Commercial go-to-market strategies — Howard Luks // Eyeota

Show Notes

• 01:56
  What should sales leaders think about before designing their go

  Its important to first build rapport and trust with clients.
• 03:15
  What are some winning go

  The best go-to-market strategies are from a consumer-first standpoint. Identify the problem that the client is trying to solve and identify solutions that address these concerns.
• 5:42
  To understand your customer, do you need to work with the marketing team to create a buyer persona, or do you build an understanding of who they are as you go along?

  Its a combination of both.
• 8:47
  Is this approach considered a customer

  It is a customer-centric selling approach. By using data, we help clients build intelligent personas that they can leverage to target potential customers. High-quality service is also a big part of our customer-centric approach.
• 11:19
  How do you get your team to be in a place where they have a deep understanding of your customer profiles?

  Its important for the sales team to conduct research on our target customers before sales meetings. We also leverage our data when we run our social campaigns to guarantee their effectiveness.
• 13:19
  Are there challenges with taking a customer

  A customer-centric approach might only be relevant sometimes. Depending on what you are selling, you might not need as many stakeholders involved.
• 14:35
  How has your marketing team supported this customer

  Our marketing team works closely with us to plan different campaigns ahead of time.
• 15:54
  Have you used an account

  We do use account-based strategies often when bringing new products to market. It helps us understand those products before we can sell them.