Navigating Go-to-Markets Next Wave with Chris Moody (#675)

Anatolii Ulitovskyi, Chris Moody
Navigating Go-to-Markets Next Wave with Chris Moody (#675)
Duration: 54:15
Believe you can because you can!
Believe you can because you can!
Navigating Go-to-Markets Next Wave with Chris Moody (#675)

Have you ever felt the thrill of catching a wave just before it peaks?

I had that moment when my team shifted our GTM (Go-to-Markets) approach in response to emerging buying group dynamics.

Sales surged by a whopping 25% within just a quarter.

The GTM Evolution: Where We Began

The landscape of go-to-market strategies has evolved at breakneck speed.

Remember the era of marketing automation?

The allure of reaching thousands with just a click had us all enamored.

However, a recent study highlighted that over 65% of consumers felt overwhelmed by excessive marketing communications.

Account-Based Marketing: The Middle Child

Then, we pivoted to account-based marketing (ABM).

We started targeting companies, not individuals.

It felt revolutionary.

Precision targeting.

Personalized campaigns.

Indeed, stats showed that 90% of marketers believed ABM outperformed other marketing investments.

Enter Buying Groups: The Game Changer

But the market is shifting again, folks.

As Chris Moody points out, buying groups are the next big thing.

It is no longer about targeting a company but understanding its ecosystem.

Decision-making has become a team sport.

With over 70% of B2B purchases now involving multiple decision-makers, adapting to this trend isn’t an option; it’s necessary.

High Value Offers: Grabbing Attention

In a saturated market, how do we stand out?

How do we ensure our voice is heard?

High-value offers are the key.

It’s not just about what you’re offering but how you present it.

Tailor it, make it irresistible, and ensure it addresses the core needs of your buying group.

Mastering the Art of Engagement

First, capturing time and attention in today’s competitive space is challenging.

But it’s not impossible.

Dive deeper into understanding your audience.

  • What drives them?
  • What challenges them?

Address these pain points head-on, and you’ll get their attention and loyalty, too.

Join Chris Moody and me as we dissect the evolution and future of GTM strategies.

From marketing automation to buying groups, we cover it all.

Stay ahead, ride the wave, and ensure your business remains at the forefront of innovation.

See you there.


  1. What’s the core difference between automation and account-based marketing (ABM)?

Marketing automation is like casting a wide net to reach as many fish as possible. On the other hand, ABM is more like using a specific lure to catch a particular kind of fish. It’s all about targeting.

  1. Why are buying groups becoming so crucial in GTM strategy?

Great question! In today’s B2B environment, decisions aren’t made by just one person. They’re a collective effort. So, understanding and addressing the needs of these buying groups is pivotal to success.

  1. Are buying groups just another buzzword or here to stay?

Oh, they’re definitely here to stay. As businesses become more collaborative and team-driven, multiple stakeholders make purchase decisions. It’s the new norm!

  1. How do high-value offers differ from regular offers?

It’s all about exclusivity and relevance. High-value offers are tailored to address specific pain points and often come with an added layer of benefit, making them hard to resist.

  1. Why is personalization crucial in the current competitive space?

Imagine receiving a generic message vs. one that speaks directly to your needs. Which would you prefer? That’s the power of personalization. It makes the receiver feel understood and valued.

  1. How can I ensure my GTM strategy evolves with these shifts?

Stay informed and adaptable. Engage in continuous learning, like tuning into insightful discussions (hint: like our podcast with Chris Moody), and always be ready to pivot when needed.

  1. Isn’t ABM just for big enterprises?

Not at all! Whether you’re a startup or a global conglomerate, if you have specific accounts you want to target, ABM can be tailored to fit your scale and needs.

  1. How do I identify the right members in a buying group?

Research and more research! Use tools, engage in social listening, and don’t hesitate to ask your target companies about their decision-making processes.

  1. Is there a risk of over-personalization?

Absolutely. While personalization is critical, going overboard can feel intrusive. It’s all about striking the right balance and ensuring relevance.

  1. How often should I revisit and revise my GTM strategy?

Regularly. The market is constantly evolving. Check-in quarterly, see how your strategies perform, and adjust as needed. Always stay on your toes!

Learn more about Chris Moody on the following resources: