Professional Services

Evaluate – Facilitate – Formulate

Most opportunities are lost before you ever knew they existed. The best way to attract and close opportunities is to build trust as a CATEGORY LEADER, minimizing perceived risk. The right messaging helps you do that.

Why Smarketing?

It’s not your imagination. Sales resistance is higher than ever. Buyers are using technology and research to bypass sales altogether in the early stages of their journey:

  • Buyers complete up to 70% of their evaluation before contacting solution providers, choosing to self-educate rather than sit through a “pitch” that lacks context.
  • They will engage several category leaders for a proposal. (Nobody ever got fired for buying IBM, as they say. Top-tier solution providers equate to lower perceived downside risk.)
  • Outbound strategies are mostly landing on decision makers who, at best, aren’t ready, or at worst, have already narrowed their selections.

That means your sales approach must be aligned to marketing strategy, while marketing methods must be more attuned to sales conversion. You need unified messaging to position your brand and a seamless process mapped to how your customer buys. Smarketing is a total alignment of sales and marketing, as well as brand and buyer! Without it, you’re leaking opportunity, revenue, and profit!

A Strategic Framework

I’m neither an agency nor a “freelancer.” Instead, I work directly with revenue teams to develop strategy and direction–AT SCALE.

Marketing agencies and freelancers have their place–I often collaborate with both. But the reality is that they’re mostly good at the execution of tactics, filling in gaps of or replacing internal resources.

What they aren’t in a great position to do is align sales and marketing as a singular revenue generation engine, united in mission, message, and goals. They’re not going to be able to keep marketing and sales accountable to each other, so as to ensure consistency of messaging, processes, and results.

Instead of this, I am a leader and extension of your team who implements a framework for sales and marketing to work together better, managing it towards growth.

I call that framework “Evaluate – Facilitate – Formulate.” Every engagement is built upon measuring the current state, bringing teams together in clarity and consistency, and developing the tools that enable sales. After that investment is made and this framework is successfully built-out, I can be a long-term resource to direct and support it, proportional to your business needs and without excess overhead.

Contact Me To Get Started!

Evaluate

Let’s start by evaluating your current state, looking at your strengths, weaknesses, opportunities, and threats as they pertain to your positioning, content, and processes. We’ll dig into your target market and buyer profile as well as your top competitors. Then, we’ll make a plan.

Facilitate

Different results require different thinking. There can be no “marketing goals” or “sales goals.” There are only business goals, and you need a single revenue generation engine to achieve them. I’ll provide the strategy, processes, and education, making sure all voices are heard and bottlenecks are removed.

Formulate

Once we lay the groundwork, who builds out all the pieces needed to attract, close, and retain customers? And more importantly, who maintains accountability for results? I’ll ensure you have key messaging, content roadmaps, playbooks, education, SMART goals, and KPIs to turn ideas into concrete action.

Ongoing Support

Use my help when, how, and as you need it. In my 25-year sales and marketing career, I held just about every sales and marketing role imaginable. I know what works. I know what doesn’t. I can be the objective leader as well as outsourced extension of your “smarketing” team. Let’s build a long-term partnership.

Menu of Standard Services

The following options are informational, intended as a baseline for budgeting. All clients will receive a tailored proposal with statement of work, deliverables, and pricing to approve and establish a contract prior to work start.

Solo/ Micro Business Clients*

(<15 Employees, $1MM-$10MM Revenue, Founder-led Sales & Mktg)

Smarketing Core Intensive

Rapid diagnostic of sales & marketing misalignment. Evaluation of current state brand message, sales process, and content. Facilitation of roles to process to buyer. Formulation of key messages, processes, and SLAs

Two-day Live Event

Day One

EVALUATE

  • Addressable market
  • Mktg Lead/ Sales pipeline review
  • Collateral review (website, social media, print)

FACILITATE

  • ICP – Buyer’s journey
  • “Jobs-to-be-done”
  • Internal process map
  • Lead scoring

Day Two

FORMULATE (Strategy)

  • Messaging & positioning / UVP
  • Ideal Client Profiles
  • Sales process & content mapping
  • Offer
  • Immediate Actions Plan

FORMULATE (Ops)

  • Ownership roles
  • MQL / SQL framework
  • Turnaround times
  • Touchpoints
  • Back-ups

$8,500 + expenses

Smarketing Core Retainer

Ongoing support for Smarketing Core clients

 

  • Bi-weekly leadership steering call (Two 60 min sessions/ mo.)
    • SLA review
    • Roadmap review
    • Conversion review
  • Asset review & QA
    • Ad-hoc, pre-go-live
  • Monthly strategy review & reset
    • CEO alignment call, 1:1

$2,500 month

(3 month minimum)

SMB – Lower Mid-Market “Growth” Clients*

(>15 Employees, $10MM-$25MM+ Revenue, Defined Sales & Mktg Roles/ Teams)

Smarketing Growth Intensive

Rapid diagnostic of sales & marketing misalignment. Evaluation of current state brand message, sales process, and content. Facilitation of roles to process to buyer. Formulation of key messages, processes, and SLAs

Two to Three-day Live Event

Day One

EVALUATE

  • Addressable market
  • Mktg Lead/ Sales pipeline review
  • Collateral review (website, social media, print)

FACILITATE

  • ICP – Buyer’s journey
  • “Jobs-to-be-done”
  • Internal process map
  • Lead scoring

Day Two – Three

FORMULATE (Strategy)

  • Messaging & positioning / UVP
  • Ideal Client Profiles
  • Sales process & content mapping
  • Offer
  • Immediate Actions Plan

FORMULATE (Ops)

  • Ownership roles
  • MQL / SQL framework
  • Turnaround times
  • Touchpoints
  • Back-ups

$13,500 + expenses

Smarketing Growth Retainer

Ongoing support for Smarketing clients

 

  • Bi-weekly leadership steering call (Two 60 min sessions/ mo.)
    • SLA review
    • Roadmap review
    • Conversion review
  • Asset review & QA
    • Ad-hoc, pre-go-live
  • Monthly strategy review & reset
    • CEO/CRO alignment call, 1:1

$4,500 month

(6 month minimum)

Keynotes And Facilitated Workshops

Smarketing Kick-Off Keynote

High-energy, on-site sessions for sales and marketing events. 60-90 minutes.

  • The Revenue Continuum
  • Customer-centric Selling
  • Facilitated Smarketing Workgroup (discussion format)

  • Custom topics on messaging, relationship management, and revenue operations

  • Sales kick-offs
  • Onboarding events
  • Internal meetings & trainings
  • Customer workshops
  • Industry events

$2,500 plus expenses

(Special Offer: Fees waived (expenses only or no cost) for qualified industry/ association events with multiple prospective client companies attending.)

   * These business classifications are guidelines only. Final proposals will scale to company size, team structure, locations, and scope.

Take the first step. It’s FREE.

Qualified prospects are invited to see what “smarketing” is all about: Immediate impact. Zero cost.

Metro Atlanta & North GA

Nationwide – Outside GA