Sales & Growth Consulting

Services

Strategy Formulation and Validation

image23

We initially work to ensure that the direction of the new efforts being proposed by a company are close to optimal and the opportunity cost to completing them is low. If it is a case where a new strategy is not sound,  we would not work with the company. We imagine that we own 100% of the company and ask: Is this the best strategy for our company right now?

Enabling Operational Excellence

image24

This focuses on ensuring the key principles for a successful team/business are implemented and the company implements best practices across their Sales function (Awareness, Lead Acquisition, Lead Activation, Optimising Revenue and Reducing Costs, Ensuring Customer Retention and Optimising Customer Referrals). 

Project A

European Technology Company

Strategy Formulation and Validation 

  • Review of current strategic initiatives and direction
  • Enabled deselection of sub-optimal target industries and geographies
  • Enabled selection of ideal target market (Beachhead) and size evaluation
  • Reviewed CEO/founder time management and focus areas
  •  Determined focus area from Branding, Lead Gen, Lead Conversion and Revenue Optimisation
  • Enabled Positioning redefinition based on Unique Value and Competitive Differentiators
  • Reviewed Company Overview and Why we exist?


Enabling Operational Excellence

  • Designing and Implementing call scripts for Lead Handling, Created call templates
  • Redesigned and implemented optimal Outbound Sales process
  • Redesigned sales stages
  • Email template design, testing and implementation
  • Advised on optimal content for inbound marketing
  • Taught and implemented Scientific Method for optimal growth
  • Monthly sales review meeting management
  •  Individual team member coaching
  •  Teaching lead generation best practices
  • Pricing review and redesign
  •  Enabled continuous improvement systems through baseline data tracking
  •  Website and digital footprint review
  • Sales contract review
  • Managing and directing of sales people as required
  • Enabled review of all opportunities in pipeline and advised on next steps
  •  Enabled full audit of historic Lead and Opportunity conversion rates and Deal cycle times
  • Audited historic win/loss reasons
  • Review site (Capterra + G2 Crowd) profile setup and management
  • Presentation/Deck review and feedback
  • Technology Stack design
  • Tool implementation
  • Call management best practice implementation
  • Focus on highest value work and eliminate low value work using Lean methodologies
  • Daily time tracking implementation
  • Reviewing and recommending changes to team LinkedIn profiles
  • Finding root causes of problems
  • CRM field design advice
  • Sales channel evaluation using Traction/Bullseye model for optimisation
  • Ideal target market and target decision maker selection, list building and outreach
  • Optimal event-based sales process design, implementation, review and improvement
  • Evaluating workload capacity of sales team to handle leads and opportunities
  • Researching volume of available targets and expected conversion rates to determine expected (and total potential) revenue from specific lead sources
  • Implementation of metric tracking
  • Created and ran initial advertising campaigns on LinkedIn to beachhead market
  • Designed BDR to AE handover process
  •  Tracked conversion rates by employee
  • Product/Functionality feedback
  • Internal sales resource design and creation (Pre-call checklists, call scripts etc)
  • Deepdive competitor analyses

image25

Project B

UK Digital Product Design Company

Strategy Formulation and Validation

  • Review of current strategic initiatives and direction
  • Enabled deselection of sub-optimal target industries and geographies
  • Enabled selection of ideal target market (Beachhead) and size evaluation
  • Reviewed CEO/founder time management and focus areas


Enabling Operational Excellence

  • Trained team of 3 in Scientific Method for optimal growth
  • Designed structured recurring weekly activities for team of 4
  • Focused team on Minimum Viable Testing and Tracking Time spent on activities vs ‘working hard’
  •  Implemented best practices for Outbound messaging and cadences, Lead source evaluation & Initial meeting context
  • Suggested ideal customer referral programme

image26

Project C

European Risk and Reputation Management Technology Company

Strategy Formulation and Validation

  • Initial geographic market selection
  • Initial industry/vertical selection facilitation
  • Founder focus area and time management reviews
  • Head of Operations focus area and time management reviews


Enabling Operational Excellence

  • Focused team on list of 20x ideal customers
  • Reviewing actual output vs expected output of staff 
  • Eliminated lower deals and increased minimum deal size from €500 ARR to €7000ARR
  • Reviewed lead generation channels and made recommendations for what channels founders should target
  • Product feedback sessions
  • Weekly and Monthly Sales meeting management
  • Objection handling
  • Ensured consistent product value was being discussed by team as opposed to ad hoc
  • Product Demonstration review and feedback

image27

Project D

European Design Technology Company

Strategy Formulation and Validation

  • Founder focus area and time management reviews
  • Enabled Positioning redefinition based on Unique Value and Competitive Differentiators
  • Enabled deselection of sub-optimal target industries and geographies
  • Enabled selection of ideal target market (Beachhead) and size evaluation
  • Suggested business model tweaks to optimise revenue


Enabling Operational Excellence

  • Suggested new enterprise pricing and contract structure
  • Contract/proposal review
  • Negotiation advice

image28

Project E

German Open Source AI Technology Company

Strategy Formulation and Validation

  • Root cause analysis on teams growth constraints
  • Suggested simple way for team to generate high-quality leads for their open source software which led to a successful €10m Series A funding round

image29

Project F

European Hedge Fund

Enabling Operational Excellence

  • Taught team of 10 how to get meetings with global C-level executives in  a Fortune 1000 company
  • Created and ran from start to finish a campaign to organise calls with above people in order to gain qualitative data on management effectiveness for investment decision which was extremely effective

image30

Project G

Irish / US Teledentistry Company - 2 months onsite

Strategy Formulation and Validation

  • Facilitated the prioritisation of specific US States as beachhead market for new product deployment
  • Founder focus area and time management reviews



Enabling Operational Excellence

  • Root cause analysis on teams growth constraints
  • Built backlog of growth ideas
  • Provided product feedback based on insights from discovery calls with Beta  Testers
  • Helped to implement a growth methodology based on the work of Brian Balfour, creating an idea backlog, experiment pipeline, experiment documents and adding learnings to playbooks. 
  • Experimented on LinkedIn and Facebook
  • Built email cadences for new and existing contacts that received a 30% positive response rate
  • Initiated whole sales process to activate beta testers
  • Created weekly metrics that matter to the team (tracking inputs, # agreed calls, # completed calls, # hours spent per agreed call, call to opportunity conversion rate, opportunity to trial conversion rate, trial to customer conversion rate, # of experiments started, # of experiments completed)
  • Reviewed marketing collateral including ad copy, product overview video and landing pages
  • Tested Reddit as a channel for dentist acquisition
  • Facilitated the agreement of successful deployment metrics
  • Facilitated creation and management of weekly growth meeting
  • Facilitated discussion around pricing, pricing evolution and 
  • Redesigned CRM sales stages to a more appropriate process 
  • Helped design minimum viable tests
  • Activated historic contacts and generated dozens of opportunities with them
  • Managed the entire pre-call process and transitioned this to a new BDR with all relevant operating procedures video recorded on screen for fast onboarding
  • Worked with the team to share customer advocate stories into a video and use this to increase conversion rates with existing opportunities
  • Reviewed and refined dozens of experiment ideas generated by the wider team
  • Full creation of email + call cadence to activate existing contacts with A|B tests to optimise learning
  • List building
  • Supported CEO in sharing weekly product updates on LinkedIn
  • Beta product prototype review
  • Review of product demonstration process
  • Introduction of time tracking process to ensure team are spending time on the right tasks
  • Ran 20+ experiments to determine lowest opportunity cost of work
  • Listened to and provided feedback on 15+ calls at various stages in the sales process
  • Creating FAQ doc of requests
  • Introduction of one piece flow work methodology
  • Built scalable outbound messaging minimum viable tests for cold leads
  • Ran retrospective lead conversion  by source review to determine most effective campaigns
  • Full onboarding of new BDR hire



image31

Project H

European Customer Analytics Company (Ongoing)

Strategy Formulation and Validation

  • Initial geographic market selection and deselection of sub-optimal regionas
  • Root cause analysis on teams growth constraints
  • CEO focus area and time management reviews
  • Ongoing



Enabling Operational Excellence


  • Ongoing



image32