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GTM Strategy

Go-to-Market Strategy Framework and the Sales Force Sizing Strategy

Recall that this blog series focuses on Sales Operations, and hence the sales force. However, one cannot consider the sales force in isolation.

Over the past several decades, we have experienced a proliferation of channels, including direct sales, mass media advertising (think Mad Men), direct mail, telesales, online/digital, email, social, mobile etc. Each of these channels has advantages with respect to efficiency or effectiveness (topic for another day), often work well in combination, and should be tailored to the chosen business and marketing strategy.

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