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Custom B2B Go-to-Market Strategy Playbooks

We develop customized go-to-market playbooks designed to grow your unique business and expand market share.

What's in it for You?

Strategic Go-to-Market Playbooks

The Strategist specializes in helping B2B businesses create and execute a Playbook for effective go-to-market strategies that drives growth and success.

Targeted B2B Business Support

Services are specifically tailored to support businesses that sell to other businesses, providing them with the necessary strategy and tactics to get TOMA within their target market, create highly relevant messaging, and maximize sales.

Expertise in B2B Sales and Marketing

With 35+ years of B2B combined sales and marketing experience the Strategist brings a deep understanding of the B2B landscape, with valuable insights and experience to help businesses navigate the complexities of B2B sales and marketing, ensuring they stay ahead of the competition and win more deals.

Why a go-to-market playbook?

Here's what you get with the playbook.

TN-Marketing Plan

The Go-to-Market Playbook

The Strategist will work closely with your team to develop a customized go-to-market strategy playbook. The Strategist will help you identify your target market, target roles, Ideal Customer Profile (ICP), define your TOMA sweet spot, value proposition, main messaging, and create a comprehensive playbook to reach and engage your target audience.

The playbook service includes 5 workshops and an introductory meeting. You'll be guided every step of the way to ensure your go-to-market strategy is effective and drives business.

TOMA sweet spot

The Sweet Spot for TOMA

The Sweet Spot for Top of Mind Awareness (TOMA) is defined as the intersection of two key elements: the common pain points of the target audience and the expertise available within the B2B firm. This concept involves understanding and addressing the specific challenges faced by the audience rather than just promoting product features.

The Sweet Spot defines topics for marketing activities, ensuring consistency and relevance in messaging and tactics. When your firm shares expertise that helps address specific pain points in the target audience, they remember you resulting in TOMA.

When you can establish TOMA, you get the first call and you are in position #1 when a need arises.

go to market strategy playbook

Parts of the Playbook

  1. Offering and Features summary
  2. Ideal Customer Profile (ICP)
  3. Target Market
  4. Positioning Statement
  5. Target Roles
  6. Strengths, Weaknesses
  7. Differentiators
  8. Sweet Spot for TOMA
  9. Value Proposition & Elevator Pitch
  10. Main Messages & Proof Points
  11. Competition
  12. Next Steps

About the Strategist

Get to know Bruce

bruce mcduffee

Bruce McDuffee

Bruce McDuffee is a seasoned professional with over three decades of experience in business development, sales, and marketing. He has a proven track record of driving growth and innovation in various industries, particularly in the high-tech and manufacturing sectors. Bruce is known for his strategic approach to marketing, his ability to build and lead high-performing teams, and his expertise in creating and executing successful go-to-market strategies.

Throughout his career, Bruce has held several key leadership roles, where he has been instrumental in transforming marketing functions and achieving significant revenue growth. He is also a sought-after speaker and author, sharing his insights and knowledge on modern marketing practices and trends.

Bruce's extensive experience, combined with his passion for marketing and sales, makes him a valuable consultant to any organization looking to enhance its market presence and achieve sustainable growth.

  • 30+ years in business development roles including sales, marketing, account management, and leadership
  • Veteran US Navy Officer
  • MBA International Management & Marketing - Northeastern University
  • BS Civil Engineering - University of Colorado at Boulder

Master Your Market

A blog about strategy and tactics for B2B revenue growth