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Next Steps: HT GTM
Call recording from conversation on July 5th 2024:
Passcode: &&?Fb67L
Who Do We Target in High Touch?
Must:
Threshold of deal value: €200,000
Nice to Have:
Number of employees: 20 employees
Value of payroll per employee: €100,000 (whole payroll not just salary)
Revenue Goal:
Annual: €2.4M
Quarterly: €600,000
Commitment:
100 target accounts
Transfer of existing employees is essential to achieve numbers quickly
Conversion of contractors to employees
Sales cycles: 6-12 months
Responsibilities Breakdown
Maria:
Pre-conversation activities:
Sourcing and research
Creating lists using tools
Prioritising accounts by tiers
Maintaining apollo & surfe lists
Cold outreach to tier 2 (junior) 3 accounts
Max:
Majority of outreach efforts:
Conducting qualifying conversations with mid/senior-level personnel
Creating and nurturing deals
Managing deals through the pipeline
Owning the sales process and progress tier 1 and tier 2 (senior)
Project managing negotiation and deal closing
Dee:
Defining high-touch strategy:
Creating awareness →
Speaking at events
Engaging with media
Leveraging existing network
Identifying potential prospect companies
Leading deal and commercial terms negotiation
Strategies Employed
Each strategy serves as a touchpoint with target accounts:
Marketing-led paid campaign with Gripped
Event attendance and networking
Outreach to selected target companies via HubSpot sequences
Influencer engagement (maintaining warm relationships with Pete T, Mary H & David B)
Progress Since Strategy Implementation
Numerous events & travel
Holidays & sickness
Revenue targets defined
Target account lists and tiering established
Gripped HT leads activated
Gripped HT Slack notifications live
High-touch Slack notifications live
Event sources added
Maria granted HubSpot Pro, Surfe & Dripify access
HubSpot sequences in use
Current Quota Attainment
Current attainment in high touch: €0.00 (€4200 if mid touch included)
Annual target: €2.4M
Next Steps →
Maria's qualified contacts and companies to be set to MQL by Jim
Decision on activating high-touch sequences (inc. email) in HubSpot by Dee & Irina
Assign tier 3 target accounts in HubSpot to Maria, managed by Jim
Qualified discovery meeting booking verification: Sensori, Anaplan & H&MV Engineering?
Max ✅ to setup separate meeting link for kraken that does not set to discovery
Decision on continuing mid-touch deals (Max-under 200k?) by Dee
Increase bookings for high-touch discovery meetings (Max & Maria responsible)
Creation of more high-touch deals (Max responsible)
Closing of more high-touch deals (Max & Dee responsible)
Define Maria’s outreach targets (Dee responsible)
Create high-touch sequences, if needed (Max ✅ & Maria responsible)
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