"Giuseppe, we don't get in front of clients in Italy," a prospect recently told me.
When you're a newcomer with no brand awareness, going direct is not easy.
This is especially true for niche products with complex value propositions that non-technical decision-makers might struggle to grasp.
Often, an indirect channel (Solution Partners) is the best go-to-market (GTM) route in a new market.
They will understand and appreciate the value of your product and identify the problems your product solves for their existing clients, leveraging their long-standing relationships.
Likely, your partner will bring you your first logos and accelerate your brand awareness in the market.
Agree 100%, so far this solution partner strategy has proven to be very functional for us at Gemini Commerce. Both in Italy and internationally.
However, unfortunately, the issue you describe here Giuseppe Giorlando is also present when you talk to potential solution partners. Plus not everyone is an early-adopter.
President of Personal ABM and Host of the ABM Done Right Podcast - I Enable GTM Teams to Land and Expand Key Accounts with the Right Account Intelligence, Content, Messaging & Conversational Support
6sense reports show that buying groups have 78% of their requirements set before engaging with providers making it harder for #GTM teams to differentiate themselves as most teams react to these predefined needs.
In the post below, Jeff Marcoux, former CMO at Bombora, talks about the concept of disruptive requirements: a strategy to stand out 🌟. It’s about identifying what your solution does UNIQUELY and ensuring it’s highly valued by the prospect. This isn't just about differentiation; it’s about creating a compelling reason why your solution is the only choice 🛡️.
This requires an account-based value proposition that is customized to the
needs of specific target accounts, which is based on insights and knowledge rather than just talking to your generic market and the predefined needs that buyers tell you.
As I mentioned in a post earlier today, these account-based value props should be designed for specific customer needs — not what’s available in solution stable to sell. Value props should be custom designed to the unique opportunity in each account.
Your value prop is what you tell SPECIFIC buyers in a specific account.
It's the why you to that specific target account.
It's the why you and not somebody else.
It's the why you are relevant -- and this is what most teams are missing.
Your account-based value prop is the BRIDGE between your Insights research and your Account Experience. It's not your reaction to predefined needs that buyers may tell.
Your account-based value prop is what will make an impact with the account experience the teams deliver across the buyer's journey and customer lifecycle. It's what makes your Account Experience succeed in accelerating accounts to revenue - a key challenge for #GTM teams.
Creating your account-based value props and employing a disruptive requirements #GTMstrategy requires collaboration across #customermarketing, #productmarketing, #demandgen, #revenuemarketing, #lifecyclemarketing, #sales, #customersuccess, and product teams. I discuss this further in my blog post:
https://lnkd.in/e3wrMsrp
And, don't forget to read the post by Jeff Marcoux and watch his video below.
Chief Marketing Officer | Product Marketing | RevOps | Demand Generation | Marketing Professor @ OSU
🚀 Why Your Sales Motion Needs Disruptive Requirements 🎯
Quick recap before diving into Disruptive Requirements
Last week, I dove into 6sense’s eye-opening research 📊 revealing that:
-Buying groups are about 70% through their cycle
-They have 78% of their requirements set before engaging
Buying groups also typically consider just four vendors, with the first contact winning 84% of the time. This insight is game-changing for our go-to-market strategies.
Enter the concept of disruptive requirements: a strategy to stand out 🌟. It’s about identifying what your solution does UNIQUELY and ensuring it’s highly valued by the prospect. This isn't just about differentiation; it’s about creating a compelling reason why your solution is the only choice 🛡️.
As we refine our approach, collaboration across product marketing, demand gen, sales, and product teams is crucial to pinpoint your unique edge. Disruptive requirements also introduce a fear of missing out (FOMU), positioning you as the fail-safe option.
How are you disrupting the buying cycle and making your mark? Share your strategies below!
#GoToMarket#SalesStrategy#DisruptiveRequirements
𝐇𝐨𝐰 𝐭𝐨 𝐔𝐬𝐞 𝐘𝐨𝐮𝐫 𝐃𝐢𝐟𝐟𝐞𝐫𝐞𝐧𝐭𝐢𝐚𝐭𝐨𝐫𝐬 𝐓𝐡𝐫𝐨𝐮𝐠𝐡𝐨𝐮𝐭 𝐭𝐡𝐞 𝐒𝐚𝐥𝐞𝐬 𝐏𝐫𝐨𝐜𝐞𝐬𝐬
Highlighting what makes your brand unique isn't just a part of your strategy; it's the cornerstone. Whether it's on your website, during discovery calls, or in your marketing and sales materials, weaving your differentiators into every conversation and piece of content ensures that your prospects can't help but see what sets you apart.
By strategically dropping these unique points throughout your sales process, you transform how prospects view your competition. They'll start looking for your unique attributes elsewhere, only to find they're exclusive to you.
Make your differentiators work harder for you. Embed them deeply into your narrative and watch as they not only distinguish you from the competition but redefine the expectations within your industry.
#BrandStrategy#Differentiation#SalesExcellence#MarketingInnovation#BusinessEdge
Why does a new business need promotion? Here are some key reasons:
1.Brand Awareness: It introduces the business to potential customers, increasing awareness of the brand and its offerings.
2.Customer Acquisition: Effective promotion attracts new customers, encouraging them to try the products or services.
3.Competitive Edge: It sets the business apart from competitors, showcasing unique selling points and advantages.
4.Building Trust: Consistent promotion contributes to building credibility and trust with the target audience.
5.Sales and Revenue: Higher visibility often translates to increased sales and revenue as more people discover and buy the offerings.
6.Market Positioning: Promotion aids in establishing the business's position in the market, illustrating how it is perceived in comparison to competitors.
7.Engagement: Promotional efforts engage customers, fostering relationships and promoting repeat business.
Ultimately, promotion is a vital driver for growth, enabling a new business to establish itself and succeed in a competitive market.
#business#promotion#marketing#growth#sales#brandawareness
Are you standing out from the crowd❓
Does your audience know and recognize your style❓
In a world full of choices, what makes you stand out? 🤔 It's your Unique Selling Point (USP) – the special something that sets you apart from the rest!
It's your exceptional quality, innovative features, or unparalleled service, your USP is your secret weapon. Here’s why it matters:
💡 Authenticity: Show the world what makes you genuinely unique. Share your story and let your passion shine through.
🚀 Competitive Advantage: Highlight the distinct benefits your product or service offers. Give your audience a reason to choose you over the competition.
❤️ Customer Connection: Connect on a deeper level by addressing your customers' specific needs and desires. Speak their language and show that you understand them.
📈 Brand Loyalty: Build a loyal following by consistently delivering on your promises. Your unique value keeps customers coming back for more.
So, what's your USP? Let it guide your business to new heights! Share your unique edge with pride and watch your brand soar. ✨
#UniqueSellingPoint#USP#BrandIdentity#StandOut#MarketDifferentiation#BusinessGrowth#CustomerConnection #BrandLoyalty#socialmediamarketing#socialmediamanager#ValueProposition#BusinessStrategy#MarketEdge#CompetitiveAdvantage#CustomerValue#BrandUniqueness#WhyChooseUs#UniqueValue#BrandIdentity#CustomerFocus#InnovateAndGrow#DistinctiveBrand#MarketingStrategy#BusinessInnovation
Did not get a response from the brand?
Here's the solution:
1. Send them Follow up mail.
2. Follow up on Call
3. Reach out to decision-makers on LinkedIn
P.S.: Pitch them with a targeted strategy.
At Wink Consulting, we understand the power of transforming prospects into loyal customers and brand ambassadors. Building strong relationships is at the core of our success strategy!
1️) Personalized Engagement: Every interaction counts! We tailor our approach to meet the unique needs of each prospect.
2️) Exceptional Experiences: We go above and beyond to create memorable experiences that keep customers coming back.
3️) Ongoing Relationship Building: Our journey doesn't end at the sale. We nurture long-term relationships to foster brand loyalty and advocacy.
Join the conversation! How do you transform prospects into loyal customers and brand ambassadors? Share your insights in the comments below!
#CustomerRelationships#BrandAdvocacy#LoyaltyPrograms#CustomerExperience#B2BMarketing
Making your brand more visible, providing value, and allowing prospects to move through their buying journey at their own pace is now a requirement. Have the conversations your prospects want to have, win more trust, close more customers, it’s that simple.
Why can’t we close a deal?!
One of the biggest mistakes in marketing and go-to-market strategy is not being clear on activities that generate client interest and those that actually help close the deal.
There’s a big distinction between sparking attention and turning that into commitment.
Our 2024 research shows
✔️ Activities like brand recognition—think conferences, content, and other awareness efforts—help you get noticed & shortlisted.
✔️ But closing the deal? That’s driven by the right demo, a strong sales process, and a clear product fit with buyer needs.
The best GTM strategies are carefully balanced across both ends of this journey.
A lot of times we find companies choose to focus their time on one side of this or the other or they run the strategies from marketing and sales so separately that there isn’t a cohesive experience for the buyer.
Then can’t figure out why deals aren’t flowing or closing.
If you’re ready to make sure your efforts are aligned and optimized, let me know - our market alignment diagnostic takes just a few weeks, requires less than 5 hours of your teams time and helps pinpoint areas for tweaking, expansion or differentiation
#GoToMarket#MarketAlignment#MarketingStrategy#Aspect43#hrtech
INCREASE VISIBILITY TO ATTRACT AND RETAIN CUSTOMERS
Have you ever wondered how indomie increase visibility, attract more and retain customers amidst the massive competition from other noodle brands?
One of the major challenges that businesses face is the ability to increase visibility to attract and retain customers.
Visibility could be many things but to be seen by the right audience at the right time with the right message explains it best.
To increase visibility one needs knowledge, to attract customers, one needs understanding and to retain them, one needs knowledge, understanding, and skills.
Every successful business needs to be able to generate leads, close sales, and build relationships with customers. In other words, attract and retain customers.
Please click on the link below for more;
https://lnkd.in/grR9U4Fk#pagelist#CustomerRetention#BrandVisibility#MarketingStrategy#CustomerEngagement#BusinessGrowth#AttractCustomers#CustomerLoyalty#VisibilityStrategy#DigitalMarketing#CustomerExperience#usa
International Partnerships at Gemini Commerce
6moAgree 100%, so far this solution partner strategy has proven to be very functional for us at Gemini Commerce. Both in Italy and internationally. However, unfortunately, the issue you describe here Giuseppe Giorlando is also present when you talk to potential solution partners. Plus not everyone is an early-adopter.