We deliver Go to Market peace of mind to entrepreneurs who are experts in their business and are passionate about driving results, but don't have expertise in selling.
We do this by implementing systems to clarify messaging, generate hand raisers, create opportunities and ultimately close business.
With X% net profit
Knowing who to say no to is just as important as who to accept.
Establish clear client qualification filters to increase retention
Avoid misaligned customers to avoid churn
- Map main customer journeys – Email, LinkedIn content, referral.
- Establish main workflows – welcome flow, newsletter, appt reminders
- Jeremy
- James
- Calvin
- Blake
Finish message market fit campaign and build predictable system
Begin to monetize LinkedIn audiences
Put out great content, interact with every person and interact with the people you
- Decide which clients, if any, will receive new pricing and when.
- Will all clients receiving a price increase get the same one?
- Test messaging with people you are ok losing first.
Is there a way to make it shorter?
Once message market fit is established, continue running tests.
- Do clients need/prefer weekly check-ins
- Do they access the real time dashboards?
How are things pacing to goal?
Establish MIOs for the quarter for each team member.
- Massively Important Outcomes (not tasks)
- Continue having MIOs for each month and week.
Can prospects start off at this service or will you only allow clients to get here after you have worked together on EOS?
Variable vs. fixed package
Bring either an SDR or BDR onto the team to help with internal sales to increase sales velocity
External use to support client accounts
What sort of reward will you offer for referrals? Cash or unique?
How are things pacing to goal?
Establish MIOs for the quarter for each team member.
- Massively Important Outcomes (not tasks)
- Continue having MIOs for each month and week.
What needs to happen to MAKE SURE the goal is hit?
Manual and automated
Not sure if there is a fit here and would be interested to see some testing done.
Creating a smooth progression path for customers to upgrade their services
Make it easy and obvious when customers need to move from EOS to OOS. Add QBRs into account management for consistent upsell conversation opportunities. Implement clear scripts, metrics, signifiers, and timelines.
Identify potential additional add-ons to EOS that create value and natural progression.
Optimize contract terms to facilitate smooth upsell process.
Review Clients, service split, revenue, other KPIs
- New clients
- Upsold clients
- Leads/Deals per marketing channel
- Do we want to have goals for % of leads per channel as to be diversified?
- Key national and global publications
- These will be incredible assets for marketing and sales
- Newsletters, puff pieces and press releases
- Build a strategy to 'always have something going on'
Is there a global vertical that works best? Channel specific?
Identify highest performing channel
Identify greatest opportunity within each channel
Time to kill a channel?
- Speak where your customers are and about what they are interested in or what troubled by.
- Speak where your customers are and about what they are interested in or what troubled by.
- Great marketing assets
Expand educational offerings through structured learning experiences
Develop interactive sessions focused on specific skills and outcomes
Provide customized learning experiences at client locations
Create flexible engagement options to meet varied client needs
Offer expertise through embedded team member solutions
Key in on $2,500,000 revenue goal and make that the key focus
Increase ad spend and performance across all channels
- At this point we should have a predicable ROAS on all channels and can pick how much to multiply investment by in each channel
Audit all employees, vendors, partners, etc. to identify areas of improvement
- Remove dead weight
- The people who got you to where you are aren't always the team that will get you to where you want to go
Review Clients, service split, revenue, other KPIs
- New clients
- Upsold clients
- Deals per marketing channel
- Do we want to have goals for % of leads per channel as to be diversified?
Maintain predictable growth rate
Mature digital omni-channel presence
Optimize ROAS and ROM
Investor friendly long-term viability roadmap
Reduce technical debt and reduce infrastructure costs
Mergers & acquisitions
Develop a framework to identify, train, and integrate specialized consultants who deliver our signature expertise and quality standards.
Engineer repeatable, documented processes that maintain quality while allowing for exponential growth across markets and service lines.
Deploy comprehensive training, quality control systems, and performance metrics to ensure consistent excellence throughout expansion.
More time with family
Start another business
Go to space?
Appendix A: Flight Plan Foundations
Appendix B: Ethos Statement Workshop
Appendix C: Core Offering Workshop
Appendix D: Customer Clarity Workshop
Appendix E: Trailway Roadmap
