Evaluate and Execute
We’ll work with your organization to develop a program to help accelerate revenue growth and reduce customer churn. It starts with understanding your current go-to-market strategy (GTM).
It starts with a review of the key areas to identify where to focus our attention for areas of improvement.
Pipeline - Do you have enough pipeline to meet revenue goals?
Process - Are you following a process to create repeatable sales?
Pitch - Is your value proposition clearly differentiated?
Pricing - Are you pricing to win deals or create barriers?
Product - Is your offering solving a problem for your market?
People - do you have the right people in the right roles?
Then we define the areas to focus for improvement through tried and true agile GTM strategies.
Key areas for focus to Acceleration Revenue Growth and Reduce Customer Churn.
KPIs and Dashboards
Are you focusing on the right KPIs to track success?We’ll define the KPIs that are important to your business to track success of your sellers and customers. Then we’ll evaluate your CRM system to ensure we have transparency through key dashboards. The goal is to provide leadership and contributors the insights they need to understand what success looks like.
Sales Process - What is your sales methodology, stages and deal strategy from lead to close?
Let’s define a sales process that complements your product and market needs. We’ll need to understand the steps it takes to close a deal from lead to closed won. This is not a “one size fits all” model it will be important to work with the sellers to figure out whats working and then roll out a a new or improved process to create efficiency and effectiveness when its comes to closing deals. The goal is to deliver and roll out a sales process that creates efficiency to closing deals thus reducing the closing cycle.
The Pitch- Is your value proposition differentiated, clear and strong? Is your demo tight and impactful?
As with any great pitch we’ll have to figure out the best way to tell your story. We’ll need to define 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 story board 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.
Pipeline - Is your pipeline healthy? Are there enough opportunities to hit your goals?
First we’ll need to understand the health of your pipeline and if its 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 improvement the qualification process to create better opportunities that lead to quicker wins.
Business Terms - Is your pricing model helping or hurting deals? Are you providing business terms that reduce the barrier to entry?
The most overlooked part of the sales process is typically price. Every deal is impacted by price in a positive or negative way. We’ll create a business model to lowers the barrier to entry for your customers. We’ll also review your legal documents to ensure you’re appropriately protected but not overly cautious creating more redlines then needed. The goal is to create a win-win pricing model and business terms to help shorten the sales cycle.
Your People - Do you have the right roles and people for long term success? Is your organization set up to scale?
We’ll 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’ll determine what 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. The goal is to ensure that you have the right roles and the right people filling them for growth.
Other Things to Think About
Market Expansion - Have you defined verticals or markets to attack to expand your revenue lines? Is your product a fit for these verticals or markets?
Customer Churn - What are you doing to reduce churn and create long term happy customers?
Compensation - Are you rewarding your people for the right behaviors and are they tied to company success?
RedZone™ Selling - What is your close ratio?
Engagement Models - How Do We Work Together?
We’ll work with your organization to identify the area(s) for improvement and build a plan to execute based on the goal of the project. Fees are based on the project scope.
As an advisor we’ll be there to help support your overall business needs. We’re there as an extension of your leadership team to objectively help as need be on big or small initiatives. This can also include working on any of the areas of improvement defined above. The fee structure is based on a monthly retainer.