2020 Lessons Learned: Adapt and Thrive

Dec 9, 2020 2:42:06 PM / by G2M Team posted in Base Management, Customer Retention, Customer Acquisition, Go-To-Market

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As the year closes, we thought it would be helpful to reflect on the lessons we have learned. It was a challenging year for most, one that accelerated the ongoing digital transition for all. Perhaps the biggest lesson was that those who adapted have thrived. Why did some players thrive while other struggled? We have distilled below key insights that your business can implement for growth in the new year.

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A primer on data-driven selling

Aug 18, 2020 4:11:29 AM / by G2M Team posted in Customer Acquisition, Go-To-Market, Data-Driven Selling

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TLDR: When your business is not meeting sales targets, how do you know whether your sales team is on the right track? Data-driven selling can be a powerful tool for diagnosing and improving sales productivity issues. It is founded on the following four insights: (1) sales success is highly correlated to the right sales activities with the right frequency; (2) there is a real and measurable point of diminishing returns for any sales activity; (3) you can develop high quality expectations for new and retrained sales personnel pertaining to sales production over time; and (4) data infrastructure and dashboards are key to sales managing themselves and to management managing sales.

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Three ways AI is impacting your go-to-market strategy

Jan 23, 2020 9:00:00 AM / by G2M Team posted in Base Management, Customer Retention, Customer Acquisition, Go-To-Market, AI

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In a previous post we reviewed the macro trends underlying the AI disruption. In practice, how does it impact go-to-market strategy? Let’s review the three areas primarily affected by these drivers.  In all cases the theme is the same: technology unlocks new capabilities. It enables leaders to operate faster and more efficiently, to identify new growth opportunities.

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