Sales Leadership Coaching and Academy
- Sales Leaders are too busy running around doing a million things other than being sales leaders.
- We help Sales leaders develop a framework on what to measure that helps them achieve their desired outcomes.
- This includes how to plan, develop frameworks and team coaching plans.
- In conjunction with a number of seasoned sales and revenue leaders we are building an online academy for sales leaders to sharpen their skills and grow their mindset.
Outbound Outreach for Industrial Technology
Sale Development & Lead Generation
Description:
The Sales Development & Lead Generation Program (“Program”) assists organizations that are seeking to execute outbound outreach of a specified target market so as to identify potential licensees for their offering or intellectual property.
To whom this is best suited:
An organization that is:
- Offering technologies to Industrial Markets like manufacturing, energy production, Oil & Gas, water & wastewater, power generation.
- Typical technology offering is AI, Monitoring, IoT, Analytics or Communication related.
- Seeking to break into a new market but has no material outbound business development team, or
- An existing team but wants to experiment with a new market and approach without interrupting the existing patterns.
The organization may have an existing database of potential contacts (“raw leads”) or need to have such a database built for them.
Assigned personnel:
- Data Analyst
- Sales Operations
- Business Development Manager
- Fractional CRO
Work product:
Each Program comprises of the following:
- An identified list of raw leads that will be contacted to determine goodness of fit with the organization’s offering;
- A Power Statement that will translate the organization’s marketing messaging for field use;
- A series of outreach cadences comprising of outbound phone calls, emails and social messaging so as to connect with the raw leads;
- Booked meetings with raw leads that meet specific qualifications (qualified lead) with client technology or licensing managers;
- Weekly reports on the Program’s activities including number of booked meetings with the organization’s technology or licensing managers.
Time to completion:
For best results, a typical Program ranges between 270 and 360 days in duration.
Investment:
Customer personnel: Various customer personnel are requested to assist in a visioneering exercise and review of the Power Statement. In addition, an assigned company leader will hold a call with your leader at least bi-weekly for 30 minutes to discuss the outcomes of the Program. This comprises approximately 1.5 hours initially and 30 minutes every few weeks.
Financial: A monthly retainer fee of between U$9,637 and $11,919 is to be paid in advance of each month of the Program. A performance fee for each qualified lead ranges between U$255 and $447. Verified leads (email and phone numbers) are $8.00 each.
Full Cycle Sales Operations
Description:
Our operations team will provide you with a complete lead generation to pipeline build and closed deal program. Data analysts will develop raw leads based on initial Ideal Client Profiles provided by customer, Business Development will perform outbound outreach to qualify and disqualify these raw leads and Sales/Account leaders will convert qualified leads into pipeline deals and convert pipeline into closed transactions.
To whom is this best suited:
An organization with an established offering (IP Protected) with a modest business development operations infrastructure or an organization that is launching in a new industry or geographic market with little understanding of the property-market fit. In both cases, the organization prefers to commit short term resources to this program to provide evidence for goodness of fit.
Assigned personnel:
- Data Analyst
- Sales Operations
- Business Development Manager
- Sales/Account Executive
- Fractional CRO
Work product:
- An identified list of raw leads that will be contacted to determine goodness of fit with the organization’s offering;
- A Power Statement that will translate the organization’s marketing messaging for field use;
- A series of outreach cadences comprising of outbound phone calls, emails and social messaging so as to connect with the raw leads;
- Product Demonstration messaging and processes
- Executed contracts
- Weekly reports on the Program’s activities including number of booked meetings and deal pipelines.
Time to completion:
For best results, a typical Program ranges between 270 and 360 days in duration.
Investment:
Customer personnel: Various customer personnel are requested to assist in a visioneering exercise and review of the Power Statement. In addition, an assigned company leader will hold a call with your leader at least bi-weekly for 30 minutes to discuss the outcomes of the Program. This comprises approximately 1.5 hours initially and 30 minutes every few weeks.
Financial: A monthly retainer fee of between U$18,339 and $24,589 is to be paid in advance of each month of the Program. A performance fee for executed transaction ranges between 10% and 25% of first-year revenues received by the client.
Market Research
Marketing Operations – Ideal Prospect Surveys
Description:
Our sales and marketing operations team will provide you with a comprehensive analysis of the needs of your hypothetical clients. Data analysts will develop a list of raw leads based on initial Ideal Client Profiles provided by you, our market research team will then perform outbound phone surveys to determine the goodness of fit thereby providing you a clearer understanding of your market needs.
To whom is this best suited:
- An organization with an initial product, a hypothesis as to the demographic and firmographics of their Ideal Client Profile and a modest sales operations infrastructure, or
- An organization that is launching in a new industry or geographic market with little understanding of the product-market fit.
In both cases, the organization prefers to commit short term resources to this program to provide evidence for goodness of fit.
Assigned personnel:
- Data Analyst
- Market Researcher Analyst
- Fractional CRO
Work product:
- An identified list of raw leads that will be contacted to determine goodness of fit with the organization’s offering.
- A survey comprising of questions relevant to your Ideal Client Profile and product.
- A list of prospective clients that are seeking your solution now!
- A detailed market report within 3 days of the program completion.
Time to completion:
For best results, a typical Program ranges between 30 and 60 days in duration.
Investment:
Customer personnel: Various customer personnel are requested to assist in the development of the Ideal Client Profile and survey questions. It is estimated that this is approximately 1 hour and then a 30-minute wrap up and results meeting.
Financial: A fee of $48.75 per survey with a minimum of 200 surveys during the program.
Fractional Revenue Leadership
Sales Process Audit
Description:
The Sales Process Audit (“Audit”) assists organizations that are seeking to understand the nature of their current lead generation and sales development and sales processes with a detailed review 19 key areas.
To whom this is best suited:
An organization that is:
- Has a lead generation and sales team of less than 20 personnel, and
- Is seeking to understand their current lead generation and sales processes.
Work product:
Each Audit comprises of the following:
- Interviews with various personnel involved in the lead generation and sales functions in the organization.
- Interviews with current and former customers.
- Review of tools and technologies used in the lead generation and sales process.
- Detailed report outlining 19 key lead generation and sales sectors
- Summary presentation of the detailed report
Time to completion:
Dependent on availability of personnel, a final presentation and report is delivered with 14 days of an executed Order Form.
Investment:
Customer personnel: Various customer personnel are requested to assist in the interviews for the Audit. In particular, the owner/operator will be required for 1.5 hours, the sales leader for up to 2 hours and various personnel involved in the lead generation and sales process. The final presentation will be a one hour session.
Financial: A one-time fee of $4,937 is paid in advance of the first Audit interview.
Sales Process Map
Description:
An extension of our Sales Audit, the Sales Process Map provides the owner/operator or sales leader with a detailed review of the current lead generation and sales process of an organization and provides recommendations and guidance for further improvement of these processes.
Unlike a series of “best practices”, the Sales Map provides recommendations that are bespoke to the organization with the intention of optimizing effectiveness for the specific target market.
Our sales operations team will provide you with a complete lead generation to pipeline build and closed deal program, including recommendations to the specific tools, technologies and tactics.
To whom is this best suited:
An organization with an established product and a modest sales operations infrastructure or an organization that is launching in a new industry or geographic market with little understanding of the product-market fit. In both cases, the organization prefers to understand their current sales operations and what’s required to attain accelerated path to revenue.
Work product:
- A Total Addressable Market Analysis to determine the potential value of the organization’s offering
- A detailed chart outlining the current and proposed lead generation and sales processes
- A playbook of sales processes to implement on day 1 toward a Proven Repeatable Sales Process
- A roadmap of tool and technology implementation for the Sales Process.
Time to completion:
For best results, a typical Sales Map is delivered between 40 days after the engagement.
Investment:
Customer personnel: Various customer personnel are requested to assist in a visioneering exercise and review of current sales operations. In addition, an assigned company leader will hold a call with your leader at least bi-weekly for 30 minutes to discuss the outcomes of the Program. This comprises approximately 1.5 hours initially and 30 minutes every few weeks.
Financial: A one-time fee of $14,753 comprised of a deposit of $9,833 and the balance due upon delivery of the final materials described above.
Fractional Sales Leadership
Description:
Today’s small business owner/operators are overwhelmed with the workload required to maintain and manage their growing enterprise. As a result, they focus on matters that are present instead of those that are meaningful. Many such owners turn to outsourcing of various functions so as to provide themselves affordable access to specialists in areas such as accounting, bookkeeping, and marketing.
Your Fractional CRO is an outsourced fractional sales leader who dedicates their efforts on six areas of your sales operations to create and manage a Proven Repeatable Sales Process (“PRSP”). The CRO runs the PRSP and advises the owner operator of the changes to the organization to fulfill its objectives.
To whom is this best suited:
Where the sales and sales operations team comprise of less than 12 individuals and the owner/operator is the direct manager of this team.
An owner/operator that wants to build a new sales team for a new market or rebuild an existing sales team.
An owner/operator that wants to build a Proven Repeatable Sales Process (“PRSP”) that will endure throughout the market cycle.
Work product:
- A Total Addressable Market Analysis to determine the potential value of the organization’s offering.
- A Sales Process Audit
- A playbook of sales processes to implement on day 1 toward a PRSP.
- A roadmap of tool and technology implementation for the PRSP.
- Weekly meetings with sales and sales operations personnel.
Time to completion:
For best results, a typical Fractional CRO Program runs for no less than 10 months.
Investment:
Customer personnel: Various personnel are requested to assist in a review of current sales operations. In addition, the owner/operator will hold bi-weekly 30-minute meetings to discuss the outcomes of the Program. Weekly 1 on 1 meetings with each member of the sales operations team.
Financial: A one-time work fee of $5,424. A monthly retainer ranging between $4,985 and $11,919. A performance fee comprising of 3% of incremental revenues.
Due Diligence For Investors
- Most investors have no sense as to the strength of the sales and marketing teams at their potential investees.
- As experienced Sales and Marketing leaders, we’ll perform a Due Diligence Review of the Revenue Operations before you invest your first dollar. That way, you’ll completely understand what is needed to drive growth and ensure you get the ROI you’re seeking
- Once you’ve invested your funds, we’ll work with existing Revenue Leaders to build a roadmap to success
- We’ll coach and train your Revenue Leaders to build their own Revenue Operations Playbook
- If necessary, we’ll help you source and find the next Revenue Leaders for your new portfolio company.
Financial Investment: A one-time fee of $9,875
Time to completion: Two weeks from when data request is fulfilled by the investee company