In a world where you’re always competing for your buyers’ and customers’ attention, you must create memorable messaging that quickly speaks to your audience in an impactful way. As sellers, we must make the most of the time we have with buyers, and understand what messaging, tactics, and value propositions are going to build trust during the buying process. Your pitch needs to be concise and consistent across the buyer’s journey. So how do you develop the perfect pitch? And how do you help your sales reps use your perfect pitch to win more?

With the changing economic climate, go-to-market alignment is crucial.  Join us as we discuss how the go-to-market team at CentralSquare Technologies uses Win-Loss Analysis to align go-to-market teams and initiatives, create a successful feedback loop, inspire action and change for success, improve win rates, and provide insight to executives and investors.

It’s an uphill battle out there for sales leaders and front-line sales reps. This is a common theme on our show! As the buyer’s journey shifts to a digital experience, the time sellers have with buyers is shrinking. This means that sellers must understand how to make the most of the time they have with buyers and understand what they can personally do to impact win rates. It’s pertinent that go-to-market teams quickly identify the blind spots that cause reps to lose winnable deals. And it’s even more important to know how to fix those problems in real- time. In a time where every deal is sacred, you must be able to track the strengths, the weaknesses, and the “health” of each sales rep. But how do we do this?

Data is power! As long as it's quality data and if you know what to do with it. When creating an impactful go-to-market strategy, you’ve got to do your research. In a time where we are flooded with data and intelligence, it can be hard to parse through the noise, uncover truth, and understand what insight you should be applying to your sales and marketing strategies. So how do you go about conducting research in the right places, understanding which data is most powerful, and applying this new insight to your GTM strategy?

Go to market teams are comprised of people who have a kaleidoscope of skill sets, backgrounds, and experiences. This diversity of experience is part of what makes a business successful! It’s not uncommon for a marketer or a sales rep to have professional experience unrelated to marketing or selling. The career path of someone on a go-to-market team may be filled with twists and turns – but along the way, they pick up something very important: transferable skills! As you lead your go-to-market teams, you must be able to identify these skills and help each team member develop them. In this episode, we will explore this concept of transferable skills. What are they? How do you recognize them? How do you develop them? And why do members of go-to-market teams need them?

There’s been a shift for many B2B services companies in the past few years – even here at Primary Intelligence! More and more services companies have made the transition to selling software as a service. And it makes sense – software can be less expensive and easier to scale. But the transition from service-based to SaaS is not for the faint of heart.

Product marketing is a crucial function for go-to-market teams who want to win more. Product marketers are often tasked with positioning, product launches, win-loss analysis, and oftentimes, sales enablement! With so many things on your to do list, how do ensure your product marketing role doesn’t become 100% tactical? How can you as a product marketer move past the tactical, and become more strategic? And how does strategic product marketing impact your go-to-market strategy and organization as a whole?

When launching a new product, it can be difficult to understand what should take priority. You must think about what will have the highest impact on driving value for current customers - while also considering how to attract new customers. Needless to say, there are a lot of moving pieces. One crucial element of any product launch framework is sales enablement. But where should sales enablement fit in this prioritization? What role does sales enablement play in the go-to-market process? And how can you align your efforts to create success every time?

It’s no secret that product launches have a lot of moving parts. If you’re thinking about launching a product or product feature, there’s a lot of research, coordination, and planning that will need to go into it. Marketing, product, sales, and CX teams will all need to work together to ensure product launch success. But how do you measure the success of a product launch? And who’s responsible for what?

If you’re on a go-to-market team, you may already be using a specific framework to position your product. And if you aren’t you should be! Storytelling frameworks are powerful for improving positioning and creating an effective go-to-market strategy. But once you have a framework in place, how do you then use it to create alignment throughout your organization – and, alignment with your buyers and customers?