salesbq-how-it-works

Build + Hire + Drive

Profitably align your sales, marketing, and customer success departments.

 

Scale Your Revenue:

The Sales BQ® Approach

 

Sales BQ® How Our Process Works

 

 

You need a holistic approach to revenue growth.

Here's how we make it happen...

 

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GET STARTED

Build

Month 1

 

In the first 30 days, we complete audits, gap analyses, and deliverables for:

Sales Build: Rep Roles, Comp Plans, Sales Process & Playbook

Sales Operations: Tech Stack, CRM, & Sales Process Automation

Marketing: Brand, Design, Digital, & Top of Funnel Automation

Customer Success: Implementation, Account Management & Renewals

 

 

playbook

 

Select A "Build" Function to Learn More

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Infrastructure Audit

Infrastructure Audit

During our observe and shadow week, we audit your data, people, and processes.

  • Identify gaps in your revenue process
  • Determine trends in key data metrics
  • Find holes in your revenue engine

tech-stack

Tech Stack Audit

Tech Stack Audit

We audit your entire tech stack for marketing, sales, and customer success to find:

  • Under and misusage, by team member
  • Overlap and overpayment for technology
  • Efficiency, productivity, and automation gaps

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Marketing Audit

Marketing Audit

Our 28-point marketing audit covers all facets from design through TOFU automation:

  • Expansive comparison to your competition
  • Conversion rates from traffic through MQL
  • Holes in your TOFU strategy

gap-analysis

Gap Analysis

Gap Analysis

We outline your gaps between your current state and desired future state:

  • The root causes for lack of revenue
  • Recommendations for scale
  • Tech stack enhancements

deliverables

Deliverables

Deliverables

Within 30 days, you receive comprehensive deliverables and implementation plan:

  • Rep roles, comp models, process and playbook
  • Tech stack SOP 
  • 90-day marketing plan

GET STARTED

 

talent-roadmap

 

 

HIRE

Months 1-2

 

We create your talent development strategy and recruiting roadmap.

In our HIRE phase, we recruit the best talent using our recruiters and proprietary interview method, RPAC.

 

Select A "Hire" Function to Learn More

talent-gaps

Talent Gaps

Talent Gaps

During the BUILD phase, we evaluate your existing talent to determine gaps using:

  • Data analysis through evaluation tools
  • Subjective analysis through shadowing
  • Performance analysis through scorecards

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Talent Development Strategy

Talent Development Strategy

From the talent gap analysis, we develop individual learning plans identifying:

  • Action plan for IQ, product and industry knowledge
  • Action plan for EQ, effectiveness with others
  • Action plan for BQ, behavioral execution

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Recruiting Roadmap

Recruiting Roadmap

A roadmap is built for growing headcount and scaling revenue based on:

  • Replacing non-performers
  • Growing headcount for growth
  • Anticipating attrition

GET STARTED

DRIVE

Months 2+

 

In our DRIVE phase, we stick around for the ROI. Some facets may include: 

- Running Your Weekly Sales, Marketing & Customer Success Team Meetings

- Conducting In-The-Field Coaching & Training

- Listening to Recorded Calls & Meetings

- Conducting Individual & Group Training Sessions

- Holding 1:1s to Discuss Activity Metrics, Pipeline Management & Deal Progression, and Closed Revenue!

 

For larger teams, we provide hands-on support for your managers and empower them to be successful leaders by mastering the 4 key pillars of management and building a high-performing culture.

 

 

 

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Select A "Drive" Function to Learn More

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Growth Strategy Implementation

Growth Strategy Implementation

Your Sales BQ® team is responsible for implementing the BUILD deliverables:

  • Tech stack usage guidelines and training
  • Revenue playbook roll-out
  • New hire onboarding

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Classroom Training

Classroom Training

We use guided classroom education taught immersion-style, over time:

  • Custom curriculum built for you
  • Sessions are recorded for your future use
  • Topics from beginner through advanced

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In-the-Field Coaching

In-the-Field Coaching

We roll up our sleeves, get in the field with your team members and:

  • Engage in one on one coaching
  • Ensure training is executed
  • Monitor performance in action

kpi-measurements

KPI Measurements

KPI Measurements

Opinions are valuable, but data is priceless and we achieve ROI by:

  • Developing relevant KPIs per role
  • Track daily and weekly data per person
  • Report to leadership weekly

accountability

Accountability

Accountability

We take over the daily, weekly, and monthly cadence for your team and:

  • Attend staff and leadership meetings
  • Shadow prospect and client meetings
  • Conduct individual one on one meetings

GET STARTED

We are Your Outsourced RevOps Partner

 

Revenue Operations Wheel

 

WHAT IS REVOPS?

Revenue is best driven at scale through delivery of a harmonious customer experience.

This process should be seamless for the entire customer lifecycle - From the time a prospect first discovers your company, through their first purchase, onboarding, and account management and renewal.

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Revenue growth requires strategic alignment of marketing, sales, sales ops, and customer success.

revops-alignment

There are 6 main functions of alignment across the revenue engine:

  • Data
  • Go-to-Market Planning
  • Infrastructure
  • Go-to-Market Strategy
  • Measurement
  • Lead Management

Data was ranked as the least aligned of these functions for companies interviewed in a study by LeanData & Sales Hacker (2019).

You Need RevOps

You Need Sales BQ®

 

Are you ready to seriously scale your revenue?

To transform the experience that's delivered to your customers throughout the entire lifecycle?

 

Contact us today to schedule a discovery call. Learn whether our Build-Hire-Drive approach is right for your company.

 

GET STARTED

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Get Started

Book Your Discovery Call

info@salesbq.com

303-301-0220

Scale Your Revenue with Sales BQ®