We help sales-driven B2B Companies scale their sales pipeline without relying on marketing techniques and network referrals.
More than half of all B2B companies don’t have a proven business development process. Meaning that they don’t have a clear view of who their ideal customer is. And that they don’t know how their solution helps them solve their problems.
Often they’re not able to attract the right type of hunter profiles. Meaning that they rely on their existing customers to keep the ball rolling. At the same time, these companies are pouring large budgets into marketing efforts. Efforts that often produce a pool of leads that aren’t ready to buy (whitepaper downloads anyone?).
If they finally get into a decent sales call, they have to discount their products to close new business. All because they have difficulty explaining the value their solution offers.
Is that really how you want to be doing things?
Marketing agencies, management consultants, and sales trainers only provide you with half the answer: “Train your teams”, “put a tool in place”, “try “social selling”, “we’ll run another Facebook ads campaign”. None of these will result in the extra pipeline or increased customer intimacy that you were hoping for.
The cost of doing nothing could be much more than doing something about it.
Every project starts with an audit. In this first phase, we document the existing sales process. We identifying gaps by mapping the current state with our own (inside) sales methods. We’ll also take the time to speak to some of your more recent net new customers to document their experience.
To know how to get you in front of your ideal customers. We need to know who they are and what the problems are that they’re facing. In a series of workshops, we help you define not only the basic market firmographics and their job titles. No, we’ll use the PGV model (Problems, Goals & Values) to establish stories. Stories that you can use to sell your ICP’s on how your company solves their issues & problems.
While we focus on outbound sales. It wouldn’t make sense to not make use of all that sales collateral. To sell is to educate your prospects (and even your existing customers). To that end, we’ll develop an evergreen marketing strategy. One you will use to cycle ICP’s, problems, value statements in a continuous marketing flow.
Want to get started today? That’s great! Based on the learnings out of our workshops we’re can take the business development out of your hands. Our project managers select one or more (freelance) business developers to fill your calendar. We ensure optimal results by aligning your business development and your sales strategy.
If we have to name one thing we have difficulties with it’s that we don’t like to let go. While we can help you start tomorrow, we find it important that as you evolve, your strategy evolves with you. You can count on our project managers to support you as you grow.
Our consultants are already helping a lot of sales-driven B2B organizations just like you to build systems & scale their pipeline. Just book a free consultation to get started!