Have a compelling value proposition that resonates with your target customers, and that sets you apart from competition. Translated into consistent messaging across your website and in your sales collateral.
• Do you consider your current customers ideal?
• Is there a compelling reason for buyers to talk to you?
• Is your website convincing buyers you solve their problem?
The first most important thing to achieve in order to grow is ‘product-market fit’. Having a winning value proposition in place that attracts the customers you want, eager to talk to you.
At the end of this stage, you can set your growth targets based on your customer profile and target market size. You have a compelling value proposition that resonates with the audience, translated into your messaging and marketing collateral. You’re ready to accelerate growth.
The ones who know their customers best, are the ones who win. Discover viable markets, prioritize accounts and understand the buyer and their journey to address their needs.
Where is your biggest opportunity for growth? Which marketing channels should you focus on? How much budget do you need? To hit the ground running, accelerate your growth by investigating existing tactics already working in your market today. Get a competitive audit on marketing activities and performance of companies in your industry. A full analysis on the scope of business, traffic, SEO, content, social media and lead generation activities and results. Get insights to discover opportunities for growth.
Based on a list of existing customers proving to be a best-fit, identify the ideal customer. Gather customer insights and complete the ideal customer profile. Calculate the total addressable and serviceable market to evaluate the attractiveness of the selected customer market upfront.
Based on the ideal customer profile, run a first account list using sales intelligence software. Setup an account scoring model to prioritize accounts by their characteristics and sales intent, resulting in ABC-accounts for account based marketing.
Having a detailed fictional profile that represents a target buyer segment helps you to bring the buyer to life and target it more accurately. Steer campaign, content and channel efforts, making the customer the center of all marketing efforts.
A comprehensive buyer research of the latest tools and techniques helps to get you a data-driven persona you can act upon.
After completion of the buyer persona, the buyer journey is created, describing the buyer’s path from discovery to consideration to decision making. Based on buyer research, it describes how the buyer advances along six stages of the buyer journey.
Focusing on the right contacts who are interested to talk to you and ready to buy is of major importance. Building you a database of contacts that include their lifecycle stage to follow up in the appropriate way is paramount.
Focusing on the right contacts who are interested to talk to you and ready to buy is of major importance. Building you a contact database of contacts that include their lifecycle stage to follow up in the appropriate way is paramount.
Build your product messaging and competitive positioning. Go beyond products and services towards value delivered to the customer, setting you apart form competition
A competitive audit reveals the main marketing activities and performance of companies serving the same target market and customers. It’s a full analysis of the scope of business, including traffic, SEO, content, social media and lead generation activities and results.
Get insights to fill in the white opportunities competitors are missing. It’s a great start when you are validating your value proposition, or at the beginning of accelerating growth. It provides insights for your messaging, content, channel and campaign strategy.
Clearly bringing across the value you offer to the customers you serve is key to grow your business. A winning value proposition is a compelling description of the solution you offer to solve your customers problems, with key features, benefits and differentiators that set you apart from competition. It puts the value you offer to customers first, with the proof points that will convince them.
The messaging framework is a set of messages – terms, phrases, or statements – arranged hierarchically to convey the brands messaging priorities, its communication goals. It helps people across the organization to deliver consistent messages across all types of content.
Implementing your value proposition across all owned marketing and sales channels. How to speak with one voice with a compelling story to attract and win customers for life.
Build a data-driven engine from end-to-end, to allocate resources and budget to best performing efforts. Setup performance marketing to build, measure and learn.
The growth of business and companies are often measured against Objectives and Key results (OKR) and a set of key metrics. OKR is a goal setting and management framework to align all teams around a clear vision and a common measurable outcome. Key metrics are spearheaded by a north star metric that captures customer value for sustainable growth.
The key funnel metric framework is a forecast from lead to close to growth for goal setting. The conversion rates are validated during the stages of growth to build a predictable pipeline. Breakdown by customer size and lead source, by year/quarter/month, for segmentation and YOY growth.
Customer data and tracking of interactions with (potential) customers. Identifying all touchpoints in the customer buying process with multi-attribution allows to understand the combination of events that have lead to conversion.
An integrated online marketing dashboard keeps track of all growth metrics. The outcome of key initiatives measured against the Objectives and Key results set, enables to build a customer pipeline in a repeatable manner.
At the end of this stage, you set revenue targets based on your customer profile and target market size. You have a compelling value proposition that resonates with the audience, translated into your messaging and marketing collateral. You’re ready to accelerate growth.
We’ve helped many B2B companies scale with growth marketing. Need an advice or want us to help? Get a free consultation.