• Sales Development and Content Marketing Proposal

    Imagine a sales machine that generates more highly qualified leads, more proposals, more revenue, and predictable deal flow

  • Introduction - Converting audiences into qualified leads

    Inside Sales Lead Generation and Sales Development

     

    Sometimes the one thing that stands between success and failure is getting in front of ideal customers. As your full-service outbound lead generation and sales development team, we make revenue more predictable, relationships more profitable, and sales processes more repeatable.

     

    By outsourcing to us, you’ll get a full-service outbound lead generation and sales development team full of specialists to handle the early stages of the sales process - LinkedIn prospecting, screening, qualifying, and booking qualified appointments - for less than the cost of a single sales rep/SDR.

     

    Our system enables your salespeople to do what they do best; needs analysis, solution design, presentation, negotiation, and, most importantly, close.

     

  • Sales Development Proposal for 3 Degrees Tech

    Based on our brief discussion, this is our suggested way forward

    Value Proposition

    Sometimes the one thing that stands between success and failure in B-B companies is getting in front of the right people and the right level at the right companies you are targeting. Our team has extensive experience and a track record of success across many vertical markets, from technology to engineering consulting to change management. We act as your PA, so we have enough knowledge and information to drive the sales process without having to be the expert.


    The desired outcome is a direct line to revenue by quickly reaching your ideal customer - the target ‘persona’ (the right job title) at the target customers in the target industries you are targeting. The skills required to identify, screen, qualify, and set up the first appointment was quite different from what salespeople do best; build relationships, identify needs, design solutions, presentations, and closing deals. We handle the grueling early stages of the sales process. You pick up the prospect when they have demonstrated interest in either buying or learning more.

     

    The advantage of outsourcing such services is better results for less money, and the flexibility to scale up or down in accordance with the needs of the business. We have loads of use cases that prove just that – great results

    Methodology

    Set-Up
    The process begins with the sales assets required to engage with prospects and training our team.

    • Ideal Customer Profiling
    • Vertical markets/company profiles
    • Personas/titles to approach
    • Develop call list/database of companies to target
    • Write a call and email script and 1-pager to brief prospects on the company, value proposition, and purpose of the meeting
    • Set up client email, access to your calendar, and Zoom account

    Sales process

    • Calls, emails, LinkedIn, and/or databases to identify the right contact person
    • Follow-up calls, emails, more follow-up calls, until we set an appointment
    • Appointment confirmation
    • Provide you with context including email conversation, LinkedIn link, and website

    Benefits and Key Metrics

    Set-Up
    The process begins with the sales assets required to engage with prospects and training our team.

    • Ideal Customer Profiling
    • Vertical markets/company profiles
    • Personas/titles to approach
    • Develop call list/database of companies to target
    • Write a call and email script and 1-pager to brief prospects on the company, value proposition, and purpose of the meeting
    • Set up client email, access to your calendar, and Zoom account

    Sales process

    • Calls, emails, LinkedIn, and/or databases to identify the right contact person
    • Follow-up calls, emails, more follow-up calls, until we set an appointment
    • Appointment confirmation
    • Provide you with context including email conversation, LinkedIn link, and website

    Sales Development Pricing Structure and Package Overview

    Sausalito Marketing Advisors has two basic approaches to sales development. The first option is what we are proposing in this document; inside sales. Directed by our sales team, each of which has 15+ years of B-B sales experience to C-Suite and other difficult-to-reach prospective customers. The second methodology is a LinkedIn campaign manager, which uses LinkedIn as a platform to raise awareness and prospecting using content marketing. We can discuss the ins and outs of that program if you are interested in this option.

     

    The program sets up our team for success through our onboarding process. We set your sales team up for success by providing you propery-qualified leads and providing you detailed briefs of our conversations so you can quickly convert the leads into proposals.

     

    Our fees are structured as follows:

    • One-time onboarding fee to run through our messaging exercise (detailed in my e-book, Messaging and Go-to-Market Strategy), script writing, a one-pager, and training our team: Waived
    • Daily rate that includes a real 8-hours of production (we don't charge for tea breaks, lunch, smokes, holidays, sick days, etc.) priced at R375/$22 per hour in advance
    • Qualified appointments: R500/$29 per payable in arrears
    • Telephone expense at-cost
    • Minimum 3-month contract and minimum 32-hours per week of production work required
  • Inside Sales Lead Generation Packages
    Getting you meetings with ideal customers

    Packages to prospect, screen, and qualify leads

    Sales Development Starter Plan

    5-15 qualified appointments per month

    R15,000

    per month

    R14,500 once-off set up - Waived

    40 hours inside sales production

    R600 per appointment set

    Onboarding

    • Ideal Customer Profiling
    • Vertical markets/company profiles
    • Personas/titles to approach
    • Develop call list/database of companies to target
    • Write scripts and 1-pager
    • Set up client email, access to calendar, and Zoom account

    Monthly Prospecting

    • Calls, emails, LinkedIn, and/or databases to identify the right contact person
    • LinkedIn connection, calls, emails until prospect is qualified
    • Client briefing
    • Appointment confirmation

     

    Recommended

    Sales Development Intermediate Plan: 10-30 qualified appointments per month

    R30,000

    per month

    R12,000 once-off set up - Waived

    80 hours inside sales production

    R500 per appointment set

    Onboarding

    • Ideal Customer Profiling
    • Vertical markets/company profiles
    • Personas/titles to approach
    • Develop call list/database of companies to target
    • Write scripts and 1-pager
    • Set up client email, access to calendar, and Zoom account

    Monthly Prospecting

    • Calls, emails, LinkedIn, and/or databases to identify the right contact person
    • LinkedIn connection, calls, emails until prospect is qualified
    • Client briefing
    • Appointment confirmation
  • Optional: Content development and distribution to grow your audience

    E-Books, Articles, News Releases, Newsletter, Webinars, Podcasts, and more

    In this new world of remote work and online marketing and sales, we all need to up our content game. In the 18-months prior to the pandemic, podcast listenership rose by over 400%. During the lockdown, Cliff Central's flagship program audience doubled. Webinars are exploding as an educational and marketing mechanism. The challenge is creating compelling, timely, and relevant content that addresses your audience's immediate problem or challenge.

     

    Not surprisingly, people are reading and researching online more than ever. Thought leadership papers such as opinion pieces, industry articles, e-books, and real old fashioned books provide lead generation content that can last months, even years. There is nothing like a book to put you in a different league and give you access to senior executives. Getting published in key business and industry publications provide high quality leads to grow sales, sustainably.

    Production process

    Sausalito Marketing Advisors provides you with a proven system to develop great content that attracts your target audience that converts into leads. We start with the overall content communication strategy, develop an advertising invitation to your event, handle the registration process, create a beautiful presentation deck, and host the webinar on our platform.

     

    While the live event is critical to creating a community and urgency, replays play a big part in the overall marketing and lead generation impact. Filming and post-production can be low cost or broadcast quality. We can post your webinar on your YouTube Channel or break it up into smaller soundbites. There are so many options on how to approach webinars, but the bottom line is that 20-40% of webinar attendees become qualified leads.

  • Optional Content Proposal for 3 Degrees Tech

    Value Proposition

    These options can be optimized for 3 Degrees Tech and COGO People Analytics

     

    Starter Content Production Plan: 2-articles, 1-newsletter, and 10 social posts per article monthly
    Intermediate Content Production Plan: E-Book that will be written and designed in 6-weeks, 3-articles, 2-newsletters, and 10 social posts per article

    Advanced Content Production Plan: Monthly webinar production, promotion, and hosting, E-Book that will be written and designed in 6-weeks, 4-articles, 3-newsletters, and 10 social posts per article monthly

  • Content Marketing Packages

    Generate new leads through blogs, newsletters, social posts, and webinars

    Starter Content

    Production Plan

    R9,500

    per month

     

    Onboarding

    Research & topic planning

     

    Monthly

    Continuous topic planning

    2 X Articles

    1 X Newsletter

    Copy editing

    Featured images

    10 social posts per article

    Setup in your blog

    Intermediate Content Production Plan

    R17,500

    per month

    Includes E-Book

    Onboarding

    Research & topic planning

    E-Book Written and designed in 6-weeks

     

    Monthly

    Continuous topic planning

    3 X Articles

    2 X Newsletters

    1 X E-Book

    Copy editing

    Featured images

    10 social posts per article

    Setup in your blog

    Advanced Content Production Plan

    R35,000

    per month

    Includes E-Book & Monthly Webinar

    Onboarding

    Research & topic planning

    E-Book Written and designed in 6-weeks

     

    Monthly

    Continuous topic planning

    4 X Articles monthly

    3 X Newsletters monthly

    1 X Webcast monthly

    1 X E-Book
    Copy editing
    Featured images
    10 social posts per article
    Setup in your blog

    Content Distribution Plan

     

    R19,000

    per month

    Content distribution to targeted platforms

    • Video - Vimeo & YouTube
    • Podcast - Podbean & Buzzsprout
    • News - CNN, Fox, BBC, Sky, local and business
    • Social media: LinkedIn, Twitter, Facebook, Instagram
    • Blogging platforms
  • Content Examples

    Each of these cases has a story, and we have much more to share. Included below is an e-book, a webinar/industry paper combination with a media partner, a slick, online proposal that can be easily e-signed, and our marketing blog.

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