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AUTOMATION, DATA INTELLIGENCE, AND HYPER-PERSONALIZATION.
Consulting and Structuring: Active Prospecting (Outbound)
How we do it:
Structuring of processes and internal prospecting area (teams: LDRs and SDRs). A method designed to promote high productivity through the application of an exclusive framework designed to automate, integrate, and accelerate active prospecting processes and activities, without losing personalization and humanization in the stages of generating qualified leads.
1 – Selection, Training, and Empowerment
Structuring of internal teams, from carrying out the selection process to trainings by knowledge profile: Level I, II, and III.
2 – Methodology Application
Application of prospecting methodology for generating qualified leads based on analytical data intelligence.
3 – Construction of Materials and Templates
Creation or Refinement of ICP, hyper-personalized pitch, scenario mapping, contact cadence, message cadence, playbook, etc.
4 – Tool Implementation
Application of solutions for building assertive databases, intelligent recording and monitoring of information, cadence shooting, automation of interactions and networking, among others.
5 – Metrics and KPIs Definition
Creation of daily, weekly, and monthly productivity. Criteria and dashboard for measuring: lead conversion, sales pipeline, closed deals, losses, and ROI.
Templates created and customized for your business
Consulting and Structuring: Incoming Lead Management (Inbound)
How we do it:
Implementation of a methodology for inbound lead management, aiming to adequately qualify leads, measure the outcome of marketing actions that were executed, and maximize conversion rates, by campaign.
1 – Selection, Training, and Empowerment
Structuring of internal teams, for lead management from carrying out the selection process to trainings by knowledge profile: Level I, II, and III.
2 – Creation of Service Flow
Definition and construction of service flows for each defined channel.
3 – Construction of Pitches and Materials
Creation of pitches and questionnaires for mapping needs customized for each service channel and review of conversion materials.
4 – Tool Implementation
Application of solutions for service and data recording with: AI, Bots, CRMs. And creation of manuals and review of automation platforms.
5 – Metrics and KPIs Definition
Creation of metrics and reports for monitoring each step of the lead management process by campaigns, channels, and quarter.
Structuring and Consulting: ABM – Account Based Marketing
How we do it:
Structuring of a marketing, relationship, and prospecting plan to accelerate the generation of qualified leads in strategic accounts. By adopting this technique, companies focus on directing efforts to win high-value customers, maximizing their growth potential and profitability.
Definition of segmentation and strategic accounts
Creation or Refinement of ICP. Definition and structuring of strategic accounts for the business.
Program Structuring
Definition and development of strategic campaigns for relationship building, promoting collaborative actions between sales and marketing in an integrated and account-focused manner. Gathering and analyzing information, interactions, and personalized communication channels.
Tool Implementation
Process optimization, to enhance the efficiency and effectiveness of campaigns. Solutions that enable data management, relationship, and contacts with precise personalization, data tracking, and integration with other systems.
Training and Empowerment
Preparation of marketing and sales teams, for knowledge and application of ABM campaigns, from its concept, hyper-personalization to result measurement.
Results Measurement
Implementation of specific metrics to measure the success of ABM campaigns, such as: conversion rate, cost per lead, return on investment (ROI), and engagement with target accounts.
Consulting and Structuring: Sales Enablement
How we do it:
The main objective of structuring this strategy is to empower and equip a company’s sales force so that it can sell more effectively. This process involves the systematic integration of various practices, tools, processes, and knowledge, aiming to improve the performance and productivity of the teams responsible for generating revenue for the company.
Internal Communication and Collaboration
The sales enablement strategy seeks to promote better communication and collaboration among the sales, marketing, and customer support departments.
Product Knowledge
Ensure that the sales team has a deep understanding of the products or services offered by the company. This includes not only features and benefits but also how the products or services can solve problems and meet the needs of customers.
Sales Skills
Develop the sales team’s skills. This may include training in consultative sales techniques, negotiation, closing sales, customer relationship management (CRM), and the use of sales technologies.
Appropriate Tools and Resources
Providing the sales team with the right tools, resources, and technologies is crucial to maximizing their efficiency and effectiveness. This may include CRM systems, sales automation platforms, marketing and sales materials, case studies, product demonstrations, and more.
Customer Experience
The sales enablement strategy aims, indirectly, to enhance the customer experience. A well-prepared sales team can offer solutions more aligned with the needs of customers, improving customer satisfaction and loyalty.
Structuring: Pipe Connect – Valuable Connections
How we do it:
Structuring, adaptation, and management of profiles on corporate social networks (LinkedIn), based on notoriety and construction of Relationship Leveraging Strategies and generation of new business.
1 – Profile Repagination
Analysis of profile presentations to promote notoriety and relevance in all topics, resources, and descriptions existing on the social network.
2 – Value Proposition
Tangible definition of differentiation, exclusive benefits, and needs fulfillment promoted by a personal brand.
3 – ICP and Strategic Bases
Definition of the ideal customer profile for connection, relationship, and creation of strategic databases with the aim of promoting valuable connections.
Networking Leveraging
Plan of daily actions and creation of pillars to attract, engage, and accelerate the volume of strategic connections for each profile.
Results Measurement
Creation of reports and KPIs to measure the outcomes promoted by notoriety, contact leveraging, relationship expansion, postings, and lead generation LM (hand raise).
Transform your leads into business opportunities with over 15 years of B2B market expertise.
Frequently Asked Questions
Pipe Consulting’s services are 100% customized. Therefore, an evaluation of the scenario and mapping of existing needs of each company are carried out, which may or may not involve: process structuring, team selection and hiring, tool implementation, training, and results measurement, according to the demand generation strategy that will be adopted. The commercial proposal is created only after understanding the challenges, to compose the price.
To boost the results obtained in demand generation strategies, it is essential to have a structured work methodology, with well-defined processes executed by the team, automate manual routines that hinder the daily operations, and measure the results at all stages of the sales funnel, for each demand generation strategy. The consultancy supports your company in this leverage, eliminating errors and learning risks, accelerating the execution process with adequate training, bringing 15 years of expertise in major accounts with the most updated framework.
After defining the service to be executed, Pipe Consulting carries out the work methodology that involves: diagnosis, definition of the methodology to be applied, structuring, team training, and implementation of processes and tools. The strategy’s execution takes place over three months of work, and after this period, the mentorship program is conducted.
The results obtained are assessed according to the demand generation strategy adopted and vary according to the business, offer, and defined ICP. During the mapping meeting of this scenario, this result x time is outlined, with performance indicators.
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