Full stack Go To Market evaluation and best practice implementation.
Messaging and Positioning
Captivate and capture.
Tight and targeted messaging is essential to driving opportunities from top of funnel marketing all the way through the sales motion. Unfortunately, early stage companies often struggle to develop the right message, or even target the right buyer.
Successful messaging stems from clearly identifying your ideal customer profile and building a set of core value statements that speak directly to your ICP. These two elements become the foundation for any future content development.
TractionPoint can help across the entire process from developing the ideal customer profile, building your key messaging document, and even developing content to be utilized at any stage in the sales motion.
Collateral and Pitch
Pitch perfectly.
With the correct product marketing fundamentals in place, every piece of sales content becomes an evolution of your brand’s value that narrows in focus the further down the funnel you go.
Winning sales pitches immediately draw prospects in by clearly identifying their business challenges, and demonstrating that greener pastures do lie ahead. As opportunities progress, the value message becomes more concrete - specific solutions to identified challenges with a clearly developed ROI.
Many revenue organizations struggle because the content is not properly aligned with the stage of the sales process. TractionPoint will help you match your existing content to the appropriate sales stage, or when necessary, develop materials based on your key messaging to correspond to every action in your sales process.
Sales Process
Synch with Sales.
If the value proposition is the heart of the tech sale, the sales process is the nervous system. You need it to help you sense where you are and decide on your best next move. You need it to be your memory to remind you what you have done, whether or not it worked, and you need it to be the source of intelligence for supporting the decisions you make in your path forward. Helping you set up a brilliant sales process is a core strength and component of the services TractionPoint can offer.
We are fans of the stage-gate process and have several effective templates that can be deployed for enterprises at different stages. We also distinguish between the sales process and sales methodology. Both are extremely important. Sales process drives the day to day activity and records the data and results at each step along the way. Sales methodology codifies your go to market strategy into a regular practice that is managed by your sales process.
TractionPoint can advise on how to integrate the two concepts for maximum results on a run rate basis, and we also find that periodic training and refresh on both process and methodology make for very valuable key notes or training sessions during sales kick-off events.
Technology Stack
Take stock of your stack.
The technology you use to support your sales effort could range from tracking each deal on a spreadsheet (not recommended), to deploying a CRM, to a range of products that will help you literally see and hear what’s going on in each and every opportunity. The TractionPoint team can help you assess which tools will be most valuable in any given stage. This can include:
CRM systems, principally SalesForce.com
Sales Development and outreach management such Outreach
Contact management solutions such as Zoom and Lusha
Revenue intelligence platforms such as Gong
Sales Enablement Tools and implementation of Digital Sales Rooms such as Seismic and Highspot
Compensation management tools for sales and sales development such as Xactly and Spiff
Many early stage companies overburden their teams by adopting more technology than their business demands. TractionPoint can advise you on what technologies should be implemented at each growth stage to streamline revenue and manage operational expenses.
Forecasting and Pipeline Management
Forecast with facts.
What are your metrics for revenue success? Sure there is the top-line number to hit, but defining the key top down, bottom up, and leading indicator metrics are important to ensuring the success of hitting that top line.
At TractionPoint we have pre-built templates that can be adapted to any stage of business to help define and manage key performance indicators. We also have some “secret sauce” around ways to build reliable pipeline performance, forecasts that are more fact than fiction, and predictive analytics built off customer performance that are useful in looking ahead to growth in net recurring revenue.
The old adage: what gets measured gets managed is the rule of the day and it’s important to establish a working discipline of looking at the dashboard and taking appropriate action while it can have the biggest leverage on hitting the up-side outcome.
Contact us.
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