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How Do you Know When your Go-to-market Strategy is Failing?

Our clients often share issues with us that are frustrating their efforts to maintain and grow their revenue or sustain their profitability. Clients will comment that their direct sales teams miss their targets, indirect sales channels fail to support and promote their lines, new product introductions fail miserably, and special pricing deals are the rule [...]

The PPH Formula: Do you Have an Effective Go-to-market Strategy?

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Historically, marketing and sales were considered more arts than sciences. Companies resisted applying hard measures because it was difficult to measure cause and effect. How could you isolate one marketing or sales initiative and attribute business success to it? As a result, the measurement of market strategy effectiveness was lost in the "Four P's" of [...]

Ten Tactics to Assure Success of your Go-to-market Strategy

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In today's market, competition is fierce. Losing sales and market share to competitors is unacceptable. Over the years, I have observed that high-performance manufacturers and service providers consistently execute several key tactics that differentiate them and ensure their presence and market share despite changing market dynamics. In this article, I have outlined ten of [...]