Marketing Services
GTM Sales Strategy Development
Go-to-Market Strategy: Create comprehensive plans tailored to specific markets, products, and customer segments.
ICP Definition: Research and assess in fine detail to clearly define your Ideal Customer Profile.
Market Entry Strategy: Assess timing, geographies, and companies in entering new markets with tailored sales approaches focused on the markets they can
Sales Playbook Development: Map out the sales process starting from how marketing will identify MQLs, how and when SDRs will treat SALs, and ultimately how the sales executives will proceed once they have SQLs which will be in their sales pipeline. This will include the mapping of the stages of Leads and Opportunities.
Pricing Strategy: Develop pricing models that maximize revenue and market penetration.
Segmentation Analysis: Segment the market based on various criteria (e.g., industry, size, geography) to tailor sales strategies and potentially approach market segments with varied GTM strategies.
Target Account Identification: Identify high-potential accounts to prioritize in sales efforts with unique GTM approaches.
Integrated Strategy: Develop strategies that align sales and marketing efforts for cohesive execution and providing.
Lead Handoff Process: Define and optimize the process for handing off MQLs to SDR, and SALs to sales as SQLs.
Sales Compensation Plans: Design sales compensation and incentive plans that motivate the SDR and sales teams and align with company goals.
Quota Setting: Research and assess realistic but challenging sales quotas for all sales and SDRs.
Sales Operations
Sales Tech Stack Implementation & Management: Identify, source, and implement the right solutions for CRM, sales engagement, lead enrichment, data sources and other sales intelligence tools. These tools will assist the sales team to perform their sales activities while data collection on these interactions will serve company leadership with oversight to ensure continuous improvement and development of your sales processes.
Data Analysis & Reporting: Provide dashboards, insights and reports on Marketing, SDR & Sales performance to support timely decision-making and spotting trends.
Sales Process Optimization: Design the sales process to be streamlined and/or improve existing sales processes to increase efficiency and effectiveness.
Pipeline Management: Oversee and manage the sales pipeline to ensure consistent and predictable revenue.
Forecasting and Planning: Work with leadership and sales staff to be aligned on how to forecast to ensure that sales targets and forecasts are realistic, attainable and tracked effectively at each stage.
Territory Management: Research and assess the ideal way to manage global territories based on the abilities and locations of your sales personnel and their support structure.
Performance Metrics: Track key sales metrics to measure success and identify areas for improvement.
Win/Loss Analysis: Analyze sales wins and losses to understand what works and what doesn't.
ROI Measurement: Evaluate the return on investment for sales activities and initiatives.
Sales Enablement
Bespoke Sales Training: Assess the gaps in your sales team, and customize the best sales training methodology that would work for your solutions, market, GTM play, etc.
Workshops and Seminars: Conduct workshops on key sales topics like negotiation, closing techniques, and objection handling.
Sales Collateral Development: Create presentations, ROI calculators, brochures, and other materials that support the sales process.
Competitive Analysis: Research and develop battle cards and value propositions against primary competitors the sales team will run into during their sales cycles.
Resource Development: Collaborate with your marketing resources to generate relevant sales training materials, and other resources to ensure sales staff are easily onboarded and can access resources easily. Develop sales collateral, case studies, and presentations to support the sales process.
Technology Integration: Recommend and implement sales technologies (CRM, automation tools) to enhance productivity.
Partnerships & Channel Sales Strategy
Partner Program Development: Develop strategies for creating and managing a partner program to address channel sales and/or the development of alliances for expanded marketing reach via leading vendors with complementary solutions.
Channel Sales Enablement: Identify the best route for a robust and scalable way to enlist and enable partners that will provide additional reach and expertise in the field.
Partner Recruitment & Enablement: Perform direct outreach in a fractional role to the target SIs and technical partners that are agreed upon by company leadership.
Co-Marketing through & with Partners: Identify physical and virtual co-marketing activities that can be leveraged with partners, including ways to reach out to partner’s global personnel as well as to reach out to their clients and general followers.
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