I have written in the past about the make-up of a best practice GTM team and the need for BDR/SDR resources as well as Senior Solution Sellers for example.   I have also in my career had to deal with a sales team where you have great solution sellers and closers but have a lack of “door openers”.  Not only is an imbalance like this a huge issue for the generating new sales team driven pipeline and having enough pipeline cover, it has unintended consequences such as sales people holding on to deals which don’t fit Ideal Client Profile (ICP) and or potentially leaving because they don’t see the earning potential. 

The G2M Sales as a Service Model offers a different approach.  Rather than having to hire multiple resources to cover the required skill sets.  We can “blend” resources in a service offering which combines say a Demand Generation Expert with Senior Sales Expert.  The mix could be 1/3 FTE Demand Generation initially, adding 1/3 FTE Senior Sales as traction starts to come from the Demand Generation activities.  Scaling further to 1 blended full FTE model and beyond as needed.   The ”Sales as a Service” Model ensures productivity and effectiveness of resources from day 1 and harnesses the skills required at each stage of the pipeline.