Early Stage Business Development
Early Stage Business Development
Building Pipeline consistently and ensuring there is appropriate pipeline cover is key for any software business. At G2M we talk about Early Stage Business Development because we want to differentiate from appointment setting or “dial for dollars” services, which are low value and typically result in unqualified prospects. Our definition of the service, focuses on ensuring proper onboarding of the value proposition of the customer and ensuring the prospects we hand over are well qualified and do not waste our valuable time or yours! Working closely with the Sales Lead (either from G2M Solution or Internal Resource from the client). Our Lead Generation Specialists will work to help research, target, approach, engage and qualify interest for the software product in target accounts using our G2M methodology.
Campaign Kick Off
Campaign Kick off and Definition is crucial. After many years of executing campaigns on a commercial basis. We know "what we need to know" to be successful. We use the G2M Standard Campaign documentation. We work together with the customer to ensure the campaign goals, USP's, Pain Points, Target Market, Target Personas, Competition, Objection Handling - everything we know we need to make the project a success.
Engagement Process
The Execution phase begins with research of target buyers in the agreed target accounts, before contacting with agreed messaging. Do background research, identify “hooks” for a “two way” conversation. Use highly tailored and personalized approach. Quality over quantity. We look for the channel which works for each target, for some it is phone, others it is text, LinkedIn or email. We do this as an extension of the customer organization. Hold conversations to understand current problems, qualify interest to understand how we might be able to help. If it turns out that the target is not the right person, we will seek a reference to another contact. When interest is confirmed. Close the introductory meeting with the expert team, schedule date and time, follow-up with an invitation.
Initial Meeting / Qualification
We are happy to chair initial meetings and to ensure the next steps are secured. It starts with a briefing on the client contact attending the call, sharing notes and background on the prospect, the area of interest and most likely area for success. Chair Initial Meeting, introduce the client expert and help with questioning techniques to draw further requirements and pain points from the prospect. Help wrap up the call and agree next steps. Document the outcome and pass on to the G2M customer including updated the client CRM, call recording documents, on call outcomes, area of interest etc. Update any new contact details confirmed.
Monthly Retainer from £3,000 / month
The Retainer Breakdown
Retained Expert
Retained access to Deman Generation Expert onsite, remote or in country as needed to facilitate the service.
Leverage G2M Intellectual Property
Access to G2M IP including a network contacts, GTM templates and best practise lead generation approach.
Structured Client Onboarding
Campaign Kick off and Definition. Use of the G2M Standard Campaign documentation. Workshops and collaboration to ensure the campaign goals, USP's, Pain Points, Target Market, Target Personas, Competition , Objection Handling - everything we know we need to make the campaign a success.
Data is not included
Starting with an old / stale/ noon ICP data set will guarantee a slow start and poor results. We can leverage networks and existing relationships but it is essential to build the foundations of a data set which supports the right buyers, ICP targets and market segment.
Pre-requisites
Access to a client email profile and access to CRM and MarTech stack.
Tried And Tested Experts and Approach
We leverage our specialist knowledge and networks in the UK and US Financial Software Markets
What People Say About Us
Our customers rely on G2M to help them growth their business and deliver success in sales and marketing
GILES LAMB
HEAD OF MARKETING, TORSTONE TECHNOLOGY
TOM WHEATLEY
DIRECTOR, WATSON WHEATLEY
PLAMEN NEYKOV
DIRECTOR, CLOUDRISK
DI POSPISIL
SALES & MARKETING, THEWEALTHWORKS
LEIGH WALTERS
CHIEF REVENUE OFFICER, TRG