-3.7x more likely to hit their targets. Join our complimentary Gartner webinar to learn actionable insights that can compliement your marketing and demand generation efforts. 🔗 Watch now: https://lnkd.in/eRUcVnvN #DemandGeneration #MarketingExcellence #SalesSuccess #GartnerWebinar

I’ve been talking through this slide a lot the past few weeks with revenue leaders looking to make an account based transformation. Here is the message I try to convey. ABM is a component of your go-to-market strategy that combines people, process, data and technology to surround humans at the accounts that are specifically in the market for your solution and that you know you can help most with timely, relevant and personalized content that enables those people to reach out to you first in their buying process, and make the best purchasing decision, which is hopefully you. When done at the most strategic level, ABM requires alignment across marketing, sales, customer success, revenue operations, product and finance. For all you #demandgeneration and #ABM people, How would you enhance this? Anything to add? Does this resonate with you? Shout out to Kerry Cunningham, the team at Forrester for their amazing funnel work, especially Ross Graber, and Sangram Vajre for some inspiration.

Part 3 - Revenue Issues: Having the right Go-To-Market strategy? Read more below 👇   🚀 Time to unblock your revenue problem? In our previous two posts on ‘Revenue Issues’ we touched upon the untapped potential of sales excellence (Part 1), as well as choosing the right sales strategy (Part 2). Unlike marketing campaigns or sales strategy, a GTM strategy is a holistic approach that unifies all business strategies and sets the groundwork for them, from product development and marketing to sales and customer success. So, what is a 𝙜𝙤-𝙩𝙤-𝙢𝙖𝙧𝙠𝙚𝙩 𝙨𝙩𝙧𝙖𝙩𝙚𝙜𝙮? A go-to-market (GTM) strategy is a comprehensive plan that outlines how a product will enter and capture the targeted market. The GTM strategy focuses on two main aspects: ➡ The “who.” Identifying the ideal target customer for your offering, whether introducing a new product to an existing market or taking an existing product to a new market.  ➡ The “how.” Determining the best way to get the product in front of your target users. 📈 If you have experience with investors, you may have faced challenges in choosing the right vertical market segment to target. Investors often prefer following best practices from Crossing the Chasm, focusing on one vertical before expanding to others to build momentum. But how do you determine the right vertical to target? And how do you approach that market - with a Product-led, Sales-led, or Hybrid approach? Consider if this aligns with your persona and Ideal Customer Profile (ICP). Product-led strategies are more suitable for technically savvy target audiences. Is the GTM strategy also aligned with your burn-rate and runway? 🔥 Hit a roadblock or need a second opinion? BridgeFlow.nl is your go-to partner to find concrete solutions how to optimize your GTM strategy to get more traction and boost revenues. Send us a DM, or just connect with us via Linkedin, to learn more how we operate and can unblock your revenue! Read again... Part 1: https://lnkd.in/ewfBba_q Part 2: https://lnkd.in/eA_UCt78 #GTMStrategy #gotomarket #salesexcellence #salesperformance #duediligence

Looking to implement your GTM? Here are some quick tips to ensure success... -Identify your “product-market fit” -Understand your market position, competitors, segments, verticals -Model in your pricing and align the value proposition -Design a sales, customer success, &marketing plan -Embrace feedback from customers, analysts, partners, and prospects -Select KPIs to measure success Make sure you revisit your GTM regularly to validate your company's GTM strategy. #GTM

🚀 Is Your Sales Go-to-Market Strategy Built for Growth? Many business leaders assume they have a solid Go-to-Market (GTM) strategy—but have they really stress-tested it? A well-defined sales GTM is the backbone of revenue growth, yet too often, it’s built on assumptions rather than a structured plan. Here’s a quick challenge: Can you confidently define and execute on each of these GTM elements? ✅ Ideal Customer Profile (ICP) – Are you targeting the right customers, or are you spreading resources too thin? ✅ Value Proposition – Can your team articulate a clear, compelling reason why customers should choose you over competitors? ✅ Market Segmentation – Are you focusing on the most profitable customer segments or chasing the wrong leads? ✅ Sales Channels – Have you optimized your mix of direct sales, channel partners, and digital selling? ✅ Sales Process & Methodology – Is your sales motion clear, scalable, and repeatable? ✅ Revenue Model & Pricing – Is your pricing strategy aligned with the market and your value delivery? ✅ Marketing & Demand Generation – Are your marketing and sales teams truly aligned to drive revenue? ✅ Technology Stack – Do you have the right CRM, automation, and analytics tools in place? ✅ Customer Success & Retention – Are you prioritizing lifetime value and retention, or just chasing new deals? ✅ KPIs & Metrics – Are you tracking the right data to continuously optimize your GTM approach? 💡 If any of these areas feel unclear or underdeveloped, your sales GTM might be costing you growth. A strong go-to-market strategy isn’t a one-time exercise—it’s an evolving framework that separates thriving businesses from struggling ones. 👉 How does your GTM strategy measure up? Where do you see gaps? Let’s discuss! #GoToMarket #SalesStrategy #BusinessGrowth #SalesLeadership #StrategyExecution #ExecutiveCoaching #BusinessConsulting

Companies Need to Modernize Their GTM GTM has changed drastically over the past two years. The buyer's journey is the root cause of this transformation. The number one reason companies are not experiencing the same growth is because they spend all their time looking for prospects who are ready to buy and forgetting about the other prospects that need nurturing until they are ready. If you are interested, we should talk more about this sales motion. hashtag #BDR #SDR #Salesgrowth #Revenue