Organize and execute the roadmap through a series of proven sprints.
Accelerate
Defined and facilitated sprints aligned to core concepts to accelerate change
Adopt
Co-developed, consumable deliverables to alleviate push-back and drive change across the organization
Integrate
Operating model is reflected in the CRM
Priorities Sprint
Sales strategy by market / client segment
Account tiers (e.g. A,B,C) to reflect strategy
Sales coverage map to align resources
Prioritized marketing mix by account tier
Process Sprint
Buyer journey map
Buyer-aligned enterprise sales process
Roadmap for sales tool development (e.g. win plan, close plan, account plan)
Positioning Sprint
Completed buyer personas
Sales content matrix detailing strategy, content and channel by stage
Content development roadmap
Performance Sprint
Sales cadence for customer-facing teams
Leading and lagging KPIs to track team and individual performance
Establish customer-facing investments proportionately against the addressable market
Sprint Objectives:
Define strategy by addressable market tier
Align on resource coverage model
Develop sales planning framework
Accelerators:
Market / account portfolio analysis
Sales resource coverage model
Sales planning toolkit
Process Sprint
Execute activities against the buyer journey to drive pipeline progression
Sprint Objectives:
Align on buyer stages across the buying journey
Define / refine buyer-aligned enterprise sales process
Develop sales cadence to prioritize organizational focus
Accelerators:
Buyer Journey Map
Buyer-Aligned Sales Process
Sales Cadence Framework
Positioning Sprint
Promote value messaging to buyer personas at each stage of the buyer journey
Sprint Objectives:
Align on key buyer personas throughout buyer journey
Define messaging and positioning by buyer persona
Align on marketing portfolio and initiatives
Accelerators:
Buyer personas
Outcome-based messaging map
Marketing program matrix
Performance Sprint
Drive the right behaviors and outcomes to execute at the speed of scale
Sprint Objectives:
Align to expected behaviors and outcomes
Design rewards and incentives to motivate consistent performance
Develop performance management framework
Accelerators:
Customer value matrix
Compensation map
Performance management framework
