Gerald Chew’s Post

Over the past two months, I've had conversations with dozens of revenue leaders...and one question keeps popping up: How do you know when your current go-to-market (GTM) strategy isn't aligning with your buyers' priorities? We've all seen of the typical warning signs: → Increasing Customer Acquisition Cost (CAC). → Declining customer retention. → Lackluster conversion rates. These are clear indicators that your GTM strategy may not be resonating with your buyers. But what comes next? Suddenly you're faced with more questions: - Is our messaging effective? - Are we targeting the right audience? - Are we addressing the right problem? This leads to an intensive internal problem-solving process, involving new experiments, tests, and analyses. Not every company has unlimited resources and time to resolve these issues. Here's a practical suggestion: Why not directly ask your ICP for their insights? - What is their perspective on the problem? - How does the problem impact them? - How do they wish to solve it? - How do they believe your solution can assist? - How can your solution & process be improved to serve them? Gather their feedback and use it to refine your GTM strategy and tactics. Direct input from the source, rather than relying solely on internal committees. We've found this approach to be more efficient than struggling to diagnose why your business isn't scaling or achieving desired results. It's faster and more cost-effective too. Uncertainty can be paralyzing, but direct feedback from your buyers can provide the clarity you need to move forward confidently.

How do you know if you have the right team size, structure, and tools to hit next year’s targets? If not, a collaborative Sales Capacity Planning project will help get you on your way. How? 👉 Sales Capacity Analysis: Have a clear understanding of the max/min performance per role and optimize against it on a per person/role basis. 👉 Budget Balancing: Outline where your investment drives the most impact/ROI—hiring, enablement, marketing, or product innovation. Model it out. 👉 Product Capability Alignment: Product development cycles must align with what the sales team can promise and what the market demands. The challenge is to manage ambition of new product with reality of delivery and market demand. 👉 Market Viability: Not every product or initiative is right for every market. Balancing potential growth opportunities with competitive realities and market timing is critical. Doing less better I find generally has the highest ROI. Fact: No plan survives without collaboration and alignment. Finance, sales, product, and market insight teams must work in tandem. This process isn’t just about hitting next year’s targets—it’s about setting your organization up for predictable, scalable success. #SalesLeadership #StrategicPlanning #RevenueGrowth #GoToMarket #BusinessStrategy

Since the downturn in the economy, and perhaps even before, as many as 90% of small to mid-size businesses have struggled in areas of industry positioning, competitors, and value proposition. These are not insignificant problems! And if it's recently gotten harder to solve the challenge, you're not alone. After all... ❓ How do you position yourself in the industry when people have fewer dollars to spend? ❓ When trends change like stoplights, how do you determine who your competitors are for any length of time? ❓ And when customer preferences and ideals lead the way, how does this affect the strength of your value proposition? We've found that starting with the Sales Xceleration Framework™ can be the perfect first step in building a superpower foundation to create a consistent sales strategy for your team. The reps are then able to take these extra challenges in their stride – because the basics don't change. https://lnkd.in/g74ignCA #businessdevelopment #salesxceleration #SalesLeadership

"🌟 Dive deep into unlocking the potential of your business in just 40 minutes! 🌟 Join this on-demand session where we explore the invaluable insights from over 4400 C-Level SMB executives. Discover the key areas where businesses can skyrocket their success by implementing the best practices and seizing opportunities. 🚀 Sales Excellence: The Core of Business Growth 🚀 Sales and its related challenges form the crux of business enhancement. Through extensive research, it's evident that the majority of issues stem from four critical areas: incomplete or erroneous sales strategies, organizational structure, management inefficiencies, and talent-related gaps. By addressing these areas, businesses can pave their path towards delivering the right, profitable sales results. 🎯 Crafting a Compelling Value Proposition 🎯 Did you know that over 80% of businesses lack a clear, communicated value proposition that resonates throughout their organization? At the heart of every successful venture lies a robust value proposition—one that the entire team can effortlessly articulate and quantify in terms of customer value. Studies reveal that companies adopting a value-centric sales and pricing strategy experience a staggering 36% increase in profitability compared to their counterparts who do not. 🔍 Unlock the Secrets to Success 🔍 #BusinessExcellence #SalesGrowth #ValueProposition #BusinessStrategy" #SMB #Pricing https://lnkd.in/e6TJabEm

𝐖𝐡𝐚𝐭 𝐀𝐫𝐞 𝐁𝐮𝐬𝐢𝐧𝐞𝐬𝐬 𝐋𝐞𝐯𝐞𝐥 𝐒𝐭𝐫𝐚𝐭𝐞𝐠𝐢𝐞𝐬 & 𝐇𝐨𝐰 𝐃𝐨 𝐓𝐡𝐞𝐲 𝐖𝐨𝐫𝐤? Business-level strategies are the roadmaps organizations use to gain a competitive edge and deliver value to customers. These strategies focus on how a business competes in the market, addressing critical questions like: Who are our customers? and how we can meet their needs better than our competitors. Common approaches include cost leadership, offering products at lower prices to capture market share, differentiation, delivering unique value through innovation or quality, focus strategies, and targeting specific market niches. Business-level strategies drive growth and long-term success by aligning resources, operations, and customer demands. The key? A clear vision and strategic agility to adapt to change. More Information: https://lnkd.in/dm72BJTX #BusinessStrategy, #CompetitiveEdge, #MarketStrategy, #CostLeadership, #DifferentiationStrategy, #FocusStrategy, #CustomerValue, #StrategicPlanning, #Innovation, #BusinessGrowth, #MarketNiche, #ResourceAlignment, #OperationalExcellence, #BusinessSuccess, #StrategicAgility, #LongTermSuccess, #BusinessLeadership, #CustomerNeeds, #VisionAndStrategy

If you are a business leader, here’s what no one tells you (deeply) about boosting your business 🚀💰 There’s a tiny little secret in business growth that few executives talk about! You can have the best product, the biggest budget, and a skilled team, yet you still fail to hit your targets effectively! Why? Because your Go-to-Market (GTM) strategy is broken. Here are 7 tips, business leaders wish they knew them early enough! 1️⃣ Align Your Teams: If marketing, sales, and customer success aren’t aligned, you’re burning cash. 2️⃣ Track Metrics That Matter: Don’t just chase leads; focus on reducing your CAC and boosting your CLTV (Customer Lifetime Value). 3️⃣ Optimize Your Sales Playbook: Ensure your sales team is equipped with data-backed messaging to convert leads into loyal customers. 4️⃣ Market Segmentation: Focus on your highest-value customers and optimize campaigns to lower acquisition costs. 5️⃣ Unified Messaging: Create playbooks so your sales and marketing teams speak the same language. 6️⃣ Clear Value Proposition: Define and document your product’s value so everyone knows what they’re selling. 7️⃣ Customer Feedback Loops: Leverage insights from customer success teams to refine messaging and product features. Some more tips (& tools) below Interested to know more? Join me in an interesting live audio event with Maja Voje today, and take your business to the next level! PS: Do you feel that no one is interested in buying your product/service? ---------------------------------------------------------- ♻️ If you see this content helpful, subscribe to my newsletter and learn more 📩

While collaborating with new sales professionals, one common question that arises is, "How do I capture the attention of a decision maker?" Dale Carnegie's wisdom reminds us to communicate in alignment with the decision maker's interests. I recently came across an insightful article outlining the 5 different types of decision makers and strategies to effectively capture their attention. Curious about ways to engage decision makers? Check out the article here: https://lnkd.in/gn9iCabN How do you engage decision makers? #sales #decisionmakers #dalecarnegie

Since the downturn in the economy, and perhaps even before, as many as 90% of small to mid-size businesses have struggled in areas of industry positioning, competitors, and value proposition. These are not insignificant problems! And if it's recently gotten harder to solve the challenge, you're not alone. After all... ❓ How do you position yourself in the industry when people have fewer dollars to spend? ❓ When trends change like stoplights, how do you determine who your competitors are for any length of time? ❓ And when customer preferences and ideals lead the way, how does this affect the strength of your value proposition? We've found that starting with the Sales Xceleration Framework™ can be the perfect first step in building a superpower foundation to create a consistent sales strategy for your team. The reps are then able to take these extra challenges in their stride – because the basics don't change. https://lnkd.in/gy5cXbas #businessdevelopment #salesxceleration #SalesLeadership

🎯 Strategy is more than a buzzword; it's the bridge from vision to results. Yet, many miss the market, many miss the mark. 🔍 Did you know only 8% of people are truly strategic thinkers? Even fewer can execute those strategies effectively. (PwC) In our fast-paced world, where output often overshadows impact, strategic thinking is both rare and crucial. But here's the catch: 96% of strategic thinkers struggle to find time to flex this muscle. In guiding commercial teams on Revenue Strategy, I've noticed four key elements often overlooked: 1️⃣ Identify Your Core Customers: Who are your top revenue drivers? Prioritize them using the Pareto Principle. 2️⃣ Align Supporting Strategies: Ensure every tactic supports your revenue vision. 3️⃣ Focus on Impact, Not Activity: Tactics should stem from strategy and align with your core vision. 4️⃣ Prioritize Alignment Over SMART Goals: Alignment often propels teams further than adhering strictly to SMART criteria. 🔔 What are your views on strategic alignment vs. traditional goal-setting? Share your experiences below! 👉 Like, comment, and connect for more strategic insights! #revenuestrategy #sales #marketing

𝐖𝐡𝐚𝐭 𝐀𝐫𝐞 𝐁𝐮𝐬𝐢𝐧𝐞𝐬𝐬 𝐋𝐞𝐯𝐞𝐥 𝐒𝐭𝐫𝐚𝐭𝐞𝐠𝐢𝐞𝐬 & 𝐇𝐨𝐰 𝐃𝐨 𝐓𝐡𝐞𝐲 𝐖𝐨𝐫𝐤? Business-level strategies are the roadmaps organizations use to gain a competitive edge and deliver value to customers. These strategies focus on how a business competes in the market, addressing critical questions like: Who are our customers? and how we can meet their needs better than our competitors. Common approaches include cost leadership, offering products at lower prices to capture market share, differentiation, delivering unique value through innovation or quality, focus strategies, and targeting specific market niches. Business-level strategies drive growth and long-term success by aligning resources, operations, and customer demands. The key? A clear vision and strategic agility to adapt to change. More Information: https://lnkd.in/dm72BJTX #BusinessStrategy, #CompetitiveEdge, #MarketStrategy, #CostLeadership, #DifferentiationStrategy, #FocusStrategy, #CustomerValue, #StrategicPlanning, #Innovation, #BusinessGrowth, #MarketNiche, #ResourceAlignment, #OperationalExcellence, #BusinessSuccess, #StrategicAgility, #LongTermSuccess, #BusinessLeadership, #CustomerNeeds, #VisionAndStrategy