SERVICES: REVENUE ASSESSMENT

We'll help you figure out what's going on in your organization.

We'll get everybody together and discuss the program, analyze your data, process, enablement materials, team skills and organizational design and recommend immediate (100-days) and longer-term areas to accelerate growth.

DELIVERABLE

Executive Workshops

Get everyone together and discuss the program:

  • Introduce why the program is put in place
  • Present the assignment, expectations
  • define the role and involvement of the team, establish key contacts
  • Provide the key elements of the program aimed to achieve the goal, and the timeline of activities
  • Present and discuss similar use cases

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"Winning by Design helped our sales, customer success, and demand gen teams get out of the box and to fuel our 200%+ YoY growth."

RINUS STRYDOM, SVP TRADESHIFT

DELIVERABLE

Normalized Data Model

  • Normalize the data
  • Establish Growth Model for 2019
  • Establish Growth Formula
  • Define KPIs for the MidMarket
  • Establish Dashboard

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DELIVERABLE

Revenue Acceleration Plan

  • Collect and benchmark data
  • Interview management and key stakeholders
  • Perform root-cause analysis by listening to calls and reviewing emails
  • Come up with a 100-day and one-year plan to improve your revenue engine

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Our programs are modular, so you can start anywhere

You can start anywhere: Prospecting, Sales, Customer success, or Account Management. All customer-facing employees will work of the same fundamentals, same verbiage, and same customer-centric approach.

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SERVICES: Playbook Design

We’ll help you develop your revenue playbooks.

To help implement your revenue acceleration plan, we’ll design a detailed customer playbook, for the relevant parts of the funnel: Account-Based Strategy Playbook (increase pipeline), Sales Playbook (increase wins), or Customer Success Playbook (increase retention and expansion). Most playbook designs will include customized enablement materials such as cheat sheets, blueprints of key sales interactions, and visual maps of your sales and customer success process.

DELIVERABLE

Prospecting Design

Create a modern approach to prospecting, such as prospecting:

  • Use of content as outbound
  • Online chat/high-velocity inbound path
  • Account-based Marketing Campaigns
  • Account-based SDR Sequences
  • Account-based KPIs and Dashboard

IMPACT

Increase in MQL to SQL conversion

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DELIVERABLE

Sales Playbook Design

  • Sales Process steps, with Solution, Consultative and Provocative selling
  • Actions and metrics for each stage
  • Customized key blueprints for each stage
  • Tools that can act as a force multiplier
  • Enablement such as cheat sheets, blueprints and sales process maps

IMPACT

Increase pipeline creation, win rates, improve sales cycles, and grow deal size

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DELIVERABLE

Customer Success Playbook

Playbook to retain and grow existing customers:

  • Documented customer impact journey with clear entry/exit criteria
  • Blueprints for kickoff/orchestration, executive business/impact review, and renewal
  • Custom best actions before, during, and after each moment
  • Blueprints, scorecards, and Q-cards for each moment

IMPACT

Increase CR 5, 6, 7; also faster time to first value, time to expansion, and LTV

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Our programs are modular, so you can start anywhere

You can start anywhere: Prospecting, Sales, Customer success, or Account Management. All customer-facing employees will work of the same fundamentals, same verbiage, and same customer-centric approach.

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SERVICES: TRAINING & COACHING

We’ll teach you to train & coach the members of your team.

To implement any change and deliver on the KPIs for your business, we will train your teams, empower your frontline managers as coaches and, where relevant, use state of the art technology to provide turn-by-turn directions for your customer-facing teams.

DELIVERABLE

Training

Inclusive approach. We always teach in a flipped classroom, where you learn by doing, and ideally, we train both your reps and frontline managers to ensure implementation and stickiness:

  • Prospecting/Account Based Prospecting
  • Winning/Sales/Provocative Sales
  • Customer Success/Customer (Account) Mgmt
  • Frontline Management/Leadership

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"We’ve tried several programs over the years, but for the first time we're able to draw a correlation between the program and sales results.”

JUSTIN NALDER, MARKETSTAR

DELIVERABLE

Coaching

Monthly coaching for teams or frontline managers using reviews of actual customer calls. Three months of coaching post-training is recommended to ensure adoption and implementation:

  • Monthly ½ day team/manager meeting
  • Scheduled review calls
  • Access to WBD MBP
  • Access to WBD workshops
  • On-call email+phone support
  • Weekly call review

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DELIVERABLE

Impact Plan

Compare changes in data and results

  • Measure Conversion Rates
  • Tweak Recommendations or Improve Implementation
  • Reassess Growth Goals for H2 2019
  • Growth Plan

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Our programs are modular, so you can start anywhere

You can start anywhere: Prospecting, Sales, Customer success, or Account Management. All customer-facing employees will work of the same fundamentals, same verbiage, and same customer-centric approach.

GET A QUOTE