There are 2 main ways to use a Go-to-market strategy: a sales funnel and a flywheel. The first is the traditional one, which focuses on generating leads and turning them into buyers. The second involves inbound marketing and aims to build long-term relationships with the customer (ie, growing sales with the subsequent transformation of the buyer from normal to permanent).

Regardless of the chosen strategy - sales funnels or flywheel - the stages of preparation and implementation of GTM are identical. To begin with, you need to learn more about your CA, then use the information obtained to develop an advertising campaign and maintain customer satisfaction.

Step # 1. Identify the buyer persona

Before you start planning your strategy, you should conduct a detailed study of the portrait of a potential client. What interests him and what repulses him, how to communicate with him and how not to - the answers to these questions will give only a deep analysis of CA.

Step # 2. Choose the right types of content and lidogeneration strategy

The basis of your choice is a portrait of a potential consumer and the features of his consumer journey. Some texts and ways to distribute them may be the most effective in the world, such as email marketing as the channel with the highest ROI.

Step # 3. Satisfy and retain customers while correcting possible mistakes

Now it is important for the company to focus on direct communication with the interested CA. Even after closing the deal, you need to keep in touch, thus closing contacts at the level of loyal customers. This will combine the sales funnel and flywheel approach.

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