Go to Market

One of the most important parts of climbing a mountain is to prepare. Ensuring you have the right gear, the right team, and the right weather conditions to reach the peak is paramount. Like mountain climbing, starting and maintaining a business also begins with ensuring you have the right tools, the right people, and most importantly, that the market needs your product or service. In this article, we’re going to focus on market needs.

For starters, here are a few questions you can ask yourself when developing a go-to-market strategy. These questions apply not only to entrepreneurs but seasoned businesses as well. Before considering leaping into any new market, these questions will be sure to help you determine if it’s worth taking that jump:

What proportion of your target market has purchased a product similar to yours?
From what prospective competitor of yours did they purchase it? Why?
At what price did they purchase?
What was the delivery and implementation experience?
How was the customer service after implementation?
What could have gone better?

Some of these questions require research, LinkedIn searches, and phone calls to discover the answers. Although it can be difficult work, the data you gather is essential and has the potential to drastically influence the success of your business.

After asking these questions, make projections about your target market to determine what may impact your business. For example:

How much of your product or service might your target market buy?
What proportion of your target market might be repeat customers?
How might your target market be affected by demographic shifts?
How might your target market be affected by economic events?
How might your target market be affected by larger socio-economic trends?
How might your target market be affected by government policies?

Answering these questions will give you a snapshot of what potential obstacles you may face on your way up to your Summit. If you’re embarking on your journey with fewer tools than you feel you may need, or that you may be missing an essential team member or two, it may be wise to do some further research into the market you’d like to serve.

Whether you’re looking for that last essential tool, one more team member, or a Coach or Consultant to take you to your Summit, we have many solutions that will work with you and your business. Fill out our questionnaire on our contact page, and we will route you to the proper Guide. No question is too small, and no request is too large if it means you reach your Summit.

His guidance, leadership, and friendship are PRICELESS

He has mentored me to achieve amazing professional goals without losing sight of the most important part of my life as a wife and mother. His guidance, leadership, and friendship are PRICELESS!!

Brian is a Full Service Mentor

Over the years, Brian has not only mentored the sales team, but also our Department Managers throughout the corporation developing personal goals, department goals, leadership skills, and execution.

A Great Motivator

He has been a great motivator for me, my team, and our organization’s management team. Outside of the impressive sales increase, there is an abundance of projects and initiatives that Brian has successfully led I would like to highlight some of them that ultimately changed my life both professionally and personally.

Learned How to Grow Territory

During the time I work with Brian, he challenged me, showed me how to sell and how to win in almost any circumstance. Brian helped me grow my sales territory (Chicago) from nothing to a $1,000,000+ book of business.

The Summit Solutions is not a one-fits-all process

Is the Summit Solutions a one-fits-all process that will lead to selling more? No, there are plenty of national programs with regional support that will sell you on that. I will tell you from my experience, they are outdated, not personalized, and don’t work. They typically also only focus on the sales department. Brian’s method is to work with the whole organization, while stressing the importance of creating a company culture that people want to be a part of.

As the VP Sales Manager, I was initially skeptical

As the VP Sales Manager, I was initially skeptical and guarded as to why we had to bring in an outside sales expert. I perceived this as an insult to my abilities and the performance of our team. Today I can honestly say that the association, teachings, and concepts Brian presented were the BEST thing to happen to our Company, myself, and our team.

When we started with Summit Learning Solutions we had 62 employees

When we started with Summit Learning Solutions we had 62 employees mostly serving the state of Michigan. Now, we have nearly 200 employees serving 17 states; and we’re still growing consistently. Moreover, when we started with Summit we sold about 3-5 Million a year in new business; now we sell 13 Million a year in new business.

They sourced and hired our first-ever sales team

They sourced and hired our first-ever sales team and created the sales and marketing plan to start the process. They designed our sales team’s compensation plans, trained them on appropriate sales methodology, and lead our overall strategy. Candidly, we thought they were way too optimistic in their sales projections. It turns out they undersold the possibilities. The program was very successful, very fast.

We are a better, healthier, and the more performance-driven company

We are a better, healthier, and the more performance-driven company now thanks to Brian’s training and support. Most importantly, it’s more profitable.