Omprakash Karuppanan的动态

5 Brutal GTM Mistakes Killing Your 2024 Growth (and How to Fix Them)?? ??It's time to switch your GTM in the cookieless world. ??The old ways of lead gen, SEO spam, and cold outreach may not be enough today. Here are the 5 FATAL MISTAKES holding you back: **Mistake #1: Demand Capture Over Community Building: ? Old Way: Throwing money at ads, SEO, and cold outreach in a desperate bid for leads. ? New Way: Invest in category creation, thought leadership, and building genuine relationships in the communities where your ideal customers gather (hint: it's not just LinkedIn!). **Mistake #2: Form Fills Over Human Connections: ? Old Way: Focusing on lead volume and MQLs, treating prospects like numbers, not people. ? New Way: Prioritize lead quality over quantity. Personalize outreach, understand customer needs and build trust through authentic interactions. ?? **Mistake #3: Star Performers Over Playbook Power: ? Old Way: Relying on a few sales superstars while neglecting to document and share best practices. ? New Way: Develop repeatable, scalable playbooks that empower your team to win deals, not just the "lucky few." **Mistake #4: Pipeline Volume Over Pipeline Velocity: ? Old Way: Getting stuck in a lead generation rut, focusing on the number of leads, not how quickly they convert. ? New Way: Track and optimize pipeline velocity and win rates and build a high-intent pipeline of qualified prospects ready to buy. **Mistake #5: Silos Over Synergy: ? Old Way: Marketing, Sales, and Customer Success operating in separate silos, leading to misalignment and missed opportunities. ? New Way: Foster cross-functional collaboration. Break down the walls, share data, and work as a united front to deliver exceptional customer experiences. What other GTM mistakes have you encountered?

?? Is your Go-To-Market strategy leaving money on the table? Imagine Salesforce using the same sales tactics for small startups and Fortune 500 companies. Or Zoom relying solely on a freemium model for large enterprises. Doesn't quite add up, does it? Here's the kicker: Companies that align their GTM strategy with customer segments see a 14% increase in annual contract value, according to Forrester Research. 3 tactics to level up your GTM game: 1?? Map your offerings to touch levels (No Touch to Dedicated) 2?? Tailor your approach based on deal volume and contract value 3?? Optimize resource allocation across marketing, sales, and CS Pro tip: Use AI-powered analytics to analyze customer interactions and refine your GTM motions for each segment. ??? Spicy take: The "one-size-fits-all" strategy is obsolete. In today's market, precise targeting and tailored GTM motions are crucial to avoid wasting resources and to achieve real traction. Time to get real: Your GTM strategy shouldn't be a game of darts in the dark. It's time to embrace the science of sales and marketing alignment. After all, in the words of the great philosopher DJ Khaled, "Another one" only works if you're targeting the right "ones" to begin with. Ready to transform your GTM approach? ?? Comment: What's your biggest GTM challenge? ?? Save for your next strategy session. ?? Share to support this post. ?? Subscribe to my YouTube for more B2B growth strategies!

?? Is your Go-To-Market strategy leaving money on the table? Imagine Salesforce using the same sales tactics for small startups and Fortune 500 companies. Or Zoom relying solely on a freemium model for large enterprises. Doesn't quite add up, does it? Here's the kicker: Companies that align their GTM strategy with customer segments see a 14% increase in annual contract value, according to Forrester Research. 3 tactics to level up your GTM game: 1?? Map your offerings to touch levels (No Touch to Dedicated) 2?? Tailor your approach based on deal volume and contract value 3?? Optimize resource allocation across marketing, sales, and CS Pro tip: Use AI-powered analytics to analyze customer interactions and refine your GTM motions for each segment. ??? Spicy take: The "one-size-fits-all" strategy is obsolete. In today's market, precise targeting and tailored GTM motions are crucial to avoid wasting resources and to achieve real traction. Time to get real: Your GTM strategy shouldn't be a game of darts in the dark. It's time to embrace the science of sales and marketing alignment. After all, in the words of the great philosopher DJ Khaled, "Another one" only works if you're targeting the right "ones" to begin with. Ready to transform your GTM approach? ?? Comment: What's your biggest GTM challenge? ?? Save for your next strategy session. ?? Share to support this post. ?? Subscribe to my YouTube for more B2B growth strategies!

?? Is your Go-To-Market strategy leaving money on the table? Imagine Salesforce using the same sales tactics for small startups and Fortune 500 companies. Or Zoom relying solely on a freemium model for large enterprises. Doesn't quite add up, does it? Here's the kicker: Companies that align their GTM strategy with customer segments see a 14% increase in annual contract value, according to Forrester Research. 3 tactics to level up your GTM game: 1?? Map your offerings to touch levels (No Touch to Dedicated) 2?? Tailor your approach based on deal volume and contract value 3?? Optimize resource allocation across marketing, sales, and CS Pro tip: Use AI-powered analytics to analyze customer interactions and refine your GTM motions for each segment. ??? Spicy take: The "one-size-fits-all" strategy is obsolete. In today's market, precise targeting and tailored GTM motions are crucial to avoid wasting resources and to achieve real traction. Time to get real: Your GTM strategy shouldn't be a game of darts in the dark. It's time to embrace the science of sales and marketing alignment. After all, in the words of the great philosopher DJ Khaled, "Another one" only works if you're targeting the right "ones" to begin with. Ready to transform your GTM approach? ?? Comment: What's your biggest GTM challenge? ?? Save for your next strategy session. ?? Share to support this post. ?? Subscribe to my YouTube for more B2B growth strategies!

As you work on capacity planning for 2025 I highly recommend this webinar. Domestique are truly experts.

GTM Effectiveness and Efficiency "The #1 issue for CEOs today is the continued decline in GTM performance." Do you know how much revenue an additional dollar of sales & marketing will produce? If you don't, maybe you have invested in marketing and revenue didn't change. Or you added a Go-To-Market motion and it failed? Who do you blame when you invest in sales and marketing and revenue doesn't changes? Here's a hint - don't blame the sellers or the marketers. The problem is you don't have a repeatable scalable selling motion(s). Don't start new campaigns until you know what is working and you have it modeled. Build a model for each of your GTM motions (small, medium, large enterprises, self service, named accounts, etc.). Use the model (yes it is math but it is simple math) to understand the effectiveness. Are the costs of acquiring the customer balanced by the revenue? What is the payback? If you understand the efficiency of your GTM motions, then you know where to invest and what to close down. Laying off people without knowing what's working is like driving blind in a rainstorm. Good results are unlikely and bad results are probable. Buying more tools and automating with AI is no different. Don't buy more marketing apps, don't try to scale up a process if it isn't efficient and profitable. Get repeatable success by first assessing your GTM engine. Treat sales and marketing as a process that can be measured. The entire process needs to be measured as an engine - this is not quota attainment and it is not MQLs. Then clear out unproductive processes and sales motions so that you can focus on what delivers results.

Unfortunately, we see funnels like this all the time. "MQLs" are way ahead of pace, the very bottom of the funnel looks "good", but the overall funnel is broken and your closed won $ is way off pace. This dynamic leads to inaccurate forecasting, meaningless pipeline meetings, and misaligned compensation strategies. More importantly, it leads to a lack of trust in your GTM strategy and people. As a marketer, I know how easy it is to hit a MQL goal. As a CEO, I know how meaningless it is to hit an MQL goal while missing a pipeline goal, or a bookings target. We don't have an MQL target at Domestique. We have a pipeline and bookings target for marketing, but we could care less how many MQLs we see. Many companies are (or should be) in the middle of their 2025 capacity planning. We're actually doing a webinar on this next week (register at the link in the comments). Capacity planning is one of the most important exercises you can do as a GTM leader - so get on it. In this example, you're at 116% pace to your MQL target, but 49% to your Demo Complete target? What does that tell you? There's either something wrong with the quality of your demand (ICP, segmentation, personas, targeting etc), the technical process of routing/assigning/handing off your demand to your SDR team, the messaging/process of your SDR team, or your product really does just suck that much. If it's the latter, good luck. If you've got the visibility into your funnel to be able to see trends like this, dig in. Run experiments to find out where the real problem is coming from. Because if I were sitting in on these meetings and heard from the head of marketing that we simply needed more budget to drive more demand, I would laugh. Then I would probably refill my coffee.

Fresh perspective from Jon Miller, and a great catchphrase that should resonate with any B2B marketer: "Marketing is not a gumball machine." He shared this view and more in a recent CMO Huddles session which I highly recommend. Check it out here: https://lnkd.in/gqRBmYe9

Super smart. The over-indexing on marketing automation, MQL and "right-hand-side" of the marketing value chain is as astonishing as it is ill-advised. B2B is NOT high-volume B2C.

Totally Jon Miller PMF, Positioning and Brand - the fundamentals of meaningful leads. “Spray and Pray” days are behind us “Connect and Engage” days are here. Content isn’t the king, meaningful content is. Email, LinkedIn or Cold Calls won’t help generate leads. Understanding your audience and engaging them with meaningful content does. Wether it’s calls, emails or InMails - if you don’t make sense to your audience, you just don’t make sense. Period. It’s not the channel that works or doesn’t, it’s how you leverage the channel to engage with your audience in a meaningful way that does. Between Product Market Fit, Positioning and Brand - most companies miss the positioning part. If your content is irrelevant, your offers become irrelevant too.