• Sales Development and Content Marketing Proposal

    Imagine a sales machine that generates more highly qualified leads, more proposals, more revenue, and predictable deal flow

  • Introduction - Converting audiences into qualified leads

    Inside Sales Lead Generation and Sales Development

     

    Sometimes the one thing that stands between success and failure is getting in front of ideal customers. As your full-service outbound lead generation and sales development team, we make revenue more predictable, relationships more profitable, and sales processes more repeatable.

     

    By outsourcing to us, you’ll get a full-service outbound lead generation and sales development team full of specialists to handle the early stages of the sales process - LinkedIn prospecting, screening, qualifying, and booking qualified appointments - for less than the cost of a single sales rep/SDR.

     

    Our system enables your salespeople to do what they do best; needs analysis, solution design, presentation, negotiation, and, most importantly, close.

     

  • Sales Development Proposal for 3 Degrees Tech

    Based on our brief discussion, this is our suggested way forward

    Value Proposition

    Sometimes the one thing that stands between success and failure in B-B companies is getting in front of the right people and the right level at the right companies you are targeting. Our team has extensive experience and a track record of success across many vertical markets, from technology to engineering consulting to change management. We act as your PA, so we have enough knowledge and information to drive the sales process without having to be the expert.


    The desired outcome is a direct line to revenue by quickly reaching your ideal customer - the target ‘persona’ (the right job title) at the target customers in the target industries you are targeting. The skills required to identify, screen, qualify, and set up the first appointment was quite different from what salespeople do best; build relationships, identify needs, design solutions, presentations, and closing deals. We handle the grueling early stages of the sales process. You pick up the prospect when they have demonstrated interest in either buying or learning more.

     

    The advantage of outsourcing such services is better results for less money, and the flexibility to scale up or down in accordance with the needs of the business. We have loads of use cases that prove just that – great results

    Methodology

    Set-Up
    The process begins with the sales assets required to engage with prospects and training our team.

    • Ideal Customer Profiling
    • Vertical markets/company profiles
    • Personas/titles to approach
    • Develop call list/database of companies to target
    • Write a call and email script and 1-pager to brief prospects on the company, value proposition, and purpose of the meeting
    • Set up client email, access to your calendar, and Zoom account

    Sales process

    • Calls, emails, LinkedIn, and/or databases to identify the right contact person
    • Follow-up calls, emails, more follow-up calls, until we set an appointment
    • Appointment confirmation
    • Provide you with context including email conversation, LinkedIn link, and website

    Benefits and Key Metrics

    Set-Up
    The process begins with the sales assets required to engage with prospects and training our team.

    • Ideal Customer Profiling
    • Vertical markets/company profiles
    • Personas/titles to approach
    • Develop call list/database of companies to target
    • Write a call and email script and 1-pager to brief prospects on the company, value proposition, and purpose of the meeting
    • Set up client email, access to your calendar, and Zoom account

    Sales process

    • Calls, emails, LinkedIn, and/or databases to identify the right contact person
    • Follow-up calls, emails, more follow-up calls, until we set an appointment
    • Appointment confirmation
    • Provide you with context including email conversation, LinkedIn link, and website

    Sales Development Pricing Structure and Package Overview

    Sausalito Marketing Advisors has two basic approaches to sales development. The first option is what we are proposing in this document; inside sales. Directed by our sales team, each of which has 15+ years of B-B sales experience to C-Suite and other difficult-to-reach prospective customers. The second methodology is a LinkedIn campaign manager, which uses LinkedIn as a platform to raise awareness and prospecting using content marketing. We can discuss the ins and outs of that program if you are interested in this option.

     

    The program sets up our team for success through our onboarding process. We set your sales team up for success by providing you propery-qualified leads and providing you detailed briefs of our conversations so you can quickly convert the leads into proposals.

     

    Our fees are structured as follows:

    • One-time onboarding fee to run through our messaging exercise (detailed in my e-book, Messaging and Go-to-Market Strategy), script writing, a one-pager, and training our team: Waived
    • Daily rate that includes a real 8-hours of production (we don't charge for tea breaks, lunch, smokes, holidays, sick days, etc.) priced at R375/$22 per hour in advance
    • Qualified appointments: R500/$29 per payable in arrears
    • Telephone expense at-cost
    • Minimum 3-month contract and minimum 32-hours per week of production work required
  • Inside Sales Lead Generation Packages
    Getting you meetings with ideal customers

    Packages to prospect, screen, and qualify leads

    Sales Development Starter Plan

    5-15 qualified appointments per month

    R15,000

    per month

    R14,500 once-off set up - Waived

    40 hours inside sales production

    R600 per appointment set

    Onboarding

    • Ideal Customer Profiling
    • Vertical markets/company profiles
    • Personas/titles to approach
    • Develop call list/database of companies to target
    • Write scripts and 1-pager
    • Set up client email, access to calendar, and Zoom account

    Monthly Prospecting

    • Calls, emails, LinkedIn, and/or databases to identify the right contact person
    • LinkedIn connection, calls, emails until prospect is qualified
    • Client briefing
    • Appointment confirmation

     

    Recommended

    Sales Development Intermediate Plan: 10-30 qualified appointments per month

    R30,000

    per month

    R12,000 once-off set up - Waived

    80 hours inside sales production

    R500 per appointment set

    Onboarding

    • Ideal Customer Profiling
    • Vertical markets/company profiles
    • Personas/titles to approach
    • Develop call list/database of companies to target
    • Write scripts and 1-pager
    • Set up client email, access to calendar, and Zoom account

    Monthly Prospecting

    • Calls, emails, LinkedIn, and/or databases to identify the right contact person
    • LinkedIn connection, calls, emails until prospect is qualified
    • Client briefing
    • Appointment confirmation
  • Optional: Content development and distribution to grow your audience

    E-Books, Articles, News Releases, Newsletter, Webinars, Podcasts, and more

    In this new world of remote work and online marketing and sales, we all need to up our content game. In the 18-months prior to the pandemic, podcast listenership rose by over 400%. During the lockdown, Cliff Central's flagship program audience doubled. Webinars are exploding as an educational and marketing mechanism. The challenge is creating compelling, timely, and relevant content that addresses your audience's immediate problem or challenge.

     

    Not surprisingly, people are reading and researching online more than ever. Thought leadership papers such as opinion pieces, industry articles, e-books, and real old fashioned books provide lead generation content that can last months, even years. There is nothing like a book to put you in a different league and give you access to senior executives. Getting published in key business and industry publications provide high quality leads to grow sales, sustainably.

    Production process

    Sausalito Marketing Advisors provides you with a proven system to develop great content that attracts your target audience that converts into leads. We start with the overall content communication strategy, develop an advertising invitation to your event, handle the registration process, create a beautiful presentation deck, and host the webinar on our platform.

     

    While the live event is critical to creating a community and urgency, replays play a big part in the overall marketing and lead generation impact. Filming and post-production can be low cost or broadcast quality. We can post your webinar on your YouTube Channel or break it up into smaller soundbites. There are so many options on how to approach webinars, but the bottom line is that 20-40% of webinar attendees become qualified leads.

  • Optional Content Proposal for 3 Degrees Tech

    Value Proposition

    These options can be optimized for 3 Degrees Tech and COGO People Analytics

     

    Starter Content Production Plan: 2-articles, 1-newsletter, and 10 social posts per article monthly
    Intermediate Content Production Plan: E-Book that will be written and designed in 6-weeks, 3-articles, 2-newsletters, and 10 social posts per article

    Advanced Content Production Plan: Monthly webinar production, promotion, and hosting, E-Book that will be written and designed in 6-weeks, 4-articles, 3-newsletters, and 10 social posts per article monthly

  • Content Marketing Packages

    Generate new leads through blogs, newsletters, social posts, and webinars

    Starter Content

    Production Plan

    R9,500

    per month

     

    Onboarding

    Research & topic planning

     

    Monthly

    Continuous topic planning

    2 X Articles

    1 X Newsletter

    Copy editing

    Featured images

    10 social posts per article

    Setup in your blog

    Intermediate Content Production Plan

    R17,500

    per month

    Includes E-Book

    Onboarding

    Research & topic planning

    E-Book Written and designed in 6-weeks

     

    Monthly

    Continuous topic planning

    3 X Articles

    2 X Newsletters

    1 X E-Book

    Copy editing

    Featured images

    10 social posts per article

    Setup in your blog

    Advanced Content Production Plan

    R35,000

    per month

    Includes E-Book & Monthly Webinar

    Onboarding

    Research & topic planning

    E-Book Written and designed in 6-weeks

     

    Monthly

    Continuous topic planning

    4 X Articles monthly

    3 X Newsletters monthly

    1 X Webcast monthly

    1 X E-Book
    Copy editing
    Featured images
    10 social posts per article
    Setup in your blog

    Content Distribution Plan

     

    R19,000

    per month

    Content distribution to targeted platforms

    • Video - Vimeo & YouTube
    • Podcast - Podbean & Buzzsprout
    • News - CNN, Fox, BBC, Sky, local and business
    • Social media: LinkedIn, Twitter, Facebook, Instagram
    • Blogging platforms
  • Content Examples

    Each of these cases has a story, and we have much more to share. Included below is an e-book, a webinar/industry paper combination with a media partner, a slick, online proposal that can be easily e-signed, and our marketing blog.

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1. INTRODUCTION

1.1. PURPOSE OF POLICY

Sausalito Advisors (“us”, “we,” “Company”) is committed to respecting the privacy rights of visitors and other users of Sausalito Advisors at https://www.sausalitotech.co/ (the “Site”). We created this Privacy Policy (this “Policy”) to give you confidence as you visit and use the Site, and to demonstrate our commitment to fair information practices. This Policy is only applicable to the Site, and not to any other websites that you may be able to access from the Site, each of which may have data collection and use practices and policies that differ materially from this Policy.

1.2. NOTICE CONCERNING CHILDREN

PLEASE NOTE: We are a general audience site, and do not direct any of our content specifically at children under 13 years of age pursuant to the Children’s Online Privacy Protection Act of 1998.

2. INFORMATION COLLECTION PRACTICES

2.1. WHAT BASIC INFORMATION DOES THE COMPANY COLLECT?

In operating the Site, we collect personal information from you in a couple different situations. The first is if you should contact us via the “contact” page. In doing so, you will provide us with your name and email address. The second is if you leave a comment to a blog post during which you may be asked for a name and other information. You are not required to provide us with information via these two methods to use and enjoy the Site.

2.2. WHAT ADDITIONAL INFORMATION DOES COMPANY COLLECT?

(a) AUTOMATIC COLLECTION. Our servers automatically recognize visitors’ domain names and IP addresses (the number assigned to computers on the Internet). No personal information about you is revealed in this process. The Site may also gather anonymous “traffic data” that does not personally identify you, but that may be helpful for marketing purposes or for improving the services we offer.

(b) COOKIES. From time to time, we may use the standard “cookies” feature of major browser applications that allows us to store a small piece of data on your computer about your visit to our Site. Cookies help us learn which areas of our Site are useful and which areas need improvement through programs including, but not limited to, Google Analytics. We may also use cookies from third party social sites and programs including, but not limited to, Facebook, Google Plus and Twitter. You can choose to disable cookies through your browser or independent programs available online. However, if you choose to disable this function, your experience at our Site may be diminished as some features may not work as they were intended.

(c) SPONSORS AND ADVERTISERS. We may decide to accept sponsorship and advertisements on the Site. Should this occur, you should assume said sponsors and advertisers will be given access to the impressions and click data on their marketing pieces. Your personally identifiable information will never be revealed to them by us.

3. USE AND SHARING OF INFORMATION

3.1. WHAT DOES COMPANY DO WITH COLLECTED INFORMATION?

(a) PERSONAL INFORMATION. We do not disclose the personally identifiable information to any third parties other than those that we use to facilitate the functioning of the site such as a hosting company and email program for mailings.

(b) ANONYMOUS INFORMATION. We use anonymous information to analyze our Site traffic. In addition, we may use anonymous IP addresses to help diagnose problems with our server, to administer our site, or to display the content according to your preferences. Traffic and transaction information may also be shared with business partners and advertisers on an aggregate and anonymous basis.

(c) USE OF COOKIES. Promotions or advertisements displayed on our site may contain cookies. We do not have access to or control over information collected by outside advertisers on our site.

(d) DISCLOSURE OF PERSONAL INFORMATION. We may disclose any information we have for you if required to do so by law or in the good-faith belief that such action is necessary to (1) conform to the edicts of the law or comply with legal process served on us, (2) protect and defend our rights or property or the users of the Site, or (3) act under exigent circumstances to protect the safety of the public or users of the Site.

(e) SALE OF INFORMATION. In order to accommodate changes in our business, we may sell or buy portions of the Site or our company, including the information collected through this Site. If Company or substantially all of its assets are acquired by a third party, user information will be one of the assets transferred to the acquirer.

4. SECURITY

The Site has security measures in place to prevent the loss, misuse, and alteration of the information that we obtain from you, but we make no assurances about our ability to prevent any such loss to you or to any third party arising out of any such loss, misuse, or alteration.

5. WEBSITE AREAS BEYOND COMPANY’S CONTROL

5.1. THIRD PARTY WEBSITES

From time-to-time, the Site may contain links to other websites. If you choose to visit those websites, it is important to understand our privacy practices and terms of use do not extend to those sites. It is your responsibility to review the privacy policies at those websites to confirm that you understand and agree with their practices.

6. CONTACT INFORMATION AND POLICY UPDATES

6.1. CONTACTING US

If you have any questions about this Policy or our practices related to this Site, please feel contact us using the “Contact” link on the menu located at the top of the site.

6.2. UPDATES AND CHANGES

We reserve the right, at any time, to add to, change, update, or modify this Policy to reflect changes in our Privacy Policy. We shall post any such changes on the Site in a conspicuous area. You may then choose whether you wish to accept said policy changes or discontinue using the Site. Any such change, update, or modification will be effective 30 days after posting on the Site. It is your responsibility to review this Policy from time to time to ensure that you continue to agree with all of its terms.

(a) If you have signed up for email communications from us, we will notify you of the privacy policy changes by email as well.