We couple our Go-To-Market expertise with our AI conversion platform to produce unparalleled sales results.
A Powerpoint Presentation NEVER Solved Anything
Many Go-To-Market consulting services prioritize theory over action, leaving businesses with impractical strategies. They often lack real-world implementation expertise and fail to adapt to evolving market dynamics.
Step away from the slides. Our GTM consulting provides actionable strategies, proven processes, along with proprietary technologies and software to drive real results.
Let’s shift the focus from presentations to progress, and successfully scale your business.
Scale Smarter
Our GTM team is led by Donald Scherer.
Donald is a pioneer of web-meeting sales and outbound prospecting. While the CEO at CrossBorder Solutions, he was WebEx’s first beta test site. There he also developed the Assembly methodology which was used by the company to scale. CrossBorder was sold to Thomson Reuters for $100M. The methodology was used by numerous unicorns including Greenhouse.io, CB Insights and others.
Most recently, Donald was the CEO and Executive Chairman of ExactEra.com which also employed the Assembly toolkit. ExactEra.com is an Insight Partner company that raised over $200M and became one of the fastest growing fintechs.
Our GTM team includes the Exactera executive team who were “spun off” to bring ProspectIQ and the Assembly methodology to the broader market.
Listen to Donald Discuss Sales
Building a High Velocity Assembly Line
Our team developed a proprietary Go-To-Market methodology called Assembly to help companies scale faster and more cost-efficiently than other approaches.
The premise behind the Assembly methodology is that sales operations should resemble an assembly line that uses distinct, repeatable, and defined processes to “manufacture” sales at scale. Assembly Required, the book outlining this methodology, was a best seller and is widely considered the industry blueprint on how to build a high-velocity sales flow.
Specialized Software To Power Your Sales Assembly Line
A central tenet of any successful assembly line is specialized software to help it function effectively.
The ProspectIQ platform was designed exclusively to power a sales assembly line. In fact, the product was conceived and employed at ExactEra, an Insight Venture-owned company, that was one of the fastest-growing fintechs ever. At its height, the Company was performing over 6,000 first appointments per year.
Lets Scale Together Using a Proven Sales Methodology
The secret to scaling lies in adopting the fundamental principles utilized by traditional assembly lines, but with a twist: applying them to sales at an incredibly low cost. By embracing labor specialization, standardized processes, and specialized technology, you can create a high-speed sales assembly line. This boosts throughput, improves close rates, and slashes Customer Acquisition Costs (CAC).
Inbound Demand
Buyers are on their own journey and no matter what sales flow you are going to use, they will visit your website before speaking with a sales professional.
Using our proprietary technology, including AI agents, we can help you make your website incredibly sticky so that it generates inbound leads from visitors to your site.
STEP 01
INBOUND DEMAND
Lead Management
Leads are the raw material of your sales assembly line so it critical to secure a never ending supply.
To “feed the beast”, you’ll work with a ProspectIQ conversion expert to build your lead database and ensure that it is filled with prospects that will answer the phone or respond to emails.
STEP 02
LEAD MANAGEMENT
Campaign Management
Just sending out emails, text message or making phone calls without statistically testing your results is simply wasting time.
Our proprietary technology allows you to create A/B test campaigns where you can test your message, scrips, data sources etc. so that you can determine what works and what doesn’t.
STEP 03
CAMPAIGN MANAGEMENT
Handling Inbound Leads
Inbound leads close at twice the rate then leads generated from outbound activities. Key is to deal with them in real time and engage them in a substantive conversation.
Our AI conversational technology helps make sure that prospects are interacting one-on-one about your amazing solution.
STEP 04
HANDLING INBOUND LEADS
Outbound Lead Generation
Dollar for dollar, outbound calling has been the gold standard in generating demand at scale. The problem is now no-one picks up the phone anymore and traditional calling has a 1% connection rate.
That is unless you use ProspectIQ’s IQ Connect technology. Instead of reaching 1% of prospects, you can now reach at least 20%. That is a 20x increase in conversations which, all things being equal, will lead to a 20% increase in sales.
STEP 05
OUTBOUND LEAD GENERATION
Demo Gurus
Senior sales professionals are incredibly valuable. To keep your CAC down, it is critical that they only work the leads that are qualified and ready to buy.
At scale, to separate the “wheat from the chaff”, its important to use cheaper resources to perform the discovery appointment and ask basic questions. Our technology allows you to use either AI agents or lower priced humans to perform this all important task for a fraction of the traditional cost.
STEP 06
DEMO GURUS
Closers
Once a qualified lead gets to a experienced sales professional, it needs to close at a sustainable and repeatable close rate.
Our sales technology ensures that sales professionals are not using their “gut” and instead are following standard operating procedures that have been proven to work time and time again.
STEP 07
CLOSERS
Hugging
In sales, a no is not really a no. Its just not now. The key to upping the overall close rate is to nurture prospects who are interested but are not ready to buy. And lets be honest, sales professionals (hunters) don’t have the time or the inclination to do this.
Our AI technology has been built to automate the nurturing of prospects so that each month a percentage should simply show up and buy on their own. It is a great way to maximize throughput while keeping acquisition cost low.
STEP 08
HUGGING
Sales Management
Running a sales team is hard. Successfully running one that is remote is next to impossible.
Our technology has specialized tools that not only provide real time insight to managers on how well their team mates are performing but also has AI tools that help highlight potential performance issues so that they can be rectified before they become problems.
STEP 09
SALES MANAGEMENT
The above assembly methodology has been used over and over again to help companies find product market fit and then scale their sales operations. Now with the advent of powerful AI technology everyone has access to this program rather than a select few institutional backed companies.
Schedule an appointment with Donald Scherer and he’ll not only walk you through the process but even perform a scalability analysis for you for free. We look forward to working with you!
HumAIn Consulting
Watch a brief overview of our unique GTM motion that helps guarantee your scaling success at a cost-effective CAC.
GTM Service Offerings
Our GTM consultants are experts in the Assembly methodology and our AccelerateIQ software. Below are the basic packages that we offer. Of course, any can be customized to your needs.
Product Market Fit
$3,500
per Month
Companies that have 1 caller or less and are booking less than 20 appointments per month.
Help in achieving product market fit for your new solution.
Goal: 100 appointments performed in 3 months
Technology:
- Conversion software: Free
- Prospect Names: Free
Services:
- Draft and optimize initial script
- Develop solution one pager
- Develop initial ICP and target database (2000 names)
- Outbound caller training and coaching
- Outsourced caller if necessary (7500 per month)
- Development of xSellerators which propel appointment conversions
- Development of discovery demo deck and script
- Development of initial sales funnel stages
Ramp
$5,000
per Month (less than a full time SDR)
Companies that have <4 outbound callers that are setting < than 50 appointment per month.
Once product market fit is determined, help getting the company ready to scale.
Goal: 200 booked appointments per month
Technology:
- Conversion software: Free
- Prospect Names: 1000 per caller per month, free
Services:
- Refinement of ICP including A/B testing of personas and data sources
- Script AI optimization
- Development of xSellerators which propel appointment conversions
- Development of objection handling guide
- Development of calling SOPs
- Development of outbound calling KPIs
- Development of more information, follow-up and reschedule cadences
- Fine tuning of discovery appointment deck and presentation
- Optimization of sales funnel and xsellerators to reduce close cycle
- Coaching of existing SDRs
Scale
$10,000
per Month
Companies that have >4 outbound callers that are setting >80 appointments per month.
Once sales ramping (50% growth), help getting above 100% yoy consistently.
Goal: 200 appointments per month, 2400 per year
Technology:
- Conversion software: Free
- Prospect Names: 1000 per caller per month, free
Services:
- Script AI optimization for different personas
- A/B testing of scripts and objection handling
- Development of xSellerators which propel appointment conversions
- Development of calling SOPs
- Development of outbound calling KPIs
- A/B testing of current more information, follow-up and reschedule
- Fine tuning of discovery appointment deck and presentation
- Optimization of sales funnel and xsellerators to reduce close cycle
- Coaching of existing outbound callers
- Assistance is identifying and hiring additional SDR resources
