Which GTM strategies exist?
Inbound
Outbound
Paid Digital
Community
Partners
Account Based Marketing
Product Led Growth
Sales Lead Growth
GTM Strategies: What is an “inbound” strategy and what does it entail?
= Content creation for lead generation
Inbound marketing attracts potential customers through valuable content
Types of content: Blog posts, whitepapers, eBooks, webinars, etc.
Goal: Answer audience questions, solve problems, and build brand trust
SEO integration: Optimizing content for search engines to drive organic trafc
GTM Strategies: What is an “outbound” strategy and what does it entail?
= Cold outreach for lead generation
Outbound marketing: proactively reaches potential customers
Channels: Cold emails, phone calls, social media messaging
Key strategy: Targeted outreach to ideal customer proles
Success factors: Personalization and persistence to convert leads
GTM Strategies: What is a “paid digital” strategy and what does it entail?
= Media buying to capture your audience’s attention
Paid digital marketing: uses advertising channels to promote products/services
Channels include TV, OoH, radio, SEM, display ads, social media ads, and retargeting
Goal is to quickly generate visibility and drive trafc
Targeting is based on demographics, behaviors, and interests
GTM Strategies: What is a “community” strategy and what does it entail?
= Engaging and creating content for community members
Community marketing builds and nurtures a brand- focused community
Involves forums, social media groups, Slack, Discord, and other platforms
Encourages interaction, experience sharing, and feedback
Helps build loyalty, create brand advocates, and gather customer insights
GTM Strategies: What is a “partners” strategy and what does it entail?
= Collaborating with compatible companies for mutual marketing and sales benets
Partner marketing: builds alliances with complementary businesses
Expands reach and leverages each other’s customer bases
Activities: include co-marketing campaigns, joint webinars, and referral programs
Afliate deals with media publishers and inuencer partnerships
GTM Strategies: What is an “Account Based Marketing (ABM)” strategy and what does it entail?
= Targeting high-value accounts with personalized campaigns
Focuses on specific, high-value accounts
Treats each account as a market of one with tailored strategies
Addresses: unique needs and pain points for better engagement
Requires: close collaboration between marketing and sales teams
GTM Strategies: What is a “Product Led Growth (PLG)” strategy and what does it entail?
= Developing solutions for self-onboarding and early value realization
Uses: the product itself to drive acquisition and retention
Enables: users to onboard easily and realize value quickly
Often includes: freemium models, free trials, and in-app guides
Focuses on: user experience and feedback loops for continuous growth
GTM Strategies: What is a “Sales Led Growth (SLG)” strategy and what does it entail?
= Leveraging direct sales efforts to acquire and retain customers
Relies on: direct interactions to drive revenue
Ideal for: complex, high-value products requiring personalized demos and relationship- building
Involves: lead generation, nurturing, and closing deals through sales efforts
Success: depends on a well-trained sales team, strong CRM, and lead qualication
Which GTM strategies are typically applied for B2B in small to medium enterprises?
-> often require a blend of GTM motions due to their diverse customer base and limited resources.
Inbound Marketing
Outbound Marketing
Community Engagement
Product-Led Growth
Which GTM strategies are typically applied for B2B in big enterprises?
-> typically focus on high-value, long-term contracts and need a more strategic approach.
Account-Based Marketing (ABM)
Sales-Led Growth
Which GTM strategies are typically applied for B2C?
-> often focus on high volume, low touch models, making marketing and product-led growth essential.
The funnel: Where does marketing start and sales end?
Marketing ends at the consideration phase by generating an MQL and Sales start with the converstion phase and turning an MQL into an SQL.
What are the 6 definitions of the funnel stages?
Prospect
Lead
MQL
SQL
Opportunity
Customer
What is the definition of a “prospect” as a funnel stage?
= potential customer who ts the ideal customer prole but has not yet engaged with your business.
-> They may not be aware of your product or service
What is the definition of a “Lead” as a funnel stage?
= prospect who has shown initial interest by engaging with your brand
-> such as visiting your website, signing up for a newsletter, or downloading a resource
What is the definition of an “MQL” as a funnel stage?
= lead that has been identied as more likely to become a customer based on their engagement with marketing content
-> e.g., multiple website visits, webinar attendance, or content downloads
What is the definition of an “SQL” as a funnel stage?
= MQL that has been reviewed and accepted by the sales team as ready for direct outreach.
-> have shown intent to purchase, such as requesting a demo or responding positively to sales contact
What is the definition of an “Opportunity” as a funnel stage?
= SQL that has entered the sales pipeline and is actively being worked on by the sales team.
-> This stage involves negotiations, proposals, and further qualication to assess fit and budget
What is the definition of a “Customer” as a funnel stage?
= prospect that has completed the sales process and made a purchase
-> officially converting into a paying client
What is the suggested process when wanting to create engaging content?
What is important to consider when executing and structuring content?
Leverage bigger content ideas in a long-format
Reuse the same content in smaller chunks for other channels
Reuse content pieces again and break them down into even smaller content pieces
Tons of AI tools that can break down the long-format content easily
Zuletzt geändertvor einem Tag
