Sales Go-To-Market

Preparing Sales Go-To-Market: 2 weeks

Understanding & Defining your

• Business & PurposeUnderstanding of your business and what you want to achieve
• Client Problems & SolutionsIdentifying the problems you help solve for clients and how you solve them
• Client Types & Use-CasesAnalyzing your primary client types and collecting use cases to match these
• Competitive LandscapeUnderstanding how you differentiate from your 3 main competitors
• Sales Setup & Sales PerformanceIdentifying and benchmarking sales activity and sales output

Deliveries

• Target Market with Contact InformationDefining and categorizing Ideal Target Market with stakeholder, company, and digital behavioral info uploaded in CRM.
• Ideal Customer ProfileDefining and categorizing Ideal Target Market with stakeholder, company, and digital behavioral info uploaded in CRM.
• 5-Point-Pitch ModelOur sales communication framework tailored for you to be relevant in every client interaction Analyzing your primary client types and collecting use cases to match these 1) Unique: Demonstrate client insight 2) Problem: Sell the problem 3) Trend: Highlight into trend 4) Solution: Perspectivate the ‘why’ 5) FOMO: Others like them act
• Efficient Sales Process setupGet an actionable, behavioral, and frictionless sales process tailored to your customer journey and sales team
• Performance Dashboard & GamificationMotivating notifications to stimulate daily sales activity and overview of performance on a weekly, monthly, and quarterly basis for operations, management, and investors.
• Defining campaigns3 different campaigns to test and match ‘Ideal Target Market’ with 5-Point-Pitch-Model to validate client relevance

Executing Sales Go-To-Market 8 weeks

Sales Growth Team:

• ProspectingWe use our 3-layered prospecting approach: 1) Reasearch: company and stakeholders(s) to evaluate ICP fit 2) Pre-Qualify: identify best sales channel, triggers, intent, relationships, use-case similarities, and timing 3) Craft relevance: Match 5-Point-Pitch-Model with step 1 and 2 to engage with high relevance
• Outbound salesWe call and engage with the stakeholder(s) over a period of time with typically 7-20 touch-points. When the timing is right we book and qualify the first meeting. 3 days before the first meeting we post-qualify to increase relevance.
• Attending Sales Meetings/DemosStart-meeting we facilitate the introduction to summarize pain points and relevance – and set you up for success. Mid-meeting we help adressing the right questions and secure relevant structure. End-meeting we secure wrap-up and next steps.
• Collecting Qualitative dataBesides automatically collecting all quantitative client and sales activity data we log and categorize qualitative feedback
• Managing PipelineWe manage, advice, and execute actions to drive pipeline progress and deal acceleration to increase sales velocity
• Bi-Weekly Sales EvaluationA session to: 1) Evaluate sales activity and sales performance 2) Pipeline Management 3) Improve outbound sales 4) Product, Use-Case, and Market updates
• Creation of Dynamic Sales PlaybookSales Playbook directly in your CRM that includes: 5-Point-Pitch-Model, References, Use-Cases, USP’s, VP’s, Objections, Question-Framework, Product-Mix, and Competitor Comparison, Ideal Customer Profiles.

Expected Direct Results

• 200-1.000 Contacted ICP targetsThe results depends on your business, offerings, market, client types, sales cycle, pricing, and much more. Regardless of the situation, we must at least ensure that Sales Go-To-Market generates a 1-to-1 return within the average time of your sales cycles + 3 months.
• 20-100 Meetings/Demos TargetsThe results depends on your business, offerings, market, client types, sales cycle, pricing, and much more. Regardless of the situation, we must at least ensure that Sales Go-To-Market generates a 1-to-1 return within the average time of your sales cycles + 3 months.
• 2-10 Won dealsThe results depends on your business, offerings, market, client types, sales cycle, pricing, and much more. Regardless of the situation, we must at least ensure that Sales Go-To-Market generates a 1-to-1 return within the average time of your sales cycles + 3 months.

Validating Sales Go-To-Market 2 weeks

Deliveries:

• Ideal Customer ProfileA complete definition of your Ideal Customer Profiles
• Final Sales PlaybookSales Playbook directly in your CRM that includes: 5-Point-Pitch-Model, References, Use-Cases, USP’s, VP’s, Objections, Question-Framework, Product-Mix, and Competitor Comparison, Ideal Customer Profiles.
• Hit-Rate (Touchpoints pr. booked meeting)A predictable methodology to measure sales activity needed to generate self-sourced meetings/leads.
• Win-Rate (Expected ratio pr. meeting to win)A projected methodology to measure win-rate based on sales activity and sales meetings.
• CAC (Customer Acqusition Cost)A projected methodology to measure your total commercial spend to acquire new customers.
• Qualitative Potential Client feedbackProcessed and structured overview of client feedback mapped into each step of your sales process.
• Competitive Landscape MapCategorized overview of client feedback on pros and cons from your 3 main competitors.
• Pipeline Management StructureA framework to manage, advice, and execute actions to drive pipeline progress and deal acceleration to increase sales velocity.
• Sales Performance RecommendationsRoadmap with top 5 priorities to increase Sales Performance.
• Sales Go-To-Market RecommendationsRoadmap with top 5 priorities to Succeed penetrating a new market/country/segment.