MarketFactor is a boutique consulting firm accelerating revenue growth.
We help you align the elements of Marketing and Sales to create a culture of high sales achievement.
We redefine how your business performs.
Challenges to Your Revenue Growth.
There are key industry indicators that, when present, can disrupt your ability to achieve repeatable, stellar sales and marketing performance.
In a typical week, sales reps spend this amount of time actually selling to customers.
CSOs surveyed anticipate their teams will see an increased quota next year.
The percentage of CSOs who doubt their teams will achieve new quota targets.
Annual Team turnover; equal to hiring a new sales team every 4 years.
%
Selling Time
%
Quota Increase
%
Target Achievement
%
Turnover
%
Business Justification
%
Avg. Attrition
%
Conversations
%
Trusted Advisors
Buyers requiring more business justification over the past 12 months.
Involuntary turnover for inside sales – 1 in 10 firms loses 55% annually.
76% of sales emails remain unopened. In-person connections average 18 calls.
Buyers who don’t view sellers as a resource to solve business problems.
What We’re Good At
We take these industry indicators and others into account to understand and assess marketing misalignment, selling process and execution.
Our team’s experience is focused on transforming under-performing sales environments to high achievement, removing the barriers to revenue growth.
Marketing Alignment
Are Marketing and your Sales Teams on the same page? Over time, markets change. We used to see this change every three years. Then, annually. Now, its constant, and if Marketing and Sales teams are not well-connected, chances are, they are no longer on the same page.
Strategy & Execution
Next moves? As a team? Individual rep? You have a plan—but your market, your customer, your product are all in a state of flux. Result—your strategy, while sound on the day it was defined, needs to keep pace with the rate of flux. Old strategy—new reality, execution is not living up to the plan.
Sales Process/ Velocity
How many stages in your selling process? And your prospects buying cycle? Different? They usually are and while your steps to full engagement may be clear to you, perhaps your prospect/customer has a different view.
Analytics
Your CRM system is analyzing your sales data—historically. What is it NOT showing you? How would predictive analytics enable you and your team to forecast with more accuracy? Can you point to a correlation between sales skills, talent and execution with customers?
Our Process
Engagement follows a structured approach to confirm need, project scope, client expectations and success measurement.
The MarketFactor team embraces the generally accepted standards and practices of IIBA (International Institute of Business Analysis) in each consultative engagement.
As we seek to synthesize your information to fully understand your challenges, goals, and objectives we follow a guided structure to ensure underlying cause and effect for each stakeholder’s requirements as they should connect to specific, measurable solutions.
Briefing
A mutual brainstorming collaboration. You learn about us – skills, approach, experience. We learn about you and specific business challenges that may be limiting marketing’s role and/or the performance of your sales teams. This is a high-level analysis of where your business aligns with strategy, and, where we might fit in helping you improve alignment with “beyond expectation” revenue growth. This is an unpaid engagement.
Discovery
Broadly, this is a structured exploration of your business performance at “current state” – with a view to understanding “future state”. Where you are today, and where you need to be in a quarter, or a number of quarters. Within scope, critical steps determined in our Briefing, we will examine from a range of, as applicable; current/historical revenue growth, target markets/customers, individual/team performance, marketing support in the context of lead gen/lead nurturing, content, team structure/deployment, compensation, sales process and technology used. This is a paid engagement because you will receive value from the exercise, whether you elect to proceed with a project or not.
Recommendations
From discovery comes knowledge. Blended with experience in delivering business and accelerated sales performance that knowledge leads to a series of solutions that will eliminate the current barriers to your revenue growth. Within the sphere of what is learned, recommendations will be proposed. Your decision from there to set priorities, which are to be implemented across the scope of a paid consultative engagement.
Sales Metrics
Ever read a book and start by reading the last page? Perhaps not the best way to enjoy the plot, and certainly with the fluid nature that sales, marketing, customers, and competition bring to the story make difficult to predict the outcome. But, that does not mean we don’t sit at the table before we start, use what we have learned in Discovery and incorporate metrics into the journey, so that we have mutual milestones to ensure that the project is on track.
Sales Transformation
Now the good stuff – making it happen. Scaling your revenue “beyond your expectations” in a cohesive plan, executed well, intended to articulate the roadmap from current to a future state in the shortest time possible. And in the doing of the “work”, establishing a framework in which the success of marketing collaboration and revenue growth are clear, and will continue long after we have left the building. It is hard work. And requires commitment from your team as well as ours, delivered with vision, persistence, and a passion for winning.
Celebrate
Yes. We do. With you. Your stakeholders and your teams. Whether specific project milestones, when reached, or at project completion, it is a necessary component to review and acknowledge what has been accomplished as well as mutually celebrate that success. Recognition by all stakeholders that the anticipated milestones have been achieved, transformation, both operationally and culturally in place, is what cements the outcomes and carries them forward as the new normal in your sales and marketing alignment.
