Advising / Consulting
Below you’ll find all the audits we offer. We can inspect specific weak points of your SDR team, and recommend what and how to change in order to maximize your SDR efficiency. If you find yourself wanting many / all of these, you might be better off hiring us on retainer or looking at our GTM Accelerator program.
“Potential Spam” Phone Audit
Suffering from your phone calls being labeled as "Potential Spam" or "Scam Likely?" We can troubleshoot all your numbers, and ensure it doesn’t happen again.
Phone Call Success Audit
The out of the box call dispositions from your SEP aren't right for World-class teams. We’ll help you rethink and tweak your call dispositions so you can better diagnose where SDRs are getting stuck and coach them better.
Email Deliverability Audit
Are you landing in the inbox? Are your open and reply rates up to par? We’ll do a deep dive into your Outreach configuration and ensure we’re landing in the inbox as often as possible.
Email Response Analysis
We’ll look at the last 250+ email responses to your sequences, sort them into different buckets. Associate each of them with the corresponding sequence, step and template, and help you understand what is resonating or not resonating with your market. This is the easiest way to double email positive responses.
Email Copy Development
Building great copy goes beyond writing generic templates. We’ll build you custom workflows inside your Sales Engagement Platform so your SDRs can send more personalized and more relevant emails FASTER. You can bundle this with the Email Response Analysis
Marketing to SDR handoff
We review how Marketing sends leads to the SDR team, the speed at which SDRs respond, and vet the quality of the leads based on lead source. What % of leads fit ICP vs. TAM vs. DQ'd. This helps your Marketing team optimize their investment to produce more high quality leads.
SDR Comp Plan Analysis
Are your territories fair? Is your SDR comp plan competitive? Are you paying based on meetings set, held, qualified prospects, pipeline movements, revenue? Each company needs a different mix based on their stage, product ACv and sales cycles. We’ll meet with you, analyze your teams metrics and suggest changes to your comp plan to maximize SDR happiness and grit.
SDR Hiring / Onboarding Process
Are you sure you’re ramping as fast as you can. Are you hiring the right profile of people? We’ll inspect the process and help you find the lowest hanging fruit that can increase success
Sequence Structure Strategy
Not all companies are created equal. Too few sequences and you’re sending the same message over and over. Too many sequences and you can’t control your messaging. We evaluate your company's sequences and help you build the correct strategy for the types of sequences you should build. Some teams need 6, others need 30+.
SDR Skills Analysis
Where are the gaps in your SDR team? How are you performing compared to email, call, social selling and video benchmarks? We’ll analyze your SDR's messaging across channels and help you focus your training efforts moving forward to maximize the success of your team. This includes group and personalized plans for the team.
SDR Account Distribution - ABM
The process of determining your ICP, scoring Accounts and building a process to distribute those among your SDRs is fundamental to success. Too many accounts and SDRs are blasting emails, too few and the same accounts get too many touches... How often should you recycle accounts? How many accounts should each SDR be working? We’ll analyze your current processes and teach you how world-class SDR teams maximize success.
Outbound Discovery Audit
Are Outbound leads not converting into pipeline? We’ll review 10+ calls using our proprietary "Illumination Scorecard" to find where the weaknesses lie. Do you need SDRs to qualify more, AEs to follow a different process? Is the team coming prepared to each call? Are they creating "aha moments"? Is every question asked intentionally? What can low performing AEs learn from their top performing peers?
Discovery Call Optimization
Combine this with our "Outbound Discovery Audit", so that we build you a library of best practices based on call recordings from your AEs. We’ll optimize your sales deck, build you an Inbound and an Outbound Discovery call checklist and leave you a library of your own AEs best practices for your current and future AEs to ramp lightning fast into exc ellence.
Call Script Development
Combine this with our "Call Success Audit" to get proven scripts written for you. After 72+ outsourcing clients and 20+ Consulting clients, we've cracked the code on all things cold calls and MQL follow up calls. We build high-converting, easy to follow scripts and even give you access to our "Truly Alleviating Concerns" Cheat Sheet. Probably our highest ROI offer.
Data Operations on Steroids
If the concept of the Assembly Line resonates with you, use this to test if your SDRs or AEs can be more effective by 'renting' our Data Ops team. We'll upload high quality, highly enriched leads into your SEP. You'll see connect rates up, better conversations, and happier employees. Once ready, just purchase the IP and build your own team.
Data Operations IP
Building your own Assembly Line of Sales Development in house is the smartest thing you can do. We can teach you how to build JDs, hire, onboard, train and manage Data Researchers that can use your own tools to make the SDR lives easier. Most importantly, you get all the workflows, tools, processes, Account Scoring algorithms, feedback loops, and dashboards needed to make sure you hit the ground running.