17 Innovative programs to drive NNPMs (Net New Prospect Meeting)

Result of the key finding on programmatic ways to drive NNPMs from the Enterprise Sales Forum at Rapid7 on January, 221. “Magnet Marketing” Peer-centric buyer best practices2. “Benchmarking & Indexing” Rank & rate buyers on their capability to solve high-priority problems3. Prospect Performance Audit4. Maturity Levels: Rate prospects by plateaus, ...

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Is your 2020 Strategy to replicate what you did in 2019?

Is your new strategy for 2020 to do the same thing. In a recent survey by Go-to-Market Pros, many sales and marketing executives are doing exactly that or just doubling down on past programsRationale is:-We have revenue potential to continue last year's plan-We are better set up to replicate our ...

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Go-To-Market Expert, Michael Phelan on Architecting GTM Strategies (interview)

Although you often hear about go-to-market (GTM) strategies associated with manufacturers and product-focused companies, GTM plans can also be linked to professional services. For instance, back in 1971, Southwest Airlines used a massive GTM strategy to reposition itself as the low-fare airline. The strategy worked because Southwest simplified its product ...

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