Does Your Go-to-Market Strategy Make Sense

By Michael Perla

Over the last few years, one of the most popular pieces on the Symmetrics Group website has been this Whitepaper – a go-to-market strategy primer. It’s a topic that many companies struggle with, and it requires both quantitative justification and qualitative ‘color’ to be actionable.

When it comes to go-to-market related questions, we often hear the following:

  • Should I start up or expand my inside sales team?
  • Does my indirect sales channel actually cost less than my direct team?
  • How do our customers want to interact with us – through which channel, device, etc.?
  • Overall, how can I increase my sales productivity, while also lowering my cost of sales?

These questions and many more point to the challenges of developing a go-to-market strategy.

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Highlights from the Changing Role of Sales, Compliments of Big Pharma

By Warren Shiver

A great article in the WSJ (“Drug Firms Divert Pitch to Hospitals”) outlines how pharmaceutical sales reps are increasingly calling on hospital administrators as opposed to Doctors. The following graphic nicely summarizes this trend:

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The Changing Nature of B2B Sales

By Hope Eyre

I’ve been reading a lot about the changing nature of B2B sales: journal articles, blogs, research reports, white papers, opinion from training companies and consulting firms, you name it. Exactly how the world of B2B sales is changing, what’s causing it and how sellers must adapt (or die, presumably) is subject to very broad interpretation.

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