Go-to-market strategy and execution services

Sales@Scale offers a number of B2B sales services to help you develop a comprehensive and sustainable B2B sales program. Our approach is to use a broad array of proven tools and services to help accelerate your sales growth and reduce customer churn.

We break down our services according to the three phases of a given project, as shown below: the sales audit phase, the execution phase, and the adjustments and coaching phase.

For some clients, it makes more sense to skip straight ahead to the coaching phase. Sales@Scale offers sales coaching and sales auditing services a la carte, if that sounds like a better fit for your business.

Phase I:

Sales Audit

Understanding your current go-to-market strategy is paramount to identifying a path towards increased revenue. Sales@Scale starts with a sales audit of six key areas — we call them The 6 P’s of B2B Sales™ — to identify where to focus our attention and efforts.

The 6 P’s of B2B Sales™

PIPELINE

PROCESS

PRODUCT

PITCH

PRICING

PEOPLE

PIPELINE

Is your pipeline healthy? Are there enough opportunities to hit your revenue goals?
First we’ll need to understand the health of your pipeline and whether it is aligned to your sales goals. Then we’ll help create a strong outbound program to help generate inbound relevant leads. From there we work toward building a strong pipeline to help fill the top of the funnel with quality opportunities that your sellers can close. The goal is generate more leads and to improve the lead qualification process, thus creating better opportunities that lead to quicker wins.

PROCESS

What is your sales methodology, including prospect stages and deal strategy, from lead to close?
We define a sales process that complements your product and market needs. First we take the time to understand the steps involved from “lead” to “closed won” and build a custom sales model for your business. This is not a one size fits all model — we always work closely with the sellers to figure out what is working before rolling out a new and improved process. The result is a more efficient and effective closing process that reduces the closing cycle.

PITCH

Is your value proposition differentiated, clear, and strong? Is your demo tight and impactful?
As with any great pitch, we have to figure out the best way to tell your story. We begin by defining the big problem you’re solving and how you’re uniquely positioned to solve that problem. If there is a demo that is part of the pitch, we’ll create a storyboard to help tighten and highlight the keys to the offering. The goal is to deliver a pitch and or demo that tells your story in an impactful way.

PRICING

Is your pricing model helping or hurting deals? Are you providing business terms that reduce the barrier to entry?
Pricing tends to be the most overlooked part of the sales process. Every deal is impacted by price in a positive or negative way. We create a business model that lowers the barrier to entry for your customers. We also review your legal documents to ensure you’re appropriately protected but not overly cautious by creating more redlines then needed. The goal is to create a win-win pricing model and business terms that help shorten the sales cycle.

PRODUCT

You think you have a product that solves a clear business problem, but do your prospects agree?
No one at your business will admit that there’s a product problem at your company. But the truth is, your customers may not see the value in what you are offering. We offer a product positioning audit to determine whether your product is truly serving the market, or missing the mark by focusing on peripheral issues. We zero in on what matters to your customers, ignore everything else, and instruct your sales team on how to deliver based on prospect needs.

PEOPLE

Do you have the right roles and people needed for long term success? Is your organization set up to scale?
We evaluate your current team to ensure you have the right people in the right roles. The profile of your people should be aligned to your go-to-market strategy. Next, we determine which roles need to be created/filled to sustain long-term success for your sellers and customers. Needless to say, your people are the most important part to improving your growth. Our goal is to ensure that you have the right roles and the right people filling them.

Phase II:

Sales Execution

Based on the gaps we’ve identified in your go-to-market strategy, we next begin executing on a number of initiatives to improve your sales approach. Below is a partial listing of the tools and services we offer during this second phase of the relationship.

WIN/LOSS ANALYSIS

Do you know why your reps are winning and losing deals? Do you have the data to analyse the results? We can help dig into the data or begin the process of collecting the data necessary to figuring out the Why?

TOTAL ADDRESSABLE MARKET (TAM)

How big is your market opportunity? How big is your share vs. the competition? We’ll assess your market and core competitors to provide a point of view on your market opportunity.

SALES STACK EVALUATION

What tools have you implemented as part of your overall sales enablement strategy? Are you set up to track KPIs throught reporting and dashboards? We’ll evaluate your sales tool stack and make recommendations on implementing industry leading solutions.

TRACKING SUCCESS

Are you tracking the KPIs that matter most to the success of your business? Do execs, investors, board members have insight into your forecast? Let’s create dashboards and reports to provide the necessary insight on the KPIs that deserve your attention.

CRM SELECTION

We evaluate your CRM system to ensure that you have complete sales transparency via easy-to-read dashboards and sales stages that match your sales process. If your CRM is not cutting it, we’ll recommend a different CRM that fits your needs and budget. The goal is to provide senior leadership with the dashboard insights they need to understand your pipeline and to offer your sales team a clear path towards closing deals.

CUSTOMER JOURNEY & PERSONAS

Are you selling the way the buyer wants to buy? Who are you selling to and how are you selling to each one of those people? We’ll help you map out a plan tied to your personas and targets.

RED ZONE SELLING™

Do you have a sales process and do you follow it? Is your close ratio going in a positive direction? We can implement RedZone ™ Selling to put you on the right track to a repeatable and sustainable sales process.

BUSINESS MODEL

Have your created pricing plans that lowers the barrier to entry for your customers? Are you providing enterprises the ability to prove out success before committing to a long term contract? Let’s build a business model that is a win win for you and your customers while creating a competitive advantage in the market.

BUILDING FOR SCALE

Does your current org chart account for the roles to build long term growth? We’ll help build your organization by creating an org structure that defines the roles, job descriptions, job qualifications, and then work with internal/external recruiters to identify qualified candidates.

COMPENSATION PLANS

Are you rewarding your people for the right behaviors that are they tied to company success? We review your existing compensation plan, benchmark it against industry averages, and make sure your compensation plan is a win-win for the company and the revenue producers.

CUSTOMER CHURN ANALYSIS

Do you know why your customers are churning? What are you doing to create long term evangelist i.e. happy customers? Let’s build programs to delight your customer and create evangelists.

Phase III:

Sales Coaching and Sales Advisory Services

Data drives the third phase of the relationship, as we closely monitor and measure results of the execution stage. We continue to refine and improve upon changes that have been made, with an eye on maximizing revenue at every turn.

During the final phase of the relationship, Sales@Scale offers coaching, team building, knowledge transfer, and advisory services to our clients. We’re there as an extension of your leadership team to objectively help on big or small initiatives, as needed.

Initially, we will be heavily involved in overseeing the areas of improvement defined above in Phase II. Over time, the goal is to gradually train and transfer knowledge to the client’s leadership team, and to help them answer and address any questions that may come up along the way.

 

Are you ready for growth?

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