We are actively testing and refining our mid-touch go-to-market (GTM) strategy to ensure it works well. This strategy targets prospects who might not need to hire an employee through an Employer of Record (EOR) right away. The strategy involves a 2-stage sales process and a mix of inbound and outbound marketing. We are actively breaking down each stage to understand how well it converts leads. We are also running A/B tests with different messages or sales approaches to find what works best. In doing this, we are continuously improving the sales process to move leads to the next stage.
We are also making sure our inbound and outbound marketing efforts work together smoothly. We are aligning content marketing with outbound messages and creating multiple touch points to guide leads through the sales funnel. The success of these efforts is being measured by conversion rates from marketing-qualified leads to sales-qualified leads. By tracking these metrics, we are fine-tuning our marketing tactics to better support the overall sales strategy.
Another important aspect is segmenting and personalising our marketing and sales approaches. We are grouping prospects based on their behaviours, needs, and engagement levels, tailoring our communications to be more relevant and effective. We are using CRM tools to automate and manage these segments, making the process easier and identifying the most responsive and profitable segments.
Lastly, we are also continuously monitoring and gathering feedback to improve. This includes regular reviews of sales performance, marketing ROI, and campaign effectiveness. By setting regular goals and benchmarks, we are staying flexible and adapting to market changes and customer needs. Being able to quickly adjust and improve strategies is crucial for long-term success.
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GTM: Mid Touch