1 – Make the Market
Understand the macro elements of your market and get deep insight into ideal customers, personae, and their pains.
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Prioritizing and Scoring Your Target Accounts
Sales, marketing, and success leaders. Think about your ideal customer and turn to your left and right. Do your GTM colleagues have the same ideal? Too many GTM teams are out-of-sync, and it often starts right here – with the ideal customer. When there’s little agreement on which companies to target, you end up with:…
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Why stop at Buyer Intent when you can get to Higher Intent?
Yesterday I laid out why Buyer Intent is powerful, but has its limitations. 1. Much of the data is also in your competitors’ hands. So, you’re back in the same loop of competing against the noise of other vendors. 2. When the data is more specific to your business (e.g. website visits, content engagement, or…
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The Opposite of the Long Tail and What it Means for Marketing
“Little Caesaring” – the opposite of the long tail – is happening everywhere. And I love it. A YouGov poll found that the top three preferred pizza toppings are pepperoni, sausage, and extra cheese. So, it’s no wonder that Little Caesar earned their rep with standard cheese and pepperoni pizzas in one size – hot…
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Internal Data Can Matter More than External Data
Data + System of Record + System of Engagement. That’s been a big topic of discussion since last week’s Clearbit / Hubspot announcement. But there’s a wealth of other data about customers and prospects that you already could use – if only you could access it and make sense of it. And this same data…
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How to Weight Your Target Account List Measures
Building your list of target accounts from your ideal customer profile should be a priority for any marketer. Whether you’re doing Account Based Marketing or not. As I posted about yesterday, I like to break up the target account list into three elements: Firmographic, Receptivity, and Readiness. Before I break down those scoring buckets in…
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Building Your Ideal Customer Profile Target List
The traditional SIC-code approach to building a target account list just doesn’t work for marketers anymore. It’s gotten derailed by the tidal wave of vendors targeting the same people and the impossibility of targets to process what’s coming at them. Of course, identifying your target account list doesn’t start in a database tool. It starts…
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Succeeding by Partnering with Success
Are you getting all you can from your Go-To-Market colleagues? Stop with the give, give, give. See what you can get from your relationships. As I talked about on Monday, marketing, sales, and success should align to best contribute to the GTM flywheel. So, should you just stay in your lane? Of course not, as…
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Get More from Your Sales Relationship
Do you get anything from partnering with your Go to Market colleagues? Or is it just give, give, give? It’s time to start getting something back – other than the satisfaction of a job well done, of course! Let’s take a look at each team. We’ll walk through the GTM flywheel, starting with how marketing…

