Prior to engaging, Cornerstone will you how much you want in sales, who your target market is, the average size of a first engagement in the first year, and the sales cycle. Based on these variables, we will reverse engineer the level of effort required by our team to deliver the result you seek. If we do not hit the sales objective within the timeframe we discussed, we will continue working for you at no cost until the number is hit.
Just a few of our SOS clients:
The first step in generating sales is generating interest. We use a multi-model approach to generating interested parties within your target market. We use LinkedIn, text, telephone marketing, social media marketing, email marketing, and account-based marketing to deliver the right message to the right target market.
Our outreach process will create a list of individuals within your target market that have engaged. This create the engagement list, which will be used by the assigned Business Development Representative (BDR) to set qualified appointments.
Qualifying the Opportunity
Our BDRs set up qualified appointments for the dedicated Account Executive (AE) assigned to your account. However, a BDR only has 30 to 45 seconds to set up a call. The BDR is only qualifying for need and timeframe. The AE will further qualify the prospect on the 15-minute introductory call. We use a consultative sales approach to understand what challenge the prospect is experiencing, how much that is costing them and the company, what it would look like if it were fixed, and how it would benefit them. If the introductory call goes well, we will ask them to set up a time to conduct a discovery call.
Sales Strategy and Execution
The discovery call is where we take a deeper dive into the challenge(s) the prospect is facing. We will execute a consultative sales approach to determine how the issue was created in the first place, what they have tried to do to fix it, what the results of those attempts have been, what it would look like if it were fixed, who signs the agreement, when they would like to see a solution in place, and what their due diligence process looks like. We also take the time to understand who the influencers and decision makers are and make sure we have the right subject matter experts (SMEs) from our clients to address technical issues.
Close the Sale
Your dedicated AE is looking to build a return on investment (ROI) case based on the answers and insights we uncovered during the sales process. Our sales team wants to be able to tell the prospect how much their business case is costing them, what it will take to fix it, and what the investment will be to resolve their challenge.
See how Cornerstone set up 136 appointment across the three new Chairs with a show-up rate of 100%.
How We Helped
Get Your Business in Front of Potential Customers
We generate and nurture the leads, conduct the introductory call and discovery call with you, work with your team to create the proposal, follow up on the proposal, and close the account.
Cornerstone approached Bitwise with an offer to serve as their sales representative in the East Coast.
How We Helped
Building a Sales Pipeline
Develop a compelling message that makes you stand head and shoulders above the crowd.
Learn how Cornerstone closed a $1.1 million account in Los Angeles after 13 months of starting work at Voxware along with building a sales pipeline within 18 months.
How We Helped
Expand Your Sales Team with Cornerstone
We specialize in helping tech companies who are concerned about logo acquisition worried that they are not expanding client relationships and are fearful that they will not meet their sales objectives.
Lead Generation. Appointment Setting. Close Sales.
Cornerstone specializes in working with professional service and technology companies to create lucrative opportunities for sales professionals.