Our holistic view of go-to-market, forged while leading sales and marketing teams at companies large and small, helps identify growth opportunities quickly and affordably.
Go-to-market success (and failure!) sits at the intersection of marketing, sales and product. Crafting solutions that work across functions is a sure-fire way to reap the compounding success of teamwork.
While every situation is unique and your solutions will be handcrafted, our work typically falls into the following three skill areas.
Drive More Leads
A mix of art and science goes into successfully generating demand.
The art includes your story, the creative way you tell it and how you visually represent your brand. Does your message actually mean something to your audience? And have you found a good way to get noticed by prospects?
Science also plays a huge role in generating leads. The quality and accessibility of your prospect data, the lead handling technology and processes in play, and the performance metrics that drive your team’s work all play important roles in success.
We tell stories meaningfully, optimize lead generation, and create campaigns that generate downpours of high-quality demand.
Enable Your Sales Team
B2B selling is getting harder. Buying committees are growing larger, making decisions in your favor difficult to achieve. As a result, status quo wins way too often. (If you haven't read The Challenger Customer yet, go buy it!)
It's no wonder that roughly half of sales people are expected to miss their quota each year, according to Salesforce Research.
With the value of B2B marketing investments measured in sales revenue, it's imperative your sales team is armed with the stories and tools to sell at each stage of your buyer's journey. Not just more tools, but better tools they actually use to win more deals.
We uncover and leverage selling insights, craft compelling stories and create tools so your team sells more in today's dysfunctional buying environment.
Take Your Products to Market
What market problem does your product solve? Does your team agree on the relevant talking points to sell more? Do you have the human resources required to launch successfully?
The need to launch new products, new functionality and new features is ever present. Unfortunately there never seems to be enough bandwidth to make a big enough splash.
We're adept at managing the product marketing life cycle from initial need discovery through building customer advocacy.