Drury Advisors’ Foundations for Success services address gaps and friction in your GTM engine:
Revenue Planning: Establish the shared revenue plan across Sales, Marketing and Customer Success for each tier (SMB, Enterprise, Global), including the mix of new logo, expansion, and renewal targets.
Sales Readiness: Define clear sales process stages and the associated activities, assets, resources and gate criteria for each buying scenario. Develop persona specific messages and assets. Create sales playbooks per scenario including tools, templates, and assets for competitive positioning, value selling, and objection handling. Align demand gen campaigns and calendars across all teams.
Performance Management: Update policies, processes, tools and templates to improve pipeline and forecast accuracy, return on marketing investment, and revenue attainment.
Productivity Improvement: Ensure Revenue Operations teams provide the systems, analytics, tools, processes and resources to improve team efficiency. Update or develop best in class Sales and Enterprise Enablement functions to shorten ramp times and improve effectiveness. Develop standard processes and policies to engage corporate shared services (legal, finance, admin).