Close More Global Deals with Sales-Tested Go-to-Market Tactics
Discover the winning characteristics that separate a successful go-to-market strategy from the rest of the pack. In this webinar, you’ll learn how to approach GTM strategy as an investment; how to focus on target markets, specialties, company size, and location; and get data-driven insights to optimize your strategy.
1. How do you determine the right personas or roles for focused selling?
The right personas or roles are determined by understanding who your product or service best serves. For example, if you're selling a product for better patient engagement in the healthcare industry, you would want to focus on medical providers who specialize in the areas your product excels at.
2. How do you validate the right messaging for different regions, buyers, or segments?
Validating the right messaging means testing and refining your messaging based on feedback and results. This could involve creating an audience based on a certain criteria and then tweaking your approach based on the stats of each region or segment.
3. What factors should be considered when defining the total addressable market (TAM)?
TAM factors to consider include the specialties your product or service supports, the size of your target companies, the competitive landscape, and location-specific requirements or regulations.
4. How can companies identify underserved spaces and opportunities in their target market?
Companies can examine the competitive landscape to identify areas where competitors may not be focusing their sales efforts. For example, if competitors are targeting smaller, independent medical practices, there may be an opportunity with community hospitals.
5. What role does data play in refining and optimizing a go-to-market strategy?
Data feedback allows companies to test different marketing strategies to identify and refine the motions that work best. Companies can make data-driven decisions about where to focus their resources.