Everything begins with your Assessment.
Our approach is to immerse ourselves in your company’s culture and create a seamless partnered collaborative environment.
That starts with understanding what those gaps are in your Go-to-Market strategy. We identify those specific objectives, outline a roadmap for success, and strategically drive all elements of the delivery from initialization to a successful conclusion.
The assessment and agreed project scope determine which of the following areas of expertise are needed for the greatest possible outcome.
Business Development Engine
The business development engine is the single most important accelerator in a growing company's speed-to-market strategy. Having a multi-channel program is only the start. These channels must be interlocked seamlessly with marketing on one side for lead cultivation and the sales teams on the other for deal conversion.
Marketing Integration
We'll help align your various campaigns with meaningful metrics through your CRM and ensure those leads enter the pipeline for cultivation and conversion. One of the greatest wastes of resources is a disconnected marketing strategy.
Leveraging Events
Long thought to be a marketing asset, networking events (trade shows, conferences etc) must be AT LEAST equally shared as a sales organization asset. Events are a target rich environment and must have key conversations onsite bridging to deeper relationships.
Lead Mining Tools
Utilizing industry-specific project sites can allow early access to the larger, more valuable opportunities in your market giving you a headstart on your competition. Our research team will do the heavy lifting to introduce you to the most relevant and lucrative project tools.
Strategic Partners
Creating relationships with industry/market partners for lead generation and relationship acquisition is the single longest stride an organization can make in market development. We'll help identify and introduce those partners to leverage very attainable force multipliers.
Dedicated Team
We can help create, grow or accelerate your business development team, which is the critical relationship in your revenue organization between market awareness and pipeline conversion. This team is your brand's first handshake with the market and should ultimately be responsible for initiating 15-20% of your new logo revenue.
System Integration
Perhaps our greatest benefit to you is to identify what your areas of need are and build a self-driving business development system around those needs. This will be the foundation that provides real-time market data to open new markets and the key relationships to own those markets.
Tool Alignment
There are more software tools available to us today than any other time. This perceived "advantage" also weighs down most organization's speed-to-market because like a dysfunctional family they often don't communicate well with each other. Owning a tool environment built on simplicity and speed is that well oiled machine necessary to win.
CRM Configuration
We’ll help create a single source of truth capturing the critical pipeline metrics required by senior leadership in a sales-friendly UX to ensure organizational adoption. It will also be important that all selling and communication tools are integrated into the CRM.
Presentation and Proposal Collateral
One of our fundamental strengths lies in our ability to clearly and effectively communicate your value proposition in both presentation and proposal materials. This will help streamline the decision-making process for prospects and expedite the path to closing deals.
Website as a Selling Tool
Our team can work with your marketing and technical teams to better leverage the company website as a selling tool for digital engagement with prospects. The website should serve as a platform for showcasing offerings, success stories, and calls-to-action that support the overall sales strategy.
Resource Library
We'll create or streamline your existing resource library to ensure sales representatives have ready access to up-to-date materials, case studies, product sheets, and other supporting documents. This repository enhances preparedness and responsiveness during the sales cycle.
Success Stories
Our team will help create and better showcase your success stories to demonstrate expertise, credibility and proven results. Each success story will be organized by industry and presented in a narrative format, tracing the journey from the initial challenge faced by the client to the successful solution provided.
Demos
Our team can also assist in the production and leverage of demonstration decks. Demos provide prospects an interactive experience, allowing them to understand features, benefits, and applications firsthand. Demos can play a vital role in advancing conversations and driving conversions.
Market Capture
Every initiative in your Go-to-Market strategy from market awareness, business development, to tool optimization—ultimately supports a singular objective: empowering your sales organization to efficiently and effectively convert opportunities into revenue. The coordinated application of resources such as vertical optimization, targeted deal pursuit, and engagement with internal stakeholders positions your team to take control of the market and achieve sustainable growth.
Standardizing the Sales Process
To ensure your sales organization is equipped for success, we will work with you to standardize an intuitive selling system designed to meet the dynamic needs of your market. This system is not only teachable and repeatable, but also remains agile, adapting seamlessly to changing market conditions and allows for consistent and effective use throughout your organization.
By implementing systematic, hygiene-focused measures within your sales process, you’ll see improved reliability in forecast models and greater consistency in revenue generation.
Measuring Pipeline Success
Our team will conduct a thorough review of your current CRM setup and evaluate the metrics of your sales team. This assessment aims to confirm that the selling stages defined in your CRM accurately reflect the journey from opportunity identification to deal closure. By ensuring that each team member is converting opportunities through these stages at the highest possible rate, we can identify areas for improvement and reinforce best practices throughout the organization.
Market Ownership
Aligning sales activities by vertical and region ensures that strategies are tailored to the specific needs and characteristics of each market segment. This approach allows the sales team to leverage specialized knowledge, address unique challenges, and maximize engagement with prospects in different industries and geographic areas.
Deal Pursuit
Internal friction within an organization can slow and even destroy larger, more complex deals from being closed. These can be the opportunities that define a company. It can require the alignment of several internal stakeholders to structure and negotiate those more complex deals. We’ll streamline that "deal desk" system and roadmap best-practices to increase your win-rate, average relationship value, renewals and referrals.