Founder | B2B GTM | Scale without headcount by mapping your playbooks into an AI revenue engine

Be honest - how many Linkedin posts have you seen this year saying that XYZ tech/playbook/widget is absolutely essential to your GTM this year?

Probably a lot

We now have thousands of sales and marketing technologies on the market

And all of them are pitching their solution as best in class

With playbooks, agencies, influencers to sell them

And yes, we have preferred tech vendors

Here's the difference

We don't throw you in canned playbook, we actually look at your Go to Market model before making recommendations

Let me tell you a funny story

I talked with an SDR team that was booking 80 meetings a month with parallel dialers and 10k emails per SDR per month

But 60% of their meetings got disqualified

Why?

They didn't qualify target accounts before doing outreach

Tech and playbooks don't save you deploy the wrong one at the wrong time

So what do we do different?

When you work with us, we start with an assessment

We look at your funnel metrics, your best customers, your messaging/copy, and get input from your team on detailed attributes that make up a great customer

That you CAN'T find in an off the shelf tool

After that we use our knowledge of best practices and tooling to identify the biggest opportunities to unlock more revenue per headcount in your team

This could look like

> Customer analysis
> Serviceable Addressable Market Mapping (because TAM is where you lose deals not win them)
> Target Account Lists
> Automated Contact Prospecting & Enrichment
> Pipeline Validation (we build out a script, test it to book meetings for you, help you take the meetings through completed discovery with next steps, then give you a completed call framework, email sequence, and discovery framework)
> Outbound Sales Team Coaching (Phone first)
> Sales Process Optimization
> Managed Cold Emails & Cold Calling
> Inbound Lead Flow Optimization
> AI Business Case Building (which we used to open a $300k+ opp at UPS)
> Implementation of Nooks, Clay, Evergrowth, and other sales tooling

Yes, we do that under one roof

Yes, it was very hard to find a team good enough to do all of this in one place

If you want to learn more, book a time here: https://calendly.com/b2bcatalyst/your-gtm-system-audit-linkedin
> Cold Email Infrastructure

Scott Martinis

Acryl Data

Acryl Data’s vision is to bring clarity to your data through its next generation multi-cloud metadata management platform.

Head of Business Development

HyperCurrent.io

API monetization engine for the SaaS world.

As first sales hire established outbound sales process from scratch from ICP and persona development to tech stack and sales playbook. Tested and refined messaging and prospecting activities leading to 1.5 million in new pipeline within 5 months.

Sales Development Director

SoundCommerce

Omnichannel retail analytics platform.

Scaled BDR team from one to four and realigned activities to better support geographic territories. Rewrote and delivered new playbooks, call scripts and outbound messaging resulting in 140% increase in meetings and $3 million in new pipeline within the first 6 months. Implemented process playbook and KPI tracking along with SPIFF and compensation programs for the SDR team to drive/achieve results.

Director, Sales Development

Keysight Technologies

Focused on network security and cloud solutions.

Led team of 13 SDRs across North America covering both inbound and outbound. Developed and rolled-out new tools, coaching programs, and metric measurement processed resulting in 2x annual pipeline increases and team efficiencies. Consistently exceeded team pipeline generation targets, resulting in $5.1 million in new qualified opportunities in FY2019.

Regional Manager, Sales Development 

Growth advocate focused on cloud and AI.

Generated net new revenue of $1.5 million annually. Managed existing relationships renewing $4 million annually.

Strategic Account Executive, Analytics

Dimension Data

Grew base of 80 customer accounts from $600K actual cash value (ACV) to $1.2M, maintaining 200% quota of MRR. Built $4.5M ACV pipeline for enterprise cloud services and IT management through cold calling and prospecting techniques.

Account Manager, Enterprise Cloud

Coupa Software

Enterprise Sales Development, SaaS

DataHub Advocate | Challenger of Assumptions 🧐 | SDR Coach & Mentor 💪🏼 | Dog Lover 🐾

A data-obsessed sales leader, builder of outbound sales motions, from early stage startups to global enterprises. Passionate about coaching for success and empowering sales development orgs to crush their revenue and career goals.

taplio

The Battle

Scott Martinis

Lydia Hutchison

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