State of the Union
Current State: Discovery and Audit
You're already a subject matter expert in your business. As a strategic parter, we want to be right there with you and we believe having a good understanding of current-state is essential in providing results.
Our "State of the Union" starts with a live role-play as a prospect through your sales process. This can either be blind or prepared (your choice). Additionally, we will do a deep forensic analysis of data living in your CRM, Marketing, lead data sources and other systems. We will conduct interviews with employees, customers, ex-customers and prospects. We will review marketing material and sales collateral; including pitch decks and presentations. We will take a high-level tour of the product itself.
Finally, after all the data is collected, we will present your team with results, analysis and recommended next steps. At this point, a client may choose to continue with additional services (listed below) or simply walk away having gained greater insight into their organization and sales execution process.
Fractional CRO and Consulting Services
Executive Strategy
Go-to-market strategy. Identification of sales addressable market and target personas. Pricing and competitive analysis. Roadmap and innovation planning.
Budget, P&L and Plan
Many startups don't have a true sales budget. Let's change that. Resourcing plans. Compensation planning. Target achievement thresholds. Budget stress tests.
Sales Process Planning and Implementation
Workflows of leads and opportunities throughout the sales process. Qualification standards. Demo process. Follow-up cadences. General sales processes like BANT and MEDDIC.
Lead Generation and Business Development
Lead velocity mapping and goal setting. Strategies to get meetings through calls, email, social, and text. Shift from inbound lead focus to outbound. Building a BDR or SDR team.
Messaging and Pitch
Bring your product to life. Build of message bible. Integration of message into the sales process. Call and email scripts. Refinement of discovery and demo. Updated decks and deliverables.
Playbook Development
Build out of your sales playbook. Online learning and classes. Training and onboarding.
Hand of the VP
Fractional assistance to your already-existing VP without posing a threat to their job security. Advocate. Lend credibility. Point out blind spots. Coach and provide mentorship.
Tech Stack Implementation and Ongoing Admin
Procurement, implementation, and ongoing admin of key tools like Salesforce. Other tools may include sales engagement (Outreach, SalesLoft), lead data (DiscoverOrg, ZoomInfo), call recording (Gong, Chorus), and auto-dialers (ConnectandSell).
Coaching: Individual Contributors and Managers
Daily standups. Call clubs. Call recording reviews. Metrics and achievement reviews. Coach the coach (for managers).
Funding Event and M&A Advisory
Ongoing advisory. Build of a compelling story backed with the credibility of data. Unbiased dvocate for your sales engine. Systems alignment to prepare for a smooth transition phase.
Recruiting Services
Retained Search: Individual Contributor
Source, interview, and pre-vet Account Executives, Account Managers, BDRs, SDRs, Account Managers and other individual contributors.
Retained Search: Manager, Director, VP
Source, interview, and pre-vet Sales Managers, Directors, BDR/SDR Managers, Account Management Leaders, and other management-level talents.