Host Neeta Bidwai concludes a 2-part episode explaining why traditional lead generation models are failing, and what to do about it. You can find the full episode, along with all the slides, on our Youtube channel.

Part 2: Building off the data and market dynamics discussed in last week's episode, host Neeta Bidwai discusses the challenges faced by organizations in reaching and influencing customers and emphasizes the need to design a system tailored to their specific customer base. Neeta advocates for designing a custom go-to-market system tailored to an organization’s customer base, price point, and mission. The four essential elements of this model include continuous validation of the target audience, mining unique customer insights, facilitating independent buyer learning, and revising KPIs and metrics. Key points include validating the target audience over time, mining unique customer insights, unbundling marketing and sales efforts, and changing KPIs and metrics to reflect current realities. She also stresses the importance of thought leadership and educational content in building trust, competitive advantages, and accelerating the buying process. Effective messaging, segmentation, and the need for regular customer insights programs are discussed as critical components of a successful go-to-market strategy.

Highlights:

00:42 Designing a System for Your Organization

01:18 Core Elements of a Go-to-Market Model

01:25 Validating Your Target Audience

01:42 Mining Unique Customer Insights

01:51 Unbundling Marketing and Sales

02:30 Changing KPIs and Metrics

03:03 Customer Segmentation and Validation

04:07 Understanding Value and Pricing Fit

08:37 Building Trust Through Thought Leadership

09:42 Effective Content Strategies

14:05 Aligning Business Goals and Metrics

17:25 Q&A Session

25:10 Conclusion and Final Thoughts

Resources:

Full episode video & slides (Youtube)

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Where to find Neeta:

https://www.linkedin.com/in/neetabidwai/

Where to find Good Revenue:

https://goodrevenue.io/goodrevenue 

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