Chronos Agency – 398% inc in pipeline, 2x deals won

Snapshot of results

• 54% increase in deals won
• 175% increase in marketing pipeline generated
• 2x deals won from marketing lead sources
• 2x increase in marketing-generated pipeline
• 180% increase in traffic generated YoY

Key goals & challenges

• Improve MQL generation & conversion rates
• Build a founder independent sales team, including BDM, and BDR.
• Establish a strong sales coach/manager to level up the sales team.
• A focus, revenue-driven approach to marketing
• Establishing a new USP & consistent approach to branding

How did Wasif Kasim Consulitng help?

 

Gap analysis:

• Audited the marketing, sales, and retention process to identify elements inhibiting scale, created a 12-month roadmap to overcome these obstacles, and execution and coached alongside the existing teams.

Accelerating growth:  

• A clear plan on how and where to focus sales & marketing efforts to accelerate their growth, including culling various activities that were non revenue focused.
• Coaching the marketing & sales leads on best practices including Meta, Google Ads, copywriting, UX/UI, sales framework, best practice sales decks, hiring, and more.

Building a high-performance sales and marketing engine:

• Delivered consistent marketing-sourced revenue, as well a marketing drive deals won, and put marketing finally back in the “green” after various months of being in the red.
• Optimization of the marketing team structure, creating a leaner marketing team.
• Recruitment of the sales & operations contractors to support revenue growth.
• Establishing Hubspot systems, processes, and frameworks to accurately track ROI of all efforts.
• Set up and launch holistic B2B marketing including meta, brand messaging, Google ads, new creative direction, blogging strategy, website optimization, email nurturing & more.

Ongoing coaching and mentoring:

• Multiple recurring meetings per week to coach
  • The founders
  • Head of sales
  • Head of marketing
  • Designers
  • In-house content marketing
  • Hubspot specialists
  • Paid media specialists
  • & more

Key initiatives implemented:

 

Hubspot implementation & strategy

• Establishing the “ideal, best practice” Hubspot setup to accelerate new business & retention efforts.
• Establishing a single source of truth for sales, marketing & retention efforts.

Sales 

• Recruitment and expansion of the sales team
• Budgeting, forecasting, and setting realistic targets
• 1:1 Sales coaching and mentoring (including frameworks) to develop a high-performance sales culture.
• Integration of Pandadoc with Hubspot, and automation of contract creation process.
• Creation of Hubspot reports, dashboards, and processes to maximize deal conversion rates and revenue growth.

Marketing 

• Fractional CMO, overseeing the marketing department
• Budgeting, forecasting, and setting realistic targets
• Recruitment and expansion of the marketing team
• Brand workshop – new USP & brand positioning for differentiation
• Go-to-market plan and execution – across digital marketing & events
• Execution across Meta, Google ads, copy, CRO, events management & more
• Creation of Hubspot reports, dashboards, and processes to maximize lead conversion rates and revenue growth.

Customer Success

• Migration of customer success/retention processes from “Excel sheet” processes to a scaleable Hubspot mechanism.
• Hubspot setup to enhance client visibility and overall customer experience
• Creation of Hubspot reports, dashboards, and processes to maximize retention rates and revenue growth.

Recap

• With the above engagement, this Chronos agency hit their highest months within sales & marketing within 6 months of the engagement starting.
• They’ve now gained a new, more focused, “revenue-driven” approach to marketing
• The newly formed sales team has helped de-risk business success from being purely founder-driven & led.
• Alignment between sales and marketing is the highest it’s ever been; with consistent collaboration driving strong growth outcomes.

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If you’re looking to scale your B2B as well, let’s talk.

Email me at wasif@wasifkasim.com or call +614 16 725 561 to see how I can help you accelerate your growth.