Six to Click: The Six Go-To-Market Motions to Build Real Pipeline

Family businesses often rely on a mix of long-standing relationships, reputation, and word-of-mouth to drive growth. As the business evolves, leaders may feel pressure to adopt new marketing and sales tactics—sometimes without clarity on which efforts truly fit the business, the family, or the stage of growth.

In this workshop, we simplify the complexity by introducing six core Go-to-Market motions that businesses use to build pipeline: Inbound, Outbound, Product-Led, Partner-Led, Events, and Community. Participants will learn how each motion works, what it requires, and when it is most effective—especially within relationship-driven and legacy-minded organizations.

Rather than doing everything, this session helps family business leaders focus on the few motions that best align with their goals, resources, and values.

You’ll explore:

• The six Go-to-Market motions: Inbound, Outbound, Product-Led, Partner-Led, Events, and Community

• How different motions support different business models and growth stages