Our methodology and approach are designed to deliver accelerated impact and produce significant revenue outcomes by flexing around client needs, uncovering key challenges, and implementing solutions. We find clients typically struggle because…
- ICPs are too loosely defined if they’re defined at all
- The value proposition doesn’t speak to the needs and/or desires of key personas within target ICPs
- The sales model and pricing model are disconnected
- GTM motions don’t reflect how key personas discover and learn about emerging solutions
- Poor execution of sales conversations and a lack of sales cycle management
- Pipeline reviews are ineffective and fail to yield actionable insights that move deals
- An effective sales process hasn’t been installed or documented
- There’s no understanding of what it would take to meet revenue objectives
- Sales and marketing-oriented meeting structure does not follow the GTM strategy
- No detailed tracking and reporting or analyzing metrics
- No internal GTM resource with the depth of experience to establish and meet the milestones required to fulfill the organizational vision
Engagements often include active participation and passive observation elements such as…
Active Participation & Implementation
- Participation in limited sales conversations including pre-call planning and post-call follow-up
- Pipeline reviews
- GTM sync meetings – establish timing and purpose
- Marketing collateral review and editing
- Pipeline Coverage Requirements model
- Forecast creation based on Pipeline Coverage & Forecast – Quarterly-based model
- Forecast & Pipeline Coverage – Weekly in Quarter
- Deal Scorecard installation
- Sales Funnel Stages and detailed Sales Process including stage description, goals, objectives, milestones, exit criteria, and exit tasks
Listening & Confirming
- Lead Generation methods and motion
- Buyer Persona Definition
- ICP Definition
- Messaging and Value Proposition
- Buyer Journey
