Kaul Sales Partners - Agile Smart Selling Services
KSP Service Offerings – at a glance
We function as an organic extension of your team to deliver actionable strategic analysis and 100% on-the-ground execution.
Building a Personalized Lead-To-Close Strategy to Deliver the Revenue You Expect
Our custom research on your market, product, targets and buyers ensures that messaging and business development efforts create the most effective picture of what we’re really selling — and to whom.
We listen to your experience. Challenge your assumptions. And quickly reflect actionable clarity back on your core new revenue challenges.
Market Strategy Deliverables:
- KPIs: What does success look like?
- Market Offering: What we are selling?
- Key Prospect Segments: What kind of businesses are we selling to?
- Key Buyer Personas: What kind of people are we selling it to?
- Value: Why does the buyer need what you are selling?
- Competition: Who/what are you selling against?
- Differentiators: What makes you a “market of one” in your arena?
A Sales-Driven Sprint to Language That Sells
We believe that all marketing activity is more effective when subordinated to a sales culture. Concurrent with Market Strategy Platform Development, we quickly take input from all stakeholders to ensure your differentiation is precise and your go-to-market language is as sharp as a razor.
This way everybody on both our teams is armed with language that cuts through market clutter and produces measurable forward movement at every phase of the sales process.
Messaging and Positioning Deliverables:
- Sales Pitch Book: Your “Big Story” in the marketplace
- Value Proposition Statements: Targeted language for sales, website content and digital marketing support
- Social Proof Catalog: Targeted “reasons to believe” for credibility and faster engagement
- Social Proof Matrix: Helps sales quickly cross-reference value propositions with social proof for targeted prospect niches
- Core Message Platform: Complete internal positioning “north stars” and the market-facing topline website and sales messaging that align with them
- Custom Content: Case studies, presentations, webinars and videos, newsletters and thought leadership content to support your campaign
Agile Fusion of Strategy and Execution — All Supported by Veteran BizDev Directors
Our proprietary sales process strikes a balance between rigor and agility.
At Kaul Sales Partners, we have integrated the scientific rigor of social science with the high art of consultative selling to create a team approach to outbound prospecting and digital marketing that is truly unique.
Our team consists of business development and sales experts, social researchers, administrators, digital marketing experts, copywriters and business strategists—all collaborating together in an environment of constant communication, testing and continuous improvement.
The goal of this phase is to generate positive responses from interested prospects. We gather detailed information about a specific prospective buyer of a product or service and reach out with a hyper-personalized message through multiple channels.
- Smart Lists that identify the best company leads based on our market synopsis
- Campaigns to introduce the client’s offering and to seek out the appropriate decision makers
- Alerts that consist of business event and media triggers designed to indicate the right time to make a specific offer to a specific lead
- Research designed to personalize messaging and tie the lead’s circumstances into our value proposition
- Outreach that includes a combination of smart calls, hyper-personalized emails and LinkedIn messaging to generated multiple touches and elicit response
- Collateral that is targeted to generate further interest and provide additional touches
- Messaging that ensures your compelling value proposition is consistently communicated from your elevator speech to your digital marketing and everything in between
The goal of this phase is to convince a qualified prospect to have a structured conversation with the client. Our business developer establishes a relationship with the prospect on the phone, armed with specific research about the contact and the company.
The first order of business is to qualify the prospect, then employ consultative sales techniques to turn interest into opportunity.
- Prospect Facts that come from careful research on the prospect to make sure our follow-on outreach is informed and productive
- Follow Up with timely personalized correspondence and phone calls to keep the prospect engaged
- Qualification with a pre-developed a set of questions that are expertly woven into a conversation designed to qualify interested prospects
- Assistance offering additional collateral and information to assist the prospect with their decision process
- Persistence to constantly guide the process toward a meeting or demo, with the client and efficiently facilitating scheduling
- Nurturing when a prospect is not quite ready to move forward, we will keep in touch with targeted collateral that can be used to generate further interest and provide additional touches
Our business development directors work in tight coordination with our strategy and research team, executing one-to-one outreach to high-value individuals and companies.
The era of “list blasting” is all but dead. We execute the right 21st Century sales strategy for you.
In today’s complex world, tightly pulling together written and spoken tactics is critical to success. Our email and LInkedIn outreach approaches are based on industry best practices and guided by analytic feedback loops so we can quickly pivot to the best opportunities.
Kaul Sales Partners cracked the code on how to design and execute “smart calling” campaigns at scale. It takes teams of dedicated strategists, researchers and writers— all backed by custom integrated software—to make it happen, with the “best of the best” doing targeted phone follow-up where real opportunities live.
Prospecting/Lead Generation Campaign Services:
- Surgical Lead Selection
- Hyper-Personalized Messaging Development
- Granular Reporting and Lead Tracking
- Full Administrative and Technical Support
- Access to Best-in-Class Marketing and Sales Software Tools
- Senior-Level Business Development Support
Expert Pipeline Management Guides You to the Lucrative Close
The goal of this phase is to advance the opportunity to win. Our expert closer works closely with our client’s team throughout the rest of the sales cycle to keep messaging on point, keep the opportunity moving and overcome objections. During this phase, our sales team can lead the charge or take on more of a supporting role depending on the client’s desires and capabilities.
- Call Planning by partnering with the client to plan call strategies and perform detailed call preparation
- Selling Skills with our most senior closers taking an active role in the sales cycle all the way to close if the client desires
- Overcoming Objections using personal correspondence and phone calls to keep the prospect moving through the sales cycle and to clear any obstacles
- Status Reporting keeps the client constantly informed of our interactions with the prospect and any information uncovered that is important to the deal
- Coaching is offered on any aspect of the sales cycle when desired by the client
- Integration with your existing processes and team
Our campaign management admins and senior sales experts work in tandem with your team to quickly pluck the ripest opportunities generated by lead generation efforts.
Then we use the latest social selling and sales cycle management techniques—backed by decades of consultative sales closing experience in the B2B sales trenches—in peer-to-peer, strategic conversations that set you head and shoulders above competition that still banks on 20th Century solution selling and “spray and pray” outreach.
The Kaul Sales Partners approach to consultative selling is second to none. We conduct rigorous interviews with prospective clients on your behalf.
Then we quickly plug in mature senior sales capability to create opportunities and close business, freeing you up to focus on your core strengths and getting you out of the draining money hunt.
Sales Management Support
- Persistent Prospect and Opportunity Creation and Evaluation
- Sales Call Strategy, Prep and Closing Coaching
- Pipeline “Keep in Touch” Campaign Creation and Management
- Full Administrative and Technical Support
- Integration With Your Sales Team and Process
Tightly Dovetailing Your Sales Campaign With Rapidly Evolving Best Practices
Most companies struggle to operationalize a program that generates top-of-funnel inquiries driven by message strategies that work in the sales trenches.
We couple your sales strategy with a highly focused approach to digital marketing. Instead of paying an agency for a full raft of services and fancy reporting, we use the most sales-relevant and proven tactics to directly source the right new clients from the most profitable target areas.
Digital Marketing Services
- Keyword Research Programs
- Digital Marketing Strategy
- Comprehensive Audits of Existing Programs
- Sales-Targeted Content Development/Content Marketing
- Lead Generation (Paid/Owned/Earned)
- Paid Social
- Programmatic Media Buys
Designing, Executing and Supporting Custom Sales and Marketing Revenue Programs
If our standard offerings don’t fit your budget or goals, Kaul Sales Partners can quickly bring any facet of a mature, agile sales and marketing function to shore up needed areas.
We have helped successful companies hit “next level” results by providing targeted positioning and strategy, sales execution or marketing services—leaving you with a clear strategy and improved process you can profitably run on your own.
Helping Your Company Efficiently Establish or Expand Your US Market Beachhead
With our help, you can effectively enter the US market or expand your presence without a robust—or even any—US staff.
Our “sales department in a box” works across the world, driven in part by our globally distributed sales and operations team—all for the cost of about one senior position in the US.
- Quickly overcome cultural and operational barriers
- Refine your positioning and messaging for the US market
- Use our research to find the biggest wins by geography and market
- Get a complete sales department—or shore up gaps—as required
If what you're doing isn't producing the revenue you want, please contact me for a complimentary action session.