The science is based on a sales funnel with precise metrics for activity, results, efficiency and quality. In the funnel, we relate revenue with activity in each of the stages through conversion rates between them previously set.
This approach is based on everyone working as a system, which means:
Every single action must be logged into the system.
The art part should not depend on the staff members but must be based on the playbook that includes pitch variations, mail templates, cadences, questions to ask for each touching point, objection handling, etc. This way, we can see these results:
The playbook along with the training dynamics & role-playing, the weekly meetings and incentive & gamification programs will conduct a significant improvement in both team skills and playbook content.
A high-quality meeting booked by the outbound team and passed to the account executive.
Funneling, Target scenarios, Capacity analysis, Budgeting & Organisation. We define the macro process -funnel phases- and funnel scenario simulations. From this, we will be able to simulate the target conversion metrics to be achieved at each stage, and through this, we will know the activity needed (Qualified Company/Inbound Lead, meeting and opportunity). We also set out a detailed budget of everything that will be required; especially tech stack and team
Once we have a clear picture of the funnel, we’ll define the funnel objects (qualified company, lead, meeting, etc.), their statuses, and what data we need to collect at each touching point with the prospect. This, combined with the micro-processes, will provide the necessary input to create a system that can assist and guide the outbound process.
Salesforce (or another CRM) implementation. Every single prospect action and information will be registered so metrics and segments can be calculated in real time. This will give companies more power to make data-based decisions. In order to achieve the highest efficiency, we will also include other automation tools.
The outbound process should be landed on a Playbook where we collect the different cadences and touching points elicited. For each of them, we will define the pitch ( and its variations), the information needed to collect (qualifying questions, buying signals or the sales enablement data board) or the objection handling. Also, TSI combines sessions where we analyze the target market, personas, need/pain point, etc. with workshops focused on cold calling, pitching, messaging or social selling.
Improvements, growth and change all take time and learning is a continuous process. With this in mind, it is our objective to provide our clients with ongoing support to help guarantee that their systems improve and evolve. We offer: