B2B Sales Development Services
Helping you build a better pipeline and win more RFQs
Sales Enablement
Enable your sales team for long-term wins
Pre-RFQ: Building your opportunity pipeline
We build your pipeline of high-quality opportunities by applying your ICP to a clear qualification framework, focusing your team on the right deals. To build credibility, we support them with sales collateral like capability decks and anonymised application stories. The entire process is tracked in your CRM with clear prospecting stages, ensuring a seamless handoff for RFQ-ready opportunities.
Post-RFQ: Winning the technical sale
Once an RFQ is qualified, our process converts your technical credibility into a contract win. We develop comprehensive proposal packs for the buying committee, supported by evaluation playbooks to guide each stage. The entire process is managed in your CRM to improve key metrics like quote cycle time and proposal throughput, making progress visible from day one.
Our Sales Enablement Framework
Our Sales Enablement playbook provides an end-to-end framework for long, technical sales cycles. We build the systems to generate a pipeline of high-quality opportunities and execute the complex process of winning the technical evaluation, ensuring deals move from initial contact to final contract.
Pipeline & Qualification
Apply your ICP to define clear qualification criteria and prospecting plays. This aligns your sales and marketing teams, focusing on generating high-value opportunities and building a healthy pipeline before an RFQ is issued.
Early-Stage Sales Collateral
Create the foundational collateral your sales team needs for early conversations. This includes capability decks, anonymised application stories, and spec sheets designed to build credibility and secure consideration for a future RFQ.
RFQ Process & Workflow
Audit your existing RFQ workflow to identify bottlenecks, such as technical clarifications or approval delays. We then define clear stage criteria, roles, and handoff triggers to shorten your quote cycle and keep deals moving forward after you receive an RFQ.
Proposal & CRM Systems
Build your ready-to-use proposal packs and make the entire evaluation process visible in your CRM. With defined stages and light automation, your team can collaborate effectively, reduce admin, and focus on winning the bid.
Implementing a Sales
Enablement strategy
Discover practical frameworks for RFQ workflows, buyer personas, and stage-by-stage collateral, built for long, technical sales cycles.
Account Management
Strengthen retention with service processes built for long‑term contracts
Strengthen retention with service processes built for long‑term contracts.
Design a simple help desk flow, clear intake, priority rules, and reporting, so teams respond faster and every ticket has an owner.
Build a searchable knowledge base for specs, FAQs, and fixes, reducing routine enquiries and freeing experts for complex cases.
Use chat to handle FAQs and route issues instantly, plus share order and production updates, so customers get answers 24/7.
Close the loop with surveys and reviews; turn themes into fixes, publish wins as proof, and track impact on renewals.
Revenue operations
Align processes, people and platforms for end‑to‑end revenue flow
We make late-stage pipeline and live-account health visible: forecast accuracy, evaluation conversion, and post-award onboarding velocity—all from one dashboard.
For contract manufacturers, that means fewer stalls between quoting, production and customer service, cleaner data for forecasting, and clearer accountability across teams.
A well‑equipped cross‑functional team powers growth, especially where long RFQs and multi‑role approvals are the norm. Equinet helps implement, operate and improve a RevOps programme that fits existing working methods, adding structure without extra complexity.
Expect faster quote‑to‑order, higher renewal rates and more cross‑sell/upsell, as handoffs tighten and buyer experience improves.
RevOps runs inside your CRM; no new tool for the team to learn.
Siloed tools slow decisions and obscure pipeline health; RevOps connects the dots so data and actions line up across every stage.
Guide to Revenue
Operations
Turn your entire business into a well-oiled revenue-generating machine.
ERP & CRM Integration
Unlock the data that matters: orders, inventory, pricing, job status, and service history, so sales, operations, and service can see the same picture and collaborate more effectively.
Integrating ERP and CRM centralises customer and order data, quotes, pricing, availability, production updates, quality actions, and service history into one view. This improves forecasting and quoting accuracy, speeds internal handoffs, and clarifies customer communications at every stage, from RFQ to renewal.
Equinet provides best‑practice guidance and light‑touch technical support, prioritising what to integrate, sequencing change sensibly, and keeping data clean with minimal disruption.
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From ERP to proposal: pricing versions, lead-time and MOQ notes appear in the opportunity.
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From shop-floor to credibility: certifications and high-level KPIs (not raw machine logs) feed case studies & proposal appendices.
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From service to renewal: tickets and 8D outcomes sync back to the account, so execs see risk early.
How does this differ from a marketing or lead generation service?
While we align closely with marketing, our focus is firmly on sales execution at this stage. We don't run marketing campaigns; we build the systems, tools, and processes your sales team needs to qualify their own leads more effectively and to win the complex technical evaluation once an RFQ is in hand.
We usually handle all of this in-house. Where do you add value?
We provide an external, structured approach to master both sides of the sales challenge. First, we build the systems to generate a more predictable pipeline of high-quality RFQs. Then, we streamline your proposal and evaluation process to increase your win rate, all while your team retains full control over technical scope, pricing, and contracts.
What does success look like?
Success is measured across the full cycle. Pre-RFQ, it looks like a healthier pipeline and a higher percentage of qualified opportunities from ideal-fit customers. Post-RFQ, it’s a shorter quote-to-order cycle, a higher proposal win rate, and fewer delays during the technical evaluation.
What is the goal of the initial Sales Growth Workshop?
The workshop is a focused session to align your team and build the foundation for the entire programme. We collaboratively map your ideal customer profile, define your go/no-go qualification criteria, and outline the key stages of your pre- and post-RFQ sales process. You leave with a clear, documented action plan.
How involved will our internal team need to be during the sales development process?
Initially, your team will work closely with us to map out current processes and set clear goals. As we implement new tools and strategies, your involvement will be focused on providing insights and feedback. Our approach is collaborative and designed to integrate seamlessly with your operations, minimising disruption while upskilling your team.
Will you access our ERP or MES?
No raw system access required for this service. We work with approved exports and templates. (Deeper plant data work is a separate track.)
What is the typical cost of implementing sales development services?
Costs vary depending on your company's size, current systems, and specific needs. We tailor our solutions, covering sales enablement, account management, and revenue operations, to fit your budget. During our Discovery Call, we assess your requirements and provide a custom quote that aligns with your investment goals.
How soon do we see value?
Days 0–30: We establish your qualification framework and buyer map (Pre-RFQ) and begin building your core proposal pack (Post-RFQ). Your process will be defined with a live dashboard.
Days 31–60: We stand up your RevOps dashboard and refine your sales collateral (Pre-RFQ), while running two live evaluation plays to test the new workflow (Post-RFQ).
Days 61–90: We institutionalise a weekly deal review cadence and hand over a complete sales playbook covering the full cycle, from prospecting to winning the bid.
What happens after the programme is completed?
The goal is to make these processes self-sufficient. At the end of the programme, we hand over a comprehensive sales playbook that documents your entire framework. Your team will be fully trained to run the system, and all assets and processes will be live in your CRM for ongoing success.
