Sales Development and Content Marketing Proposal

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

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

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

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

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