Growth Playbooks
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Playbooks detail the optimal process, methodology and timeline for a company to generate demand and convert new business.
Our playbooks factor the influence of each organisations unique position into the right blend of expert demand generation and sales techniques to create the right process for each clients objectives. This creates competitve advantage, accelerating growth and ultimately increased shareholder value.
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Sales
Demand Generation
Time
Playbook Design Frameworks
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The outcome of our projects are playbooks which create growth. We lay our the playbook design process in pre-engagement workshops with clients. We then collaborate, identify the project team agree focus, roles and responsibilities at each stage of the design process (Sequence and the client) to shape the project before engaging and a phase 1 kick off meeting. The framework of our playbook design process is detailed below
Target Growth
Audit - Company Market and Performance
Industries and Markets, TAM, Segementation and Micro Segementation
Validation
Results
Clients primarily work with us becauseo our projects get results. Our approach and advice is more revenue led than other consultantcies and the ROI can be easily measured .
Our Methodology
Sequence provide bespoke advice tailored to each client delivered within a proven framwork methodology which delivers results
Experience
We have a broad range of experience including complex enterprise sales to senior decision makers in niche markets
Unlocking Bottleknecks
Sequence provide bespoke advice tailored to suit each clients value proposition and multiple other variables it is delivered within a proven framwork which delivers results
Sales Playbooks
We create powerful sales and marketing playbooks that our clients use to globally improve sales performance.
Playbooks
Demand Generation
Insight is crafted into powerful overriding value propositions, which capture the essence of why clients will buy from you. Where there are multiple entry points into new clients, value propositions and messaging are tailored to suit each persona.
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We provide the framework to translate generic value propositions into client specific business cases that your prospect can present to their colleagues.
Sales Process
Sequence deconstruct and rebuild faster piplines strongly aligned to the buyer journey. Our strategies develop more top of funnel momentum and we implement strong stage progression triggers ensuring more investment of time and effort in higher quality opportunities and minimising the time, effort and opportunity cost of low probability opportunities.
Independent Insight
Our advice is built on deep insight to really understand what triggers change. As skilled independent external consultants we can develop deeper insight with all stakeholders than you can direct. This insight is then analysed to inform and prioritise key campaign tone and themes.
Expert Collateral and Events
We advise on the conversion of high level themes identified as key to the value proposition into impactful underlying collateral to support each stage of the buyer journey.
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We use impactful and educational round tables and events, as part of a thought leadership strategy to develop early relationships and build trust.
Market Segmentation
We segement the total addressable market into buckets based on revenue potential using a combination of obvious and proprietary variables to score target companies. Prospects are also rated based research and once campaigns are underway on 'discovery' . Resources are allocated
to reflect the value of targets , and reflect the requirements of each persona.
Sales Performance
We work with your sales and marketing teams to deliver improved performance.
Expert Sales
Outbound Channels
We use impactful and educational round tables and events, as part of a thought leadership strategy to develop early relationships and build trust.
Digital Advertising
We amplify the reach of our digital campaigns with paid advertising and PPC where applicable. This may be linkedin, google or other.
Sales
We use impactful and educational round tables and events, as part of a thought leadership strategy to develop early relationships and build trust.
Marketing Automation
We leverage marketing automation to promote content and generate lead scores for prospects that are engaging with our content. Once lead scores hit a pre-defined level they can be passed to the sales teams for deeper discovery.
Social - Organic and Paid
Social management should be included inlcudes the promotion of any content via socia. We typically base pricing on number of platforms, frequency of posting, and level of campaign design work from 2 or 3 posts per week to a full suite of social media management.
Paid Social is is a great way to add value-add, capturing new leads, engagement, and potential conversions which increase the flow into the top of the funnel
Email Marketing
Well crafted email campaigns are extremely effective. Using industry leading automation tool Sequence create highly effective automated campaigns targeted at tailored to each client and their target makret segments.
