{"id":3064,"date":"2024-07-31T16:43:37","date_gmt":"2024-07-31T16:43:37","guid":{"rendered":"https:\/\/solutionsreview.com\/crm\/?p=3064"},"modified":"2024-07-31T16:45:02","modified_gmt":"2024-07-31T16:45:02","slug":"how-to-transform-your-go-to-market-strategy-with-a-customer-centric-viewpoint","status":"publish","type":"post","link":"https:\/\/solutionsreview.com\/crm\/2024\/07\/31\/how-to-transform-your-go-to-market-strategy-with-a-customer-centric-viewpoint\/","title":{"rendered":"How to Transform Your Go-To-Market Strategy with a Customer-Centric Viewpoint"},"content":{"rendered":"

\"How<\/p>\n

Ann Neir, the Senior Vice President of Revenue Operations at Mindtickle<\/a>, explains how companies can improve their go-to-market strategies and maximize revenue growth by adopting a customer-centric viewpoint. This article originally appeared in\u00a0Insight Jam<\/a>, an enterprise IT community that enables human conversation on AI.<\/span><\/strong><\/em><\/p>\n

\"\"<\/a>In the past, many B2B sellers presented a generic sales pitch to every prospect they encountered. While this approach may have worked then, it no longer passes muster. Modern buyers have lofty\u2014and ever-evolving\u2014expectations. Sure, they still expect great products; that’ll never change. However, B2B buyers expect experiences, solutions, and advice tailored to their unique needs and preferences.<\/p>\n

Sellers fail to meet these expectations all too often. According to recent research<\/a>, just 34 percent of B2B buyers feel their sales reps are helpful during the purchase journey. Buyers have endless options, and they aren’t willing to settle. Revenue leaders must transform their go-to-market strategies to ensure customers’ needs are front and center.<\/p>\n

A Customer-Centric Approach Pays Dividends<\/strong><\/h3>\n

Let’s face it: the marketplace is more crowded than ever. No matter what challenge a seller faces, countless vendors promise to solve it. It can feel downright overwhelming to buyers. However, vendors often employ strategies and tactics that aren’t aligned with customers’ needs and preferences. Thus, they are surprised when a buyer takes their search in a different direction.<\/p>\n

A customer-centric strategy is critical to cutting through the noise and connecting with buyers on their terms. When your customers are at the heart of your strategy, you’re well-positioned to deliver experiences that meet their needs and expectations. This is a sure way to grow sales. Research<\/a> found that most (84 percent) organizations experienced revenue growth due to improving customer experiences.<\/p>\n

Winning a new customer is certainly a victory. However, you can’t leave them high and dry after the ink has dried. After all, customers aren’t as loyal as we’d like, and even one poor experience can send them packing. A customer-centric strategy ensures that existing customers have outstanding experiences throughout their relationship with your business. You’ll increase satisfaction, retention, lifetime value, and referrals by prioritizing current customers’ needs.<\/p>\n

The GTM Strategy and Motion Must Be Centered Around the Customer<\/strong><\/h3>\n

Putting your customer first is a powerful way to grow your business. In theory, this seems like a simple directive. The data tells us otherwise. As mentioned earlier, just 34 percent of buyers feel the sales reps they engage with are genuinely helpful. That means two-thirds don’t feel this way. In other words, the majority of revenue organizations are dropping the ball. Something’s got to give.<\/p>\n

Businesses must build go-to-market strategies and motions centered around the customer and their journey. This requires organizations to consider things like:<\/p>\n