GTM guide · GTM Quest
B2B GTM Strategy
B2B Go-to-Market Strategy Guide
B2B purchases are made by buying groups, not individuals, and much of the research happens before a buyer ever speaks to sales.
How an engagement runswhat we undertake
- 01The motion startsDAY 1ACCOUNTS · FIRST CONVERSATIONS
- 02System built around itWEEKS 1 TO 4DATA · SIGNALS · CRM
- 03Channels join as readyWEEKS 2 TO 4ADS · CONTENT · OUTBOUND
- 04Measure and scaleMONTHS 2 TO 3RUN OR HAND OVER
Engagement models4
01/ overview
About B2B Go-to-Market Strategy Guide
Navigate complex buying committees, long sales cycles, and enterprise procurement.
B2B go-to-market strategy fundamentally differs from consumer marketing because of the complexity inherent in business purchasing decisions.
If you are weighing up outside help, start with what a go-to-market agency actually does. If you are in the UK, also look at how a London GTM agency like GTM Quest scopes the work before anyone quotes.
02/ expertise
Services & Expertise
ICP Development
Multi-Stakeholder Messaging
Sales & Marketing Alignment
Revenue Operations
ABM Strategy
Enterprise Sales Process
Partner Programs
Customer Success
Industries We Serve
03/ gtm quest
Where GTM Quest fits
GTM Quest is a London go-to-market consultancy. We build the ICP, the positioning and the outbound and ABM system, then run it with you or hand it over.
Pick what you need most and see how we would start.
What do you need?
GTM strategy and execution
Book 15 minutes with a GTM consultant
Tell us where pipeline stalls today.
We come back with the binding constraint as we see it and what we would build first, whether or not you work with us.
- ✓ We look at your ICP, positioning and channels
- ✓ A written next step after the call
Account-based marketing
Book 15 minutes on your target accounts
Bring your account list, or the deals you most want to win.
We come back with how we would tier them, which signals to watch and what we would run first, whether or not you work with us.
- ✓ We look at your ICP, account list and tiers
- ✓ A written next step after the call
Demand generation
Book 15 minutes on your pipeline
Tell us where pipeline comes from today and where it stalls.
We come back with the gap as we see it and the first channel we would fix, whether or not you work with us.
- ✓ We look at your ICP, message and channel mix
- ✓ A written next step after the call
Lead generation and outbound
Book 15 minutes on your outbound
Tell us who you sell to and what outbound you run today.
We come back with the accounts and signals we would start with, and whether outbound is the right channel at all, whether or not you work with us.
- ✓ We look at your ICP, lists and sequences
- ✓ A written next step after the call
15 minutes · video or phone
Book 15 minutes with a GTM consultant
Tell us where pipeline stalls today. We come back with the binding constraint as we see it and what we would build first, whether or not you work with us.
- 0115 minutes, video or phone
- 02We look at your ICP, positioning and channels
- 03A written next step after the call
- 04Handover, embedded or run-for-you engagements
Pick a day that suits · live availability
04/ questions
Frequently Asked Questions
About B2B Go-to-Market Strategy Guide.
B2B GTM involves longer sales cycles, multiple decision makers, larger deal sizes, relationship-based selling, and more complex procurement processes.
The strategy must address buying committees, not individual consumers.
The four main B2B approaches are: Account-Based Marketing (ABM) for targeting specific high-value accounts, Sales-Led Growth for complex enterprise deals, Product-Led Growth for self-serve adoption, and Channel/Partner-Led for indirect sales.
Follow a three-phase approach: 1) Discovery & Market Validation to identify ICP and validate product-market fit, 2) GTM Strategy & Sales Process Design to build your playbook, 3) Launch & Iterate to execute and optimize based on data.
Book 15 minutes · London · UK, Europe and US
Ready to Transform Your GTM Strategy?
Book a free strategy call to discuss your go-to-market challenges and opportunities