Target Audience
ICP, and Account-Based Marketing: Refine Ideal Customer Profiles (ICPs) and implement ABM strategies for precision targeting
Market Expansion Opportunities
Identify untapped geographical or industry segments
Brand Positioning and Messaging Audit
Ensure messaging aligns with market needs and differentiates the brand effectively
Competitive Landscape Analysis
Assess competitors' strategies and positioning to identify opportunities for differentiation
Referral Strategy Audit
Evaluate referral generation strategy, including outreach for customer referrals and partner introductions
Value Proposition Clarity
Assess clarity and resonance of value propositions for different segments
Leveraging Generative AI for Sales and Marketing
Use AI to personalize outreach and optimize campaigns
Go-to-Market (GTM) Strategy Development
Align marketing, sales, and product teams for impactful market entry/dominance
Tech Stack Evaluation and Integration
Ensure tools for CRM, analytics, and automation support scalable engagement
Content Strategy and Campaign Effectiveness
Evaluate the impact of marketing content and campaigns on audience engagement and lead generation
Messaging and Channel Strategy
Audit messaging personalization, timing, and channel diversification (email, LinkedIn, video, etc.)
Engagement Funnel Effectiveness
Analyze open, reply, and meeting rates across outreach campaigns to identify drop-off points
Lead Generation & Qualification
Develop criteria and processes for identifying high-potential leads
Revenue Attribution and Analytics
Implement systems to track and analyze lead quality and conversion potential
Sales Funnel Efficiency
Assess the stages of the sales funnel to identify and address bottlenecks
Discovery Process Effectiveness
Evaluate depth of discovery questions to uncover true business needs and decision-making criteria
Qualification Framework Use
Assess usage and consistency of frameworks like BANT or MEDDIC in early sales conversations
Effectiveness of Existing Sales Process
Streamline sales workflows to maximize efficiency
Sales Training and Development (Value Selling)
Equip teams with the skills to communicate and deliver value effectively
Innovation and R&D Collaboration
Integrate product innovations with sales strategies to meet evolving customer needs
Follow-Up Cadence and Content
Audit frequency and relevance of follow-up sequences to maintain momentum with qualified prospects
Proposal and Alignment Review
Evaluate alignment of proposals with buyer needs, including personalization and business case articulation.
Deal Desk and Proposal Management
Evaluate processes for creating and managing proposals to improve win rates
Customer Success and Retention Strategies
Evaluate customer onboarding and success programs to drive long-term value
Objection Handling Process
Review how well reps handle common objections and escalate final-stage blockers
Sales to CS Handoff Process
Assess coordination and documentation for seamless handoffs to customer success or onboarding teams