GTM teams achieve efficient growth with tech enabled orchestration
Time to focus on total relevant market over total addressable market
Based on buyer intent type data from G2 - there is a tremendous amount of search still on Marketing Automation and Sales Intelligence categories while traffic from products and services related to Buyer Intent Data provider remains flat.
Top 5 Go-to-market recommendations:
Focus on buyers that will find the most value with what you sell today
Lower your CAC with marketing spend targeting only qualified buyers
Work the Buying Team not the lead
Beat your competition to the deal with market intelligence and alerting
Create relevant touch points based on buyer behavior
Based on these recommendations, companies that will prioritize focusing on total relevant market over total addressable market, will do better in 2023.
Here’s the complete Go-to-Market Economic Impact report on how to start fixing it.
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p.s. Every Monday, we will drop in a GTM nugget to help you make better business decisions, faster.