Services: SDR & Inside Sales
Services
Fractional Leadership:
CrowneGuide can set up the Inside Sales and SDR function for your firm from A to Z.
We collaborate with C-suite, sales leadership, and extend to marketing and HR/People Ops to design content, feasibility, hiring, training, on-boarding and coaching blueprints for an SDR or Inside Sales Team deployment.
A deployment installs leadership and launch of the ISR or SDR function for 90 days or longer based on your requirements.
CrowneGuide’s 30-day training/orientation milestone is designed IAW your company specs/value proposition. Under an over-arching use of tech-stack.
Your 60-day milestone delivers the On-Boarding, “pitch/messaging” playbook presentation certification & proficiency milestones.
Your 90-day milestone delivers the initial pace and productivity trends based on known KPIs, ICP, and time management check-points. Optional mentoring/career pathing plans with your existing associates are available to create roles with deveelopment and growth in mind.
CrowneGuide Leadership terms are 9/12/18-months.
To explore fractional leadership programs for your organization schedule a discussion.
ROI & Feasibility Calculations:
The Inside Sales and Sales Development Representative model routinely delivers 7x returns, and occasionally delivering up to 8 or 9 x when properly aligned marketing and ACV are followed. Not all products and services or sales cycles fit the model; CrowneGuide can deliver you some basic modeling for your CFO and executive leadership to consider.
Additionally, a business flow is presented to align your incumbent sellers, marketing, and customer service/support teams with the SDR function. We also offer you this approximate ROI calculator below to see a raw estimate of return. To review this calculation and determine if SDRs or Inside Sales is right, and how many sellers they might be supported by a CrowneGuide model, schedule a discussion.
Clicking above, you can input your business growth goals, including hurdle rates required from investors to determine if an Inside Sales or Sales Development model is worth discussion. In a discovery session, we can review our work using your inputs to discuss profit.
From an operational standpoint a business flow blueprint can be proposed to share what your peers have done in this space. We can also discuss how these teams interact with your current model: incumbent sellers, marketing, and customer service/support teams.
To review this calculation and determine if SDRs or Inside Sales is a "Green Light...Yellow Light...Red Light" plan, and how many sellers might be supported by a CrowneGuide model, schedule a discussion below:
Inside Sales & SDR
Hire / On-Board / Train
The expert SDR or Inside Sales Representative has different DNA than traditional field-based sellers and are NOT created equal.
Hire/Recruitement Fee Structure:
SDR: 10% of base salary
SDR Enterprise/Advanced: 20% of base salary net 90 days.
Inside Sales Account Executive: 20% of base Salary
Inside Seles Ent./Advanced Account Executive: 25% of base salary net 90 days.
Inside Sales Account Manager: 15% of base salary
Inside Sales Account Manager Ent/Advanced: 25% of base salary net 90 days.
On-Board Fee Structure: 30 days:
Days 1-10: 10% of base Salary per headcount; Net 30 days.
Training Feed Structure: Days 10-40
10% of base salary per headcount; Net 15 days.
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ISRs/SDRs turn over as much as 35% within a 12-month period. 2022 SHRM survey data revealed that 68% of new hires "aren't sure" if the job is right for them at the 30-day mark. This is a financially risky time for you; and an evaluation period for them. A rock-solid onboarding experience truly helps validate their role, your company, and everyone's profitability. Today, its a must not just to find, but to retain top talent.
CrowneGuide designs job postings, behavior checks, proficiency exercises and interview reference processes that test the mettle of the vast majority of candidates in a deliberate consistent format.
Make no mistake, the hiring and engagement process ought to continue through the first 30 days with an orientation and training playbook that you and the new hire adhere, track, and evaluate against so there are no surprises as the investment in your team gains momentum.
Costs of benefits, seat licenses, and RAMP time are figured into that plan so the ISR/SDR achieves success and are creating your revenue pipelines...
...all done by day 10.
To learn what’s so different about attracting and impressing top Inside and SDR team members, schedule a discussion with us below:
Lead Generation-Appointment Setting-Opportunity Creation
There are 3 levels of sales pipeline that CrowneGuide sellers embark on.
1. Lead Generation: Finding the ICP, Persona, Titles and Authority; we qualify these as "eligible" SQLs and have engaged but aren't open to a meeting at the current moment in time. They are marked as such and placed into a relevant info drip campaign of your choosing
2. Appointment Setting: Building on the right persona, we get 5 criterion known and also about need and timeline information. A warm live introduction is made between the 3 or more parties live or virtually. Prior to meeting, CrowneGuide sellers confirm all meeting details and supply an agreed upon agenda of topics; Ensuring your sellers talk about what the prospect wants to discuss. (not the other way around).
3. Opportunity Creation: In addition to the steps taken in creating leads and appointments, CrowneGuide works to develop and quantify the sale ACV or ARR forecast. Also, a follow up plan and agreed upon next steps is set with your seller. A transfer of point-of-contact occurs. This conversion is where an opportunity enters your forecast pipeline* with accurate dates and dollar amounts.
*All CrowneGuide Leads, Appointments, or Opportunities can be refused by your sellers at any time as a quality control measure. Refusal rates thus far are under 5%. Your sellers can downgrade and adjust the prospect stage at any time to more accurately report their likelihood to revenue.
Current Sales Process Audit: “Mystery Shop”
SALES LEADERS: Are your sellers responding to inbound & marketing pushes fast enough? Are they asking the right questions? Are they following up? Is their pursuit professional and relevant? Are you SURE?
A recent CrowneGuide research team astonished Sales Leaders who insisted that their teams handled sales opportunity with the “needed urgency”.
Two recent data to consider:
Of the 85% of executives who insisted their teams followed up? Only 7% reached out to potential clients after the first discussion that expressed interest.
In another analysis of 1,850 ICP qualified & completed meetings, (done live by sellers) only 67% received a follow-up communication to stay in front of documented opportunities.
WHY ?
CrowneGuide can find out; Supplying you you with a truth: Actual data and recordings showing if opportunity for higher pipeline conversion is possible. The notion of “speed to lead” and follow up cadences often need some adjustment.
Often, sales and marketing conflict about how leads are created and handled and the two cultures become disjointed. In the end, squeezing more from your existing pipeline is often the answer vs. investing further.
While this concept seems elementary to most, this process delivers reports, results and steps to ensure that NO lead or opportunity of yours slips through the cracks.
To have 3 sellers evaluated and assess their effectiveness, click below to discuss how to create an audit of your current process.
Lead Generation Services:
Fully Qualified Appointments & Meetings
The top of any sales pipeline is crucial to sustained forward movement and growth of revenues. Occasionally, new business and pipeline growth slows in the hands of traditional field-sales, who balance travel, existing account issues, prospecting, and qualifying.
CrowneGuide can construct the perfect prospect profile and get to work delivering executive meetings, capabilities presentations to buying committees, or completed meeting opportunities based on your precise criterion every month
Most field-sellers aren’t ‘do it all’ types when it comes to the steps of selling-- and are usually stronger in negotiating, closing, or maintaining relationships. Our experience is that most sellers don't have consistent prospecting or referral efforts mastered.
Our process is founded on the need for the Ideal Customer Profile (ICP) to ensure our teams are ‘fishing in the right pond’ with regular and persona-based outreach. Our commitment is to pass only qualified, relevant opportunities into your pipeline. Your sellers can audit and refuse a meeting-- at any time-- at no cost to you.
Lead and appointment-setting investments are composed on a base retainer plus the per-appointment-completed fee. A proper implementation can typically deliver between 15-25 qualified completed meetings per month per retained CrowneGuide associate.
Crucial to the success of this process is a commitment to your sellers keeping accurate daily calendars and contact information! Also key to the process is a commitment to a virtual ‘hand-off’ where CrowneGuide staff join your seller live to transition the relationship and introduce roles going forward.
CrowneGuide will also supply audio/video recordings of our interactions to provide you with QA and peace of mind that your company brand and value proposition are delivered with world-class skill. A complete set of notes and qualifying criterion will be stored into CRM for you and your seller’s review and preparation.
To learn more about how many opportunities can be created for you each month, let’s discuss if your firm could benefit from a sales force-multiplier.
Seller Coaching/Content Creation:
Sales Leaders: Are you wanting other departments to help you sell? Is your current team in need of a re-set?
Sellers: Are you new to sales? Veterans, are you wanting to better leverage tech-stacks? Do you struggle to reduce your ‘no-show’ rates on appointments? Do you prospects ghost you-- despite having ‘great rapport’?
The good news is that you aren’t alone. Through our approach to prospecting: Initial outreach, proper questions and relevant value propositions, CrowneGuide's coaching can eliminate false decision-makers, boring and selfish value statements, and an unclear process of ‘next steps’ in a sales pipeline.
We base all our outreach combining the latest tech-stack's and training principles from certified coaching using SPIN, Customer Centric Selling, and Challenger methodologies.
Often, the transition to sales is a clean move, as there are no bad habits to fix. Other times, intensive training to flush out the old and infuse new, proven selling methods is needed to accelerate results.
The foundational principle in all our coaching and content that eludes many sellers is the art of being questionable. How do “diagnose before you prescribe”.
Our references and recommendations come from numerous sellers who either started or needed a re-start in consultative sales.
Is Sales an Art...or a Science?
CrowneGuide carefully lays out a blueprint to assist in "the art" of being a regular presence, being professional and relevant and how to navigate around a business and get referrals is covered.
The "science" of managing a process, fully exploiting tech-stack, measuring conversions, monitoring dashboards and interpreting gaps and trends in engagement, and calculating time invested vs. time wasted each day. These concepts still elude even veteran, mediocre sellers.
Key to this is sales-ready messaging. Based on the proven principles of SPIN, Customer Centric Selling, and the Challenger methodologies, we work directly with you on your company offering to develop a set of talk-tracks and thought processes to have you focusing on THEM and not YOU.
CrowneGuide deliverables include between 3 and 5 persona-based messaging 'tracks' to use for e-mail, phone calls, voicemails, and LinkedIn messaging that will drive engagement rates to higher levels.
These tracks are also designed with an element to seek champions in your target firm so they may round up decision committees, and refer others into (and outside) of their organization for your pipeline’s organic expansion and growth.
To have CrowneGuide help you enjoy selling and boost productivity, schedule a discussion:
