Comprehensive & Focused
‘Open the diamond’ to explore growth issues and opportunities and ‘close the diamond’ to focus in on key priorities.
Rapidly Assess Gaps and Opportunities and Prioritize a Top-down Plan
1. Are you selecting the right markets and using data insights to identify audience segments to engage? Identifying ideal buyers, competitive market analysis, using data and analytics to isolate audiences for targeted engagement.
2. Are your offerings competitive and is your messaging effectively engaging buyers across each stage or their buyer journey? Continuously innovating offerings for competitive differentiation, articulating value propositions, creating lifecycle buyer messaging
3. Are you identifying optimal ways to access buyers with the right funnels, channels, media and marketing and sales mix? Revenue funnels, campaign architecture, programs portfolio, plan and schedule.
4. Does your brand platform (visual identity, website, digital channels and collateral) represent your story and help you engage buyers? Visual design, brand identity, marketing and sales collateral, responsive website, social media presence, 3rd party channels.
5. Is your technology stack enabling marketing and sales automation and delivering data-driven insights and audience isolation capabilities? Marketing Automation, Landing Pages, Worklows, Sales Process Optimization, Email Marketing, Sales Intelligence, CRM, Digital Engagement, Customer Data Platform, Business Intelligence.
6. Do you have the right operating model (people, process and organization) to market and sell to your different offerings and buyer segment combinations? Model alignment, full-funnel marketing and sales processes, organization structure and capacity, territories, skills and resources, sales enablement.
7. Are you designing, building and executing optimized buyer engagement programs that deliver on target metrics? Demand Generation, Campaign Optimization, Content Marketing, ABM, Inbound, Outbound.
8. Are sales teams executing skilled and effective selling to engage prospects, orchestrate opportunities and close sales at the expected rate? Sales Skills, Methodologies , Activity, Competencies.
9. Are you ensuring customer success and maximizing customer lifetime value through retention, cross-selling and up-selling? Delivering Effectively, Servicing Customers, Delighting
Best Practices Based
100s of practices and a Capability Maturity Model (CMM) to facilitate a best-practice assessment of of priority capabilities.
Applied Expert Analysis
Expertise on the elements of marketing and sales effectiveness from our work with over 200 companies.
