Whether B2B or B2C, the immediate and rapid expansion of revenues is critical to the success of most business models. Strategic partnerships, affiliates, agents, field sales, telemarketing and call centers are just a few “tools” that can be utilized in different combinations to drive immediate and sustainable growth. Fortunately, many of these can be implemented in very early stages when financial resources are scarce. And finally, by implementing modern approaches to sales cycle structure and automation, revenue can be made more predictable and sustainable.
Tallwave works with its clients to design and implement a complete business development strategy, with the structure, content and ongoing management to support it.Services include:
Strategy – The BD strategy that will most efficiently gain market share:
- Profile, segment and locate target buyers
- Analyze and prioritize channels to reach buyers
- Outsourced, agent and affiliate options
- Messaging and positioning
- Revenue modeling and budget
Structure – How the BD organization will be structured to support the strategy:
- Sales channel organization
- Operating budget and rollout plan
- Sales automation systems
- Salary and commission plan design
- Sales cycle structure and Prospecting plan
- CRM (Customer Relationship Management) system implementation
Content – The materials and content that the BD organization will require to be effective:
- Pitch deck, sales collateral, and “proof” development
- Hooks and Demos
- Product bundling and pricing
- Sales and partner training plan and content
- Solution development questionnaires
- Quote, proposal and contract templates
Management – Setup and ongoing management of the BD organization
- Assistance with hiring / staffing a sales team
- Measuring, reporting and tuning
- Key partner introductions