Sample Engagements
Tech Startup
Sales GTM Strategy
The founder of a technology startup built a
personalization solution and has two customers in
production. She’s continuing to invest in the solution
but is having a hard time balancing between
product development and sales. Additionally, she’s
not sure how to find and close new customers.
Scope of Work
- Formalize and document ICP
- Draft campaign/lead generation strategy, partnership approach, and marketing plan to acquire new customers
- Develop strategy and plan to overhaul website
- Build client-specific boilerplate sales templates for
- customer, partner, and investment pursuits
- Develop initial prospect list and a plan for outreach to generate near-term leads
- Providing customer-specific sales materials and guidance for active sales pursuits
8 week engagement
1-2 days per week
IT Consulting
Sales Performance Discovery & Diagnosis
The SVP of Sales for a mid-sized IT consulting
company (1k employees) is looking for a fresh
perspective regarding his team’s recent challenges.
His company has great customers and a breadth of
services but sales are lagging. He’s not sure if the
core issue is related to the team, enablement,
processes, tools or some combination thereof.
Scope of Work
- Analyze sales reports to identify trends
- Conduct interviews of sales leadership team and adjacent/supporting functional leaders
- Analyze sales calls recordings
- Survey sales team to collect anonymous feedback
- Attend weekly team meetings and quarterly
- business review
- Interview top sellers
- Conduct deal reviews and post-mortems
- Develop prioritized list of recommendations (value
- vs. resources)
6 week engagement
2-3 days per week