Go To Market Strategy: Advanced Techniques and Tools for by Lawrence M. Friedman


By Lawrence M. Friedman

During this path-breaking new e-book, best-selling writer and best go-to-market strategist Larry Friedman offers a pragmatic and battle-tested method for taking items, prone, divisions, or maybe a whole corporation to market!

Drawing on dozens of examples and best-practices throughout quite a few industries, 'Go To marketplace Strategy' lays out a transparent and actionable blueprint for construction a profitable go-to-market plan - person who will make it easier to do extra company, with extra consumers, extra frequently, and extra profitably.

In this e-book you'll locate the entire suggestions and instruments you want to resolution today's an important go-to-market questions:

· Which markets supply the easiest possibilities for ecocnomic growth?

· What do my aim consumers desire? How am i able to do much more company with them?

· What mixture of channels and companions may also help me succeed in and promote to the main buyers on the lowest attainable price?

· Do i've got the perfect product or resolution? How am i able to create broader shopper curiosity in my offerings?

· Do i've got a profitable worth proposition? What might make the 'message' extra compelling - and force extra buying activity?

'Go To marketplace Strategy' isn't really approximately incremental switch. As Friedman issues out, it truly is for executives looking not anything below double-digit profit progress and the slashing of no less than 10-15 percentage of promoting expenditures - completely lifelike effects that go-to-market innovators have always completed. This booklet lays out the entire suggestions utilized by the world's best go-to-market leaders, so that you can also in achieving these varieties of effects, and achieve a true go-to-market aggressive virtue on your markets.

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Additional resources for Go To Market Strategy: Advanced Techniques and Tools for Selling More Products to More Customers More Profitably

Sample text

The reason is that markets don’t buy things; customers do. You can do market research and analysis until the cows come home, and still end up with no idea how to sell effectively to the customers in those target markets. In fact, getting your arms around the fundamental needs and the buying behaviors of your target customers – with enough precision to make high-reward but 22 Go-to-market strategy also high-risk go-to-market decisions – is the very cornerstone of a winning strategy. So what does it take to understand and align with your target customers’ needs and buying behaviors?

So there you have it: a brief look at the ingredients of a successful goto-market strategy. Just to recap: in order to develop a high-performance go-to-market strategy, you must target the right markets, align with the behaviors and needs of customers in those markets, choose the right sales channels, put the right products and value propositions into those channels, and pull it all together into an integrated, multichannel model. When you’ve done all that, you will end up with a selling machine that delivers high revenues, margins, and customer loyalty.

All sorts of products, from personal computers to life insurance and legal services to home mortgages, have had to be substantially redesigned and repositioned to ‘fit’ with new alternative channels or work in new vertical or geographic markets. When you create or change a go-to-market strategy, you must carefully re-evaluate your offerings and value propositions and make certain that they fit with 23 24 Go-to-market strategy your markets, customers and channels. In Chapter 6, we’ll take a look at some practical tools to do that.

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