Building a Results Driven Methodology
Discover what’s stopping your prospects from converting. Solve sales challenges by identifying gaps in your marketing strategy and analyzing your ideal market, positioning, messaging, and technology.
Get your sales and marketing program operating at peak efficiency. Build the most effective sales and marketing program by unifying your sales and marketing teams along with your technology stack.
Engage your prospects where they are, and build a strategy for getting them to take your desired action. Drive leads straight to your sales team by launching coordinated marketing programs across the most effective channels.
Our assessment is a meticulous and systematic exploration to discover each business’s challenges, opportunities, and goals in five major areas: people, process, data and technology, and messaging.
Understanding how each stakeholder contributes to strategic goals is the basis for a deeper dive into a company’s processes. Each person has unique insights into the challenges and opportunities they face on a daily basis. We talk with all of your major stakeholders to document the processes and technologies that they use on a daily basis. We then work with them to determine what is working and what can be improved upon.
Each of our clients has an existing process for getting work done, whether it’s strictly defined or has organically evolved as a best fit solution. OBO reviews which processes directly affect corporate goals and offers suggestions based on successful approaches we’ve seen across similar industries and markets.
Data & Technology
Hand in hand with the process review, we dive deep into your business’s various data and technology applications. Here, we identify what insights would best serve the business and determine what insights can currently be derived from available data. Lastly, we make suggestions for comprehensive technology stacks that support future collection and data analysis based on the businesses unique needs.
Brand messaging determines whether a company will satisfy its sales and marketing goals. We meet with key sales and marketing team members along with their executives to gather their insights around customer value proposition. OBO then goes the extra mile by speaking with new and existing customers to evaluate if internal and external perceptions align.
Finally, we combine all of our findings into a deliverable that both summarizes our assessment and maps a suggested path to capitalize on opportunities identified.
Based on our client’s overall goals, OBO can customize the scope of our assessments to only include specific areas such as technology or messaging. Once the assessment is complete, the alignment phase begins by combining the insights from the assessment with new technology and processes.
The alignment phase is the key to long term success. Total alignment ensures the entire business is working toward the same goal. This is accomplished by implementing new technologies and processes that work to align sales and marketing efforts across the organization, such as a fresh CRM system that maximizes revenue potential by expanding sales reach to a content-rich website that turns visitors into profitable leads. We implement functional systems and processes by matching industry-best solutions to the problems uncovered in assessment. Before the acceleration phase begins, we map your goals to actionable metrics and key performance indicators to make sure that we are driving in the right direction.
The acceleration phase focuses on results. New business is generated by launching a strategic messaging campaign based on the unique goals identified in the assessment phase. Each campaign is tested against the market and expertly adjusted based on returned data. As new leads hit the pipeline, your sales reps will immediately see efficiencies in their sales cadences, and department heads will be empowered by customized reporting that helps them determine how to best invest future resources. Part of this process is continuous assessments and adjustments to any sales and marketing approaches; this ensures success throughout the businesses journey with OBO.
How OBO Gets Work Done
OBO uses a Scrum methodology to get work done internally. Scrum is a type of project management system that emphasizes teamwork, accountability, and iterative progress towards a goal. It breaks down huge projects into more manageable, bite-sized tasks that are accomplished during defined periods called sprints.
OBO manages internal projects on a weekly sprint that runs run from Thursday-Thursday. Tasks are put into our backlog on Wednesday and distributed to our team on Thursday. All tasks in that sprint will be completed by the following Thursday or earlier. Larger tasks are broken down into smaller, more manageable sub-tasks accomplished over several sprints. What this means for you: you will see deliverable results each week.
Results-Driven Delivery Model
Our approach provides results while holding everyone accountable. Your team will be assigned a Marketing Strategist who will be your single point of contact and project manager. Your Marketing Strategist works hand-in-hand with our Executive Sales and Marketing Advisor to create a strategy that leverages voice of your buyer as well as market insights to influence your strategy.
During your weekly meeting with your Marketing Strategist, we will use a standard process to keep the discussion on track and ensure that all of your questions are addressed. We will review all activities on the dashboard to make certain target deadlines are being hit or adjustments are being made and clearly communicated to all parties.
For your reference, we use a points-based system to track and allocate resources to execute our strategy and provide greater transparency into our efforts.