Roadmap to Strategic Growth
Size & Plan
Begins with the Strategic Growth Calculator to develop the core metrics and right-sized budget and plan to reach your growth goals, with Sales Forensics and White Space Analysis to validate the feasibility and available headroom within your target market.
Execute & Optimize
Based on the specifics of your Go-To-Market Plan, Execullence Sales Enablement and Lead Generation programs are used to drive awareness, improve qualified lead velocity and uncover tangible opportunities with predetermined targets, while helping you institutionalize rigorous processes for quantifiable pipeline growth and closure.
Target & Position
Begins with the deconstruction of historical experiences to build your R4 Success ProfileTM, identifying your optimal market segments and prospects to research, reach and engage, leveraging the Execullence Strategic Messaging process to ensure your organization consistently communicates your unique value and differentiation to the right audience. The culmination of this phase is the development of the Go-To-Market Plan.
Evaluate & Improve
To help you effectively scale to meet long term goals for growth and profitability, Execullence Analytics and Measurement processes pinpoint and continuously reports the key metrics, trends and triggers that you’ll need to fine tune your targeting, messaging, sales processes and Go-To-Market programs to ensure ongoing ROI for your investments in organic growth.
Key Activities and Deliverables By Stage
Size & Plan
Target & Position
Execute & Optimize
Evaluate & Improve
Complete the Execullence Strategic Growth Calculator
Conduct Sales Forensics Analysis (if data is missing)
Conduct White Space Analysis (Existing Accounts)
Assess Feasibility of Revenue Goals: Metrics, Pipeline, Market Headroom
2-4 Weeks
Deconstruct Historical Successes: Develop R4 Success Profile
Identify and Research “Most Likely to Succeed” Prospects
Develop Strategic Messaging aimed at this audience
Develop Go-to-Market Plan Specifying programs, expectations, costs, timing
4-12 Weeks
Execute Go-to-Market Programs
Sales Process Definition & Enablement
Sales Pipeline Management Process & Administration
Lead Generation and Harvesting
3-18 Months
Which KPI’s do we want to track?
Are sales incentives aligned with our strategy and goals?
Are we capturing data on all necessary process levers?
Identify Top Initiatives for Further Analysis and Action
Ongoing
Key Questions Addressed At Each Stage
Size & Plan
Target & Position
Execute & Optimize
Evaluate & Improve
What are the realistic revenue expectations at existing and new accounts?
What are the actual sales metrics to be used for forecasting assumptions?
What are the specific upsell opportunities at existing accounts? What is the ideal entry point at new ones?
What is the revenue gap vs. the existing pipeline that must be filled by marketing/sales activity?
2-4 Weeks
Who are the targeted new prospects that have the highest probability of closing success?
How should we position ourselves to new and existing prospects?
What are the best tactics to reach these prospects?
What are the costs and expectations of our Go-To-Market Plan?
4-12 Weeks
How will our plan be executed?
What role will sales play and where do we need outside help?
How will progress be measured and managed?
Which programs have proven to be most successful?
3-18 Months
Which KPI’s have been the best indicators of future success?
Have we improved: Lead Quality? Lead Conversion? Sales Cycle Time? Deal Sizes?
Where should we “dig in” and create a project to further analysis and action?
Where should we make changes to our existing or future GTM plans?