Scale Your Revenue With Sales & Marketing Alignment.

Get Niche-Focused & Become an Expert in Your Field

• Get Niche, Get Rich: We’ve all heard the saying, but how does it work? And does it mean you can’t work with anyone outside of your focus? Easy. Run a report and identify the common trends in your most profitable and easiest-to-serve clients with their vertical, geographic area, and company size. Narrow your focus to your top 2-3, identify the keywords they care about, and build your new brand strategy to communicate with new prospects effectively. And don’t worry — you can still work referrals and inbound leads who are outside that focus, as long as they’re still a good fit.

• Inbound Marketing Machine: Buyers will find you online. That’s where they find everything! But many professional services companies haven’t done the work to build a brand experience that creates an emotional connection with their audience from the very first interaction with their brand all the way through the marketing and sales funnel.

• Sales-Aligned: Your buyer will tell you exactly how to sell to them if you’re willing to find out. Both marketing and sales strategies can work together to qualify interested buyers and follow their preferred way of buying, typically first through education, then building relationships, connecting emotionally, and proving you can solve their problem before they commit. Social proof, case studies, and references will be vital to your sales success, and marketing should own those sales enablement functions.

• Customer Input: Listen to your customers. Engage with them, ask questions, and fine-tune your service offering to stay competitive and retain their business. Customer feedback should be your best friend as you continue to refine your offering and enhance your marketing messaging and sales pitches.

Master Your Sales Process

• Train, Coach, Develop and Manage: Sales reps are vital to scaling your professional services company. But they can be extremely expensive and harmful to your brand when they don’t perform. Most professional services companies have a non-sales CEO, and the reps don’t have a high-performance culture energizing them. Salespeople are unique, and they need proven playbooks, training, coaching, and development before management. In other words, they shouldn’t just be asked to report their numbers. They need meaningful conversations about how to succeed and an example to follow.

• A Proven Sales Playbook: Selling a service is harder than selling a product. There’s nothing to demo, nothing tangible to look at or hold. It’s all about experience, solving problems, and leading your clients to a powerful outcome as a result of working with you. A proven step-by-step sales process and methodology is needed to guide your team from the first call to close. In a service-based sales environment, PCE and mastering the Trust Equation in sales are vital to your sales team’s success.