We love the fact that due to the dashboards created and the new data-collection processes, we can accurately predict revenue and output.
CEO & Founder at Pridatect
According to the strategy of the company and others parameters such as market maturity, level of demand, the value of the average deal, the client base, the product strategy or the expansion strategy (geographical, industrial, etc.) we will be able to calculate the percentage of revenue that each channel (Outbound, Lead Gen, Demand Gen, Customer Success) should provide.
Here we must define the macro processes, phases of the funnel by channel and funnel scenarios. In turn, we calculate metrics and KPIs that connect company targets with the elements needed, such as lists of qualified companies, sales accepted leads, meetings, demos, opps and so on. Here we pay particular attention to establish the target values of the efficiency KPIs (conversion rates of the different stages of the funnel).
Based on the funnels, we perform a Capacity Analysis, which will generate the organizational structure, the roles required, the headcount of each role and their targets.
Produced for Outbound, Sales, Lead Gen, Demand Gen and Customer Success, the budget will detail all the financial commitments needed. This will include hiring and team, compensation and incentives plans, PPC investment, content, SFDC and any other tech required.
With budget approved we will generate a step-by-step implementation plan, detailing not only what is needed but in what order things should occur. Staff hiring and ramp-up times are also factored in, along with technology required and playbooks creation and implementation time.
Using sourcing and prospecting to generate a constant flow of qualified meetings, demos or registrations for sales, and to gather valuable market information.
By implementing a systematic process, we maximise the conversion of qualified meetings to deals. We support this by giving Account Executives the tools they need to influence and generate opportunities.
Leas Gen and Demand Gen strategies and tactics act as part of the sales process with two clear objectives: generating sales accepted leads and influencing meetings, deals, opps and deals.