CONSULTING

Whether you’re looking to build a business development team from scratch or fine tune your existing team, Momentum is here to help. We understand the end goal is uncovering new business opportunities and building the pipeline for tomorrow. Together, we will help your organization not only achieve but sustain business development success.

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Simplify, Enhance and Automate Business Process

Now more than ever, separating new business development from sales is becoming more prevalent. What isn't prevalent is the skill set and bandwidth sales leaders today must possess to develop both functions, one focused on hunting, the other farming.

At Momentum, we specialize in the art of prospecting and hunting. We work together with our clients to not only design and develop a tailored strategy but to oversee the execution through implementation ensuring effectiveness.

  • Effective Call Strategy Creation

  • Lead Scoring Development 

  • Responsive Email/Voicemail Templates

  • Pipeline Management 

  • Enhanced CRM Processes 

    Personnel Analysis

    Customer Profile Identification

    On-Demand/On-Going Management Support

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Do I Need Momentum?

Still wondering if Momentum is a fit for your company? Below are the most common pain points we hear from our clients. If they resonate with you, we would love to schedule a discovery call to talk strategy!

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I have a traditional, outside sales team responsible for cradle to grave selling:

• Our team does little to no prospecting

• Our reps don’t have time to prospect; they are not good at it either.

• I want our sales reps spending more time in-front of customers closing business.

• Our sales reps are farmers, not hunters.

• We need to find a way to hire entry level resources and groom them into future outside sales reps.

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I have an internal team of BDR’s setting appointments for our outside sales team:

• We don’t have the time manage, train and develop our BDR Team.

• We have no defined call messaging; everyone does it their own way.

• We have no defined KPI’s; it’s difficult to measure our BDR’s and on-board new BDR’s.

• We haven’t defined an effective comp. plan for our BDR’s, they are not as motivated as we would like.

• We experience high turnover.

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third-party-sales-team-icon

I contract with a 3rd party lead generation company to set appointments for us:

• We experience frequent turnover; it feels like we get a new BDR every other month.

• The BDR’s are entry level, inexperienced. We spend a lot of time training them to understand our business.

• We haven’t seen ROI in the program; we’re not sure if it’s too early to end our agreement.

• We don’t receive enough attention from our point of contact; we feel like a number.

• We’re paying a premium for an entry level resource.

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Overall Business Development Struggles

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CRM Adoption

Call Strategy

Pipeline Management

Digital Marketing

• No one uses our CRM.

• When it is used, information is logged incorrectly.

• We have no defined processes to manage our data effectively.

• We do not have visibility into daily activities, pipeline progression etc.

• We don’t have defined call messaging; everyone does it their own way.

• Our team doesn’t spend time calling the right companies/contacts

• Our BDR’s aren’t generating qualified leads

• Our BDR’s smile and dial instead of strategically, intelligently prospecting. We want quality over quantity.

• Opportunities that go dark/unresponsive end up falling through the cracks, we lose sight of them.

• Outside Sales does not provide feedback on opportunities we send them; we don’t know if they are really pursuing them or if they are quality opportunities.

• We don’t have a disciplined process to stay in-front of potential buyers when they are ready to engage.

• No one follows up on our inbound leads and/or marketing qualified leads.

• We don’t do any “pre-calling” to line up meetings for tradeshows or do disciplined post follow-up calling. It’s difficult for us to measure ROI on tradeshows/conferences we attend.

• We’ve invested in purchasing lists of data but have yet to see that investment payoff. Data is often unclean with inaccurate information.

• We’ve invested in a marketing automation tool and haven’t see the return.

CRM Adoption

• No one uses our CRM.

• When it is used, information is logged incorrectly.

• We have no defined processes to manage our data effectively.

• We do not have visibility into daily activities, pipeline progression etc.

Call Strategy

• We don’t have defined call messaging; everyone does it their own way.

• Our team doesn’t spend time calling the right companies/contacts

• Our SDR’s aren’t generating qualified leads

• Our SDR’s smile and dial instead of strategically, intelligently prospecting. We want quality over quantity.

Pipeline Management

• Opportunities that go dark/unresponsive end up falling through the cracks, we lose sight of them.

• Outside Sales does not provide feedback on opportunities we send them; we don’t know if they are really pursuing them or if they are quality opportunities.

• We don’t have a disciplined process to stay in-front of potential buyers when they are ready to engage.

Digital Marketing

• No one follows up on our inbound leads and/or marketing qualified leads.

• We don’t do any “pre-calling” to line up meetings for tradeshows or do disciplined post follow-up calling. It’s difficult for us to measure ROI on tradeshows/conferences we attend.

• We’ve invested in purchasing lists of data but have yet to see that investment payoff. Data is often unclean with inaccurate information.

• We’ve invested in a marketing automation tool and haven’t see the return.