Marketing, Sales

Revenue Growth Acceleration Consulting

Hands-On Consulting to Create Value

We help you with “Revenue Acceleration” by doing real hands-on work to create value and provide fast-acting results (which is different than doing standard consulting).  Our approach is about improving the entire Marketing-to-Sales pipeline, top to bottom, all based on our real-world, practical, hands-on operating experience – we are all corporate-level executives who led global Sales and Marketing teams.

 

Real Results, Not Recommendations

We focus on results and not recommendations – we help the CEOs hit their sales goals through hands-on tangible effort to improve the entire marketing-to-sales funnel and pipeline.  Our approach is as an experienced executive who rolls up our sleeves and does real hands-on work to quickly analyze and identify operational value creation opportunities – especially top-line sales revenue growth – and then create a plan and immediately begin to 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.

Our focus is to implement meaningful results that provide long term and sustainable operational improvements to Sales and Marketing and then ensure to transfer the entire knowledge and skill back into the company.

 

SALES

How we can help your company make it’s overall sales target (i.e. attain the “Board Plan”):

  • Start by analyzing all Sales Performance & Execution, Teams, Sales Process, Sales Strategy & GTM
  • Analyze key progress areas: Sales Activities, Sales Pipeline & Sales Results
  • Audit your Sales Ops, Metrics/KPIs, Win Themes, account management approaches and pricing
  • Provide clear and actionable recommendations for accelerating organic revenue growth
  • Propose optimal “best practices” that are customized to your company’s unique context
  • Help you recruit best-in-class, A-level sales talent (including from our network) to build your team
  • Help you recruit experienced and proven senior sales executives, sales directors and managers
  • Develop a Sales Strategy to help your sales force attain the annual sales target
  • Improve and make your existing Sales Strategy better and more effective
  • Engineer or optimize your sales into a highly effective and comprehensive Sales Process
  • Develop a new or optimized Go-to-Market / GTM Strategy  & a Clear MAP
  • Perform Greenfields Market Analysis & Research – Identify New and Untapped Opportunities for Growth
  • Build a Sales Team and create a new GTM to sell into a new market segment or vertical that we identified in the Market Analysis
  • Operationalize and systematize your sales motions and plays into an a Sales Playbook
  • Improve the Metrics-Driven Sales Management with the right Sales Metrics,  KPIs & Reports
  • Develop easy-to-use Sales Performance Dashboards for the Entire Sales Team to monitor performance and pipeline metrics
  • Deep-dive and Troubleshoot Sales (using the 5P Framework) and assess problems with sales effectiveness
  • Team / Headcount Plan & Capacity Planning – Improved Org Design & Territory Management Plan
  • Analyze your Sales Effectiveness & Sales Growth Drivers
  • Analyze the Sales Team and assess if you have a “good” sales team (irrespective of PPR or Quota Attainment)
  • Create a Team / Headcount Plan for your Sales Organization
  • & Capacity Planning – Improved Org Design & Territory Management Plan
  • Analyze and design an optimal inside / field direct and channel mix to maximize your sales results
  • Optimize Quota Setting & Sales Compensation Design – improve incentive-based compensation management to rapidly improve sales performance and accelerate results
  • Improve Sales & Marketing Alignment through smart SLAs and interlocking of both Strategies
  • Recommend or help implement a new or improve Sales Tech Stack (such as InsightSquared)
  • Perform a Competitive Analysis analyzing the competitor’s Go-to-Market and create effective Battle Cards
  • Create the key “Win Themes” with supporting win tactics & action plans for each such theme
  • Help construct an effective Opportunity Management and Account Management Processes
  • Conduct channel, market segment and customer analyses
  • Optimize your Sales Operations to enable the your sales force to maximize their customer-facing time while intelligently reducing your operating costs for supporting sales

 

Problems That We Help You Solve:

  • Sales are not growing, growing too slowly or are in decline
  • Key business functions not perfectly aligned with Sales which causes friction
  • Sales pipeline not growing predictably to provide enough Opportunities for sales
  • Marketing or Demand Generation not generating enough leads for the sales team

 

Real Results (not Recommendations) for Sales Organizations:

  • Increase sales and ARR / revenue
  • Grow monthly and quarterly bookings 2x – 3x faster in just 1-3 months from starting
  • Grow sales booking across the team, per sales rep and across your territories
  • More deals (more new logo acquisitions)
  • Reduced Customer Acquisition Cost ($CAC)
  • Higher Lifetime Value (LTV)
  • Improve sales effectiveness and productivity per rep (PPR)
  • Shorter Sales Cycles
  • Increased % Win Rate
  • Larger Deal Sizes
  • Improved Deal Terms and Less Discounting
  • Improved Sales Process
  • Recruitment of A-level talent & High Sales Team Engagement
  • Penetrate new markets and grow your market share
  • Improve pipeline management and forecasting accuracy

 

 

MARKETING / DEMAND GENERATION

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” programs, projects and initiatives we will help you 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 will 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

Our work is based directly from the experience as a corporate C-Level executives leader who has built teams, hired over 300+ people in our careers 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 our 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 my expertise and evidence-based perspective to drive real results and not just offer recommendations.