Best Practice Report

A Chief Sales Officer’s Guide To Segmentation, Targeting, And Go-To-Market Architecture

January 23rd, 2018

Summary

Using segmentation and targeting when developing a go-to-market (GTM) architecture enables sales to focus its efforts on the best opportunities for growth. Gaining cross-functional alignment on target segments, buyer personas and their needs is critical in developing an enterprise GTM model. Because the sales function has a deep understanding of buyers and customers through its daily interactions, the chief sales officer must play an active role in segmentation and targeting.

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