Key Takeaways A go-to-market (GTM) strategy is an operational blueprint detailing how to acquire, retain, and grow customers profitably. It is not a one-time launch plan but a repeatable, data-driven system for revenue generation. The foundational GTM framework requires defining your Total Addressable Market (TAM), Serviceable Available Market (SAM), and Serviceable Obtainable Market (SOM) to … Read more
Key Takeaways Definition: A Key Performance Indicator (KPI) in sales is a quantifiable measure used to evaluate the effectiveness of a sales organisation in achieving its core business objectives. It provides an objective, data-driven assessment of performance. Leading vs. Lagging: KPIs are categorised as either leading indicators (inputs like meetings booked) that predict future outcomes, … Read more
Key Takeaways Prioritise Data Architecture: Effective AI-driven lead generation is contingent upon a unified data model. The primary solution is to establish a single source of truth by integrating your CRM and Marketing Automation Platform (MAP), governed by a strict data dictionary. Implement Predictive Scoring: Transition from static, rule-based lead scoring to a dynamic, AI-powered … Read more