Best Practices For Scaling Your Go-To-Market Structure with CEO Harrison Rose

The Run Revenue Show

Structuring your overall go-to-market approach is a common pivotal pain point, but it’s also one of the most essential practices to nail.

The question you need to answer is this: How do you currently navigate the challenges of scaling and growing your business, especially in terms of structuring your go-to-market approach?

Lucky for us, Harrison Rose, CEO of GoodFit, specializes in this area to boost business revenue.

In this episode of the Run Revenue Show, Harrison discusses strategic customer targeting and the importance of timing in getting in front of the right customers, utilizing data to inform go-to-market strategies and sales processes, the challenges and importance of building outbound machinery, maintaining data quality, defining ideal customer profiles for effective sales outreach, and more.

Here’s what’s inside:

1. Focus outbound marketing efforts on the right customers. This involves using qualification rates to assess if outreach is aimed at the appropriate prospects, which improves sales efficiency. Invest time in accurately mapping the market and ensuring your list of target accounts is aligned with your ICP. This leads to a higher conversion rate and better resource allocation.

2. Align sales and marketing through data. This can enhance the efficiency of both departments. The value of investing in quality data and utilizing it for targeted messaging leads to improved conversion rates and market strategies.

3. Balance brand awareness and direct marketing efforts. Investing in brand equity early on can enhance all stages of the sales funnel. However, it's also essential to maintain a balance between creating demand and generating leads through direct marketing efforts. Find the right mix of demand creation and lead generation to optimize marketing budgets for sustainable growth.

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