This dual strategy diversifies reach, optimises budget allocation, and provides a competitive advantage and, when paired with sales enablement and revenue operations, will create a growth machine in your business.
Inbound is a buyer-centric methodology based on your ideal customer’s interests, fears, and aspirations at each stage in the buyer’s journey. By demonstrating your understanding and empathy for the buyer’s pain, you layer content and experiences that position your company as the guide to help them solve their problem.
It is a mindset that delivers on the growth plan promise - the concept of Kaizen in practice: “Improvement by everybody, every day, everywhere.”
To measure and optimise cross-channel engagement, track performance across different channels and make adjustments as needed, using analytics tools to identify areas for improvement and make data-driven decisions along the way.
By researching your ideal customers we can identify how target accounts are structured, who the decision-makers and influencers are, and how decisions are made.
By understanding the business challenges that target accounts face, we can shape messaging and content that addresses their pain.
Where do target account buyers consume information? Do they prefer to watch, listen or read? At what stage of the buyer’s journey do they engage, and why might they fail to do so? We can help you identify the channels that are likely to be the most effective.
We will deliver coordinated and personalised cross channel campaigns and set up dashboards for revenue-based analytics to support sales and marketing alignment.
One of the key elements in aligning your sales and marketing teams is establishing an agreed lead qualification framework. The better qualified a lead is, the more likely they’ll respond to your sales process and help you achieve your revenue goal.
In this workshop, we define those key framework elements. What are the attributes that describe your ideal customer profile? What makes a lead “sales ready”? And how do you handle your leads at different stages of the buyer's journey?
In the manufacturing sector, where sales cycle can are long and complex, implementing sales enablement becomes crucial. This process ensures that sales representatives are equipped with the right tools, knowledge, and resources to effectively engage with prospects and close deals. It involves four pivotal steps:
Have you got a documented sales process? Is the process functioning as it needs to? Are there any disconnects in the sales process? A sales process review analyses your company’s sales processes to discover areas where performance could be improved and new techniques introduced.
Do your sales teams have all the content and tools they need to add value when interacting with prospects? Using learnings from the sales process review, we can create highly-targeted content that will help nurture prospects as they move through the sales funnel.
A good CRM system is a key part of implementing a sales enablement strategy. It gives sales and marketing teams up-to-date information on prospects and customers - in one single location - to help them be more efficient and drive more personalised experiences, reducing the time to sale.
A Chief Revenue Officer ensures that the sales, marketing, and customer success functions align with the overall business strategy and revenue goals.
By doing this, CROs can drive data-driven decisions that ensure growth and profitability for the company.
One crucial part of this strategic roadmap is optimising your technology stack. We'll assess your current technology – such as CRM, marketing automation tools, and analytics software – and identify gaps or redundancies.
We aim to ensure your tech stack fully supports your business processes, enhances productivity, and delivers valuable insights to drive decision-making.