No matter what a business sells, it is important to have a strong go-to-market strategy. What is a go-to-market strategy? Essentially, it is a comprehensive plan that details how the business will reach customers and sell products. However, for companies that sell commodities, it is arguably even more important to have a thorough strategy to introduce products to the market and gain clients. Most commodities are interchangeable, with limited ways to differentiate the physical product. With this in mind, there needs to be some way for you to differentiate yourself from competitors selling similar products.
Companies are intensely competing for millennial consumers, those that were born between 1981-1997, and it’s only the tip of the iceberg. There are eighty million millennials in America alone and they represent about a fourth of the entire population, with $200 billion in annual buying power. They have a lot of influence over older generations and are trendsetters across all industries. Companies have been struggling to connect with this generation. Many of the traditional methods of selling and advertising have proven ineffective at capturing the millennial consumers attention. Furthermore, many companies believe in certain myths about millennials that are just not accurate, including that they aren’t brand loyal. Read More – B2B: Understanding the Millennial Consumer
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Regardless of what you are selling, you are going to face objections. Cold calling salespeople understand this and know they must have the skills to overcome counterarguments. This even holds true where free products and services are available as part of a promotion.
Digital channels supplement traditional marketing efforts by providing more ways to move leads down the sales funnel. This digital content not only offers a direct way to educate consumers about products and services but is also useful for a sales pitch while representatives speak with prospective clients.
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