CrowneGuide, Inc. is a consulting and fractional leadership service to design, build, and implement Inside Sales Representative (ISR) and Sales Development Representative (SDR) programs.

The time-to-revenue and ROI with these models achieve impressive results that routinely exceeded 7x investment.

The scalability of the approach is expanding in popularity among small and medium businesses needing pipeline.

Additionally, many boot-strapped or early seed round firms may not be ready to install an entire team and an interim or fractional sales leadership approach to build certain elements of a program with an interim expert may be ideal.

The "Why?" of Fractional Sales Leadership:

1. Cost savings: Hiring a full-time sales leader can be expensive, especially for small businesses.  Companies can save money while still benefiting from the expertise of a seasoned sales professional.

2. Flexibility: Fractional sales leaders offer greater flexibility as they can be hired on a part-time or project basis. This allows companies to adapt to changing sales needs and adjust the sales team's size and structure accordingly.

3. Access to expertise: Fractional sales leaders are typically experienced sales professionals who have worked in various industries and have a broad range of skills and expertise. They can bring in fresh perspectives and insights to help businesses optimize their sales strategies.

4. Increased focus: Fractional sales leaders can dedicate their time and attention exclusively to the company's sales function, ensuring that sales targets are met and exceeded. This allows business owners and executives to focus on other critical areas of the business.

5. Improved sales performance: With the help of a fractional sales leader, companies can develop more effective sales strategies and processes, leading to improved sales performance and revenue growth.

Today, Fractional Leadership is here to stay--and incubators, VC firms or  C-leadership can explore several versions of pipeline acceleration across the entire sales function or for specific market segment growth.  

Simply put: A properly installed SDR or ISR team and leader provides an affordable, fast,  force-multiplier of revenue pipeline and sales qualified leads (SQLs), for sales leadership.

Conversely, these specialist teams can dramatically accelerate marketing teams in several ways; becoming catalysts for Inbound inquiry and speed-to-lead.

SDR and ISR teams accelerate marketing by driving demand, interest, and engagement to events.  They deliver front-lines feedback on messaging, content and are an exceptional tool to fine-tune expensive investments in paid ads, market data and lists.

 Marketing's biggest grievance has been that sales doesn’t follow up on their leads. Meanwhile the single biggest complaint from sales is that marketing leads are terrible. SDRs bridge this gap and clean things up from a data and qualification standpoint.

HR teams benefit from understanding that all job ads and screening interviews aren't created equal: the SDR is a super-niche within the sales world and most interviews fail to test for these traits of the best sellers.

CrowneGuide’s Services advise on all phases of this strategy and tactics in the space.

Our engagements range from executive ROI and feasibility analysis to lead generation,  team design, playbook creation, and assimilation strategy.

Sales Leaders should know we stay on top of  the new ways  B2B buyers buy in 2023. 

Unless you've been living on Mars or don't buy on Amazon.com, human buyers in the B2B space like the empowerment of self-service, even in a semi-complex solutions or committee-based buying processes. 

For Sellers, CrowneGuide takes a training and coaching plan of being customer-centric, and becoming trusted advisors of learning enablement and education. Intensive coaching into consultative methods is used.

An example is that we encourage prospective buyers to take a self-guided journey where they tell themselves to: 

• Slow Down--Learn about what is needed.
• Coach them--Help them learn what peers are doing...and what they might apply.
• Prepare Them--to think about what to measure if they move forward.

CrowneGuide-qualified leads have significant long term value vs. others (even if they didn't result in this month's pipeline). The value of organically cultivated leads means there is high familiarity of the brand and offering months (or even years) down the road. 

The difference is in quality of business discussion vs. "dialing for dollars". In a consultative discussion, the rejections from buyers aren't purely them saying "no", with organic consultative discussions they say "not right now, but please lets stay in touch"

The interaction was professional, educational, and relevant; but this wasn't a good time to act. The prospect is now a connection; with familiarity  and willingness to explore at another time...Enter marketing.

Marketing teams can leverage these platinum level MQLs harvested via SDR....far more effectively and can leverage their precise outreach over time, always making reference to the initial connection made.

So there's a summary of how a properly designed SDR/ISR program can touch several departments: Sales, HR, and marketing.

At the conclusion of any of these engagements, CrowneGuide guarantees your project results will meet and exceed the agreed upon Statements of Work (SOW)s, and the interim or fractional time frame will surpass each of the milestones in your Management-by-objective (MBO) goals.