In order to successfully launch new markets, you need to have a solid Go-to-Market (GTM) strategy and a documented GTM plan. The GTM plan describes your spearhead services, target market(s) and verticals, target accounts, and/or partners. It also tackles details such as sales plan, sales team profiles, target setting, and budget. A properly executed GTM plan is your guidebook on entering a new market.
I have been there…after signing a lucrative partnership agreement, I thought that we cracked it and the path to success was clear for us. Nope! It’s not going to happen that way – ever! Partnerships need attention. You need to work hard on evaluating potential partners and selling your value proposition to them in order to get their attention and eventually sign the agreement. But…the real work starts after that!
At the end of the day, sales means the exchange of services or goods against some kind of payment. You can do sales in thousands of different ways, but even if you sell online, somewhere down the line there’s a real person who has planned the customer journey, prices, platform, and tools to conduct the transaction. In this blog, I’m focusing more on traditional B2B sales where person-2-person interaction is what matters. The new world order brought by the Covid-19 pandemic affects field sales – but does not stop it!
Covid-19 has taken a big hit on businesses and we still haven’t seen the impact it will have on the world economy in the coming years. Many companies that rely on exports are struggling with sales as strict travel restrictions prevent them to fly out to meet their customers, prospects or partners. Lots of questions marks and CEO’s and CSO’s are unsure what would be the optimal way forward In order to sustain growth internationally and even grab market share from the competition, requires a whole new way of thinking and an implementation of a Hybrid Sales Model to keep the ball rolling.
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