Attracting and retaining customers is at the heart of every business’ go-to-market strategy. But what exactly does that mean? A go-to-market strategy (GTM strategy) is an action plan that specifies how a business will target potential customers. At NuGrowth Sales as a Service, we’ve refined our go-to-market strategy down to four crucial steps to ensure success.
All posts by NuGrowth
Salesforce, a global CRM leader when it comes to cloud-based software, empowers companies and meets their demand for an integrated and user-friendly customer relationship management (CRM) product. The American software company headquartered in San Francisco, California supports various business functions comprising of sales and marketing including our Sales as a Service team. Recently, our SaaS team transitioned from Classic to Lighting, the next generation of Salesforce.
As you prepare and strategize in the New Year, you may be asking yourself “How do I ensure I hit my sales goals?” Achieving the results you want involves work in many areas – sales, strategy, business partnerships, market development, account management, business expansion, and marketing. As you can see, there are a lot of moving parts.
As the end of the year approaches, you might be wondering about the overall quality of your database. Companies today are looking to sales enablement technologies, analytics, CRM systems and learning technologies to make their sales teams more effective and more efficient. Businesses are considering cutting-edge tools that will make their team better. Something they often don’t spend enough time on that can make the most significant impact on a sales team’s efficiency is data.
If your sales and marketing activities are going to run like a well-oiled machine, you’ll need fuel… and data is the fuel for any growing organization. When organizations have clean data, they can generate up to 70% more revenue.
Content marketing is not just content for content’s sake. To be successful, every piece should drive a larger strategy—one that attracts, nurtures and engages leads at every stage of their journey.
Content marketing and SEO should work together to get the best from both disciplines. Here are three ways to get them aligned.
The statistics showing the importance of content marketing in customer retention are staggering. According to the Harvard Business Review, retaining just 5% more customers can boost profits by 100%. Harvard Business Review also found that the single biggest driver for customers to purchase, repurchase, and recommend a product to others was “decision simplicity”— the ease with which consumers can gather trustworthy information about a product. These statistics show that when customers can gather trustworthy information about a product or service, they commit to it.
Customers are often more engaged in information when they see how it is beneficial to them. That is why it is so important to adhere to the WIIFM (what’s in it for me) rule. Content marketing is non-promotional information created to serve your customer. Statistics show that sending helpful, educational articles, blogs and other information that customers can really benefit from (a.k.a. Content marketing) plays a substantial role in customer retention. This, in turn, plays a sizable role in an increased bottom line. NuGrowth’s infographic, Customer Retention: The Lesser Known Benefit of Content Marketing, explains this concept.
- Help your sales team have effective call lists
- Increase KPI’s
- Bring more purpose to outreach
- Increase speed and progression through data
While it is easy to realize that you need a good territory management plan, it can be difficult to craft a plan that you are confident will achieve desired sales results. A great vacation itinerary is the same way. You do not want to waste your time or miss out on great opportunities.
NuGrowth’s latest infographic, Work Smarter: 10 Territory Management Tips for Increased Sales Productivity, is your guide to creating a plan that will achieve your sales goals. It draws on vast training and expertise to turn our insights about territory management into 10 clear helpful steps.