Want to know how to isolate and overcome without all the back and forth?

Want to know how to isolate and overcome without all the back and forth?

We got you.

Back in the mid 2000s, the sales and marketing landscape looked a little different.

→ Sales - were tasked with validating the market, and finding feedback loops to provide Marketing.
→ Marketing’s - role HAS always been the creative application from feedback loops from Business Development’s validation, and information gathering at market.
That creativeness, is amplified over those personas, to educate, evaluate, and bring buyers closer to their buying decision.

NOW WITH THAT HARD FEEDBACK LOOP, YOU ALSO HAVE

→ Validated the market
→ Who is with who
→ What they like
→ What they dont
→ When they are up for renewal
→ What it would take to look at grass is Grenier scenarios
→ What the annual contract value is, versus potential contract value
→ If there will be any sticky components in Credit & Legal - Is it worth our time?

Marketing then can provide you with that special something that speaks directly to them.

THIS WILL

→ Further into their education, and buying process
→ Get you to the RFP/RFQ/Tender process
→ Get you into the Deal Room

FROM THERE

→ Old school Sellers Know the truth! - You set up a Live Quoting Day / Presentation Day (Basically a large demo with extras in person)

(Key stakeholders, key users, introductions to Key Account Management)

→ Presentation of tailored offer.
→ Live objections handled
→ Alignment identified from the room
→ Next steps, delivered from the room.

This made it easy to segway and discuss serviceability at Customer Success.

This allowed, BD to lean into the Communication Plan

Within that plan, you will find things like ;

-> how often we see you
-> Who is involved
-> Frequency - In person site visits
-> Frequency - Video calls
-> Frequency - Calls / Emails / EDMs
-> corporate gifting?
-> parking
-> KPIS
-> Required Reporting

This gave you

-> Serviceability alignment at CS
-> Visibility you aren’t upside down on the contract

This then leaned into getting started ;

Commercial Pack

-> Signed Quote of the job & Price
-> Annual Contract Value
-> Terms of Business - signed / Pro forma, on special clauses If Req.
-> Credit Approved - To what level
-> Communication Plan (Serviceability Plan)
-> Go Live Date

Getting this right, meant you won’t have churn issues or Reactivation requirements we see today.

All the fundamental components we dont see at market today, as the model, changed the measure, which changed the tools, which changed the behaviours.

IT’S BROKEN AT BOTH ENDS.

Let’s get back to that.

The B2B Playbook x Closed Circuit Selling =

Chief Revenue School, the curriculum on marketing, sales and customer success - helps you change that.

Gives you direct access to the connective fundamental actions across the funnel, that are severely lacking at market.