Conanicut Growth Advisors' proven best practice sales enablement process brings together the marketing, sales development and sales processes as one, creating a scalable and repeatable customer acquisition engine.

 

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Marketing

Marketing has evolved a great deal over the past few years.  Strict attention to customer personas, marketing attribution, value add content creation and a well designed and executed process are critical  to drive results. 

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Sales Development

Sales development is the bridge between sales and marketing. This "middle of the funnel" stage is critical to driving efficiency into the sales process, ensuring sales reps spend their time focused on selling.

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Sales

Sales is all about identifying and solving problems. In order to do that effectively, sales reps must work hand in hand with marketing and sales development.

Technology

The sales acceleration software industry is exploding

The more money companies invest in their technology stack, the more they need experts to guide them through the sales acceleration technology jungle. Today, technology can be used as a bandaid to solving a problem associated with a process. Without employee adoption, proper integration, and best practice use you may find yourself tied to a costly contract and left with the same disjointed process as you started with. Think about it -- would you really want to risk thousands of dollars and navigate this landscape alone?

Twenty years ago, software selection was limited, clunky and took a long time to implement. Fast-forward to present day. It’s lightweight, almost effortless to and easy to implement. The good news: there are tons of tools to help sales reps and managers dramatically improve their efficiency.  The bad news: very few understand what, when, where and how to use them.

Companies can’t simply buy more technology to solve a problem. Sales organizations spend an average of $4,797 per quota-carrying rep on enablement technology annually, according to CEB Global. Yet, 40% of sales reps miss quota. Throwing money at a technology won't fix the problem.


Training

According to InsideSales.com and the AA-ISP, sales managers have complained about the issue of training and development for three years running. Training is more important than it has ever been; however the world has changed.  Training needs to be on-demand, real-time, relevant and delivered by experts who understand all aspects of the funnel. The challenge facing most organizations is how to coordinate and align all the moving pieces to ensure a smooth running, customer acquisition, revenue producing machine.

"Sales enablement is like a complex jig-saw puzzle.  Anyone can put it together given enough time and effort.  The problem is, most do not have unlimited time.  I would prefer to work with an expert who will save your valuable given their experience putting this puzzle together many, many times ."  
-Paul Alves


Alignment

The line between marketing and sales is dissolving.  Best in class organizations are using sales enablement to maximize technology, processes, and content; empowering sales teams to sell efficiently at a higher velocity. Now more than ever, marketing can tie their work to revenue; giving marketing a well deserved seat at the revenue table.

When marketing and sales work as one team, the impact is exponential.

Marketing has earned a seat at the revenue table

 

No longer is marketing seen as a cost center, but more than ever as an important investment in a companies growth strategy.  Marketing has evolved from producing glossy brochures and attending trade-shows to an all important team of specialists who work with sales development and closing reps to engage with your selected prospects to work toward a common goal.  

In our world of hyper-connectivity and distraction, marketing has to get it right, and to get it right they have to understand how and when to add value for the potential customer.

No one wants to be sold, but we all want to be helped.  We only get one chance at a first impression, and we trust our marketers to make sure that impression, and ongoing communication is helpful.

 

 

 

The sales development or the "middle of the funnel" ensures both sales and marketing work well together

 

For many years, businesses struggled to get sales and marketing to work well together.  Sales would complain that marketing was not generating enough qualified leads, and marketing would complain sales was not spending enough time nurturing the leads they generated. Turns out they were both right.  Marketing generated leads generally needed more nurturing.  However, the type of nurturing required at this stage needs to come from another highly specialized team working in the middle of the funnel.  

  The most successful organizations have leveraged sales development teams to drive massive improvement in both, sales and marketing.

The sales development team further qualifies marketing leads and proactively seeks out net new opportunities in your target market.  It is often true that your dream customer is simply not aware of how you can help them.  A well trained SDR will reach out to a targeted list of your dream clients with specific value add messaging designed to engage them in a meaningful conversation.

The result: vastly improved conversion rates and ROI, shorter sales cycles and higher closing percentages, more accurate forecasting, and more closed deals.

 

 

Studies show sales people spend an average of 67% of their time on non-sales activities

 

How is it possible that a sales person can spend so little time on what they were hired to do?  Unfortunately, many organizations do not have the systems, processes and support necessary to put their sales people in a position to succeed.  The good news, it's not rocket science.  Conanicut Growth Advisors will put in place a scaleable and repeatable sales process that drives revenue quarter after quarter, and year after year.