Sales

Consulting on Demand Generation & Marketing to Grow Qualified Leads and the Sales Pipeline

Demand Generation to Grow Qualified Leads for the Sales Pipeline

We have been helping many companies to accelerate their revenue growth over the past few years.

Our approach is to help as senior and experienced executives who roll up sleeves and do real hands-on work to identify value creation opportunities and then implement the key improvements.

The focus is to provide a fast-acting results and not just recommendations and this starts with immediate improvements in sales and marketing efficiencies and effectiveness and then these quickly result in sales growth.

 

DEMAND GENERATION CONSULTING

How we help:

  • Complete analysis and audit of your B2B Marketing / Demand Gen
  • Demand Org & Team Plan to build a best-in-class high-performing team
  • Team Building & hands-on recruitment of top marketing & demand gen talent
  • Improve the full Demand Creation & Lead Generation performance
  • Develop an effective and strong Go-to-Market / GTM Strategy
  • Perform Greenfields Market Research  – Identify New and Untapped Opportunities for Growth
  • Develop a full “B2B Marketing Strategy” that includes Demand Generation and other components
  • Ensure your B2B Marketing Strategy is interlocked and aligned to your Sales Strategy
  • Create a “modern” Demand Generation Plan & help with implementation and execution
  • Ensure your Demand Generation is multi-channel and not just content-marketing based
  • Develop a strong Lead Generation process as your key lever to fuel your Sales Pipeline
  • Strategy for measuring progress with the right Marketing Metrics, KPIs & Reports
  • Develop High-ROI Campaigns & Programs and implement and execute them
  • Create a Lead Generation Campaign Plan and help implement and launch them
  • Create Sales & Marketing Alignment and SLAs (and goals)
  • Implement Account-Based Marketing
  • Create a Marketing Operation Strategy
  • Funnel Management
  • Implement and improve Marketing Automation and optimize the Marketing Tech Stack
  • Help with New Product Launches & create demand for them
  • Help build and improve the Sales Enablement function
  • Improve the Market Positioning, Unique Value Proposition & Elevator Pitch to drive value and differentiation
  • Map the Buyer Journey more effectively for Sales and Marketing teams
  • Perform detailed Marketing Segmentation & a clear M.A.P. assessment and writeup
  • Create new vertical or industry-specific marketing plan

 

Example of hands-on Demand Generation initiatives we help with:

  • Build a new lead generation process from the ground up – defining needs, structure and approach to drive immediate and long -term impact
  • Develop and execute a demand generation strategy using industry best practices that are effective for B2B SaaS business model
  • Management of all inbound and outbound demand generation channels, such as email, direct mail, digital advertising, SEO, webinars, major conferences/ tradeshows and more
  • Mentor and grow existing staff; lead and build the Team / Org plan to scale the demand gen function
  • Define and implement and optimal lead management processes, operations and systems including the taxonomy, lead flow processes, lead nurturing process, SLA requirements with sales, SFDC compliance, etc.
  • Define and develop lead cultivation and nurturing campaigns based on real-time lead scoring, buyer persona qualification, buying journey stage, and other key factors that drive the most ROI
  • Create Dashboards and reports of Demand Gen impact metrics, set demand gen goals and success KPIs
  • End to end analytics, measuring and tracking of demand gen performance, quality and business impact through key metrics
  • Align with sales and BDR/SDR teams to ensure inbound/outbound prospecting is working effectively
  • Forecast lead and MQL flow and align and report with the sales team

 

Problems we help you solve:

  • Lack of alignment between marketing and sales that affects sales
  • Marketing is not generating enough leads for the sales team to hit their quota
  • Sales pipeline is not growing predictably and not enough Opportunities for sales to close

 

Real Results in Demand Generation:

  • Immediate increase in qualified lead flow that impact the sales pipeline
  • Jump in quality and more qualified sales Opportunities entering the pipeline
  • Increase in overall sales and new customers at a 2x – 3x faster growth rate
  • Alignment between sales and marketing across the board
  • Improve Demand Generation effectiveness

 

WHAT’S UNIQUE & DIFFERENT ABOUT IUR HELP

My work is based directly from the experience as a corporate C-Level executive leader who has built teams, hired over 300+ people in my career across sales and marketing teams, and achieved 100%-300% annual sales growth at several high-growth companies. I’ve been a CEO, CRO and VP of Sales as well as of Marketing/Demand Gen and we have “hands-on” experience achieving aggressive objectives and results.  What we do is not consulting but actually hands-on experiential implementation working as your company’s executive for hire.  The bottom line is that we bring native fluency in managing SaaS sales & marketing combined with a deep knowledge and industry expertise as a senior C-level executive who has managed 50+ person global teams and who also rolled up sleeves and performed the work on solving problems hands-on to attain 100%-400% annual revenue growth at some of the most successful SaaS companies.  We are known for the ability to execute well at speed while providing insights informed by my analytical strengths and shaped uniquely through the lens of my years of experience. We bring expertise and evidence-based perspective to drive real results and not just offer recommendations.