Go To Market Strategy
Advanced Techniques and Tools for Selling More Products to More Customers More ProfitablyBy
- Lawrence Friedman, Chief Executive Officer, The Sales Strategy Institute, Virginia, USA
In this path-breaking new book, best-selling author and leading go-to-market strategist Larry Friedman provides a practical and battle-tested approach for taking products, services, divisions, or even an entire company to market!Drawing on dozens of examples and best-practices across a variety of industries, 'Go To Market Strategy' lays out a clear and actionable blueprint for building a winning go-to-market plan - one that will enable you to do more business, with more customers, more often, and more profitably. In this book you'll find all of the techniques and tools you need to answer today's crucial go-to-market questions:Â· Which markets offer the best opportunities for profitable growth?Â· What do my target customers need? How can I do a lot more business with them?Â· What mix of channels and partners will help me reach and sell to the most customers at the lowest possible cost? Â· Do I have the right product or solution? How can I create broader customer interest in my offerings?Â· Do I have a winning value proposition? What would make the 'message' more compelling - and drive more purchasing activity? 'Go To Market Strategy' is not about incremental change. As Friedman points out, it is for executives seeking nothing less than double-digit revenue growth and the slashing of at least 10-15 percent of selling costs - absolutely realistic results that go-to-market innovators have consistently achieved. This book lays out all of the techniques used by the world's top go-to-market leaders, so you too can achieve those kinds of results, and gain a real go-to-market competitive advantage in your markets.
Mid-level and senior executives in marketing, sales and strategy; students on MBA / marketing courses
Published: June 2002
Imprint: Butterworth Heinemann
Endorsements for 'Go To Market Strategy': 'Go To Market Strategy is one of the best books I have read about getting into any market. It is an extremely systematic and practical guide for choosing, entering and capturing markets. Do not develop your channel strategy until you've read this book.'- Philip Kotler, S.C. Johnson & Son Distinguished Professor Of International Marketing, Kellogg School of Management, Northwestern University 'Go To Market Strategy is another great book from Larry Friedman for hands-on business leaders. The book is filled with sage advice and common sense for connecting customers with products. It can really make a difference in your business results.' - Mark Templeton, Chief Executive Officer, Citrix Systems 'The implementation of a comprehensive, multi-channel go to market strategy is key for any company to achieve profitable growth. In this insightful book, Larry Friedman provides an excellent framework, supported by practical examples, which will help any executive develop a sound strategy.' - Sergio Giacoletto, Executive Vice President, Oracle Corporation 'This book will help you tap into the next real window of opportunity: go-to-market competitive advantage. Highly recommended.' - Mark Hildebrand, Chief Executive Officer, Crowe Chizek and Company, member Horwath International 'Go to Market Strategy is a burning bush of wisdom that gets the fundamentals of focus, discipline and execution neatly aligned. A must-read!" - Dale Moss, Director of Sales Worldwide, British Airways
- Foreword by Neil Rackham; Go-to-market strategy: a brief tour of the issues and opportunities; The Ten Commandments of going to market; Targeting the right markets; Aligning with your customers; Choosing the right channels and partners; Rethinking your products and value proposition; Putting it all together: the integrated multi-channel model; Getting started: the ninety-day go-to-market action plan.