Current consulting projects

I’m currently engaged with 1 and assessing 2 additional consulting opportunities through end of year. They are all self-similar and vary only in scope and time commitment, with one interested in long-term advisory relations. I have thus consolidated their presentation into a single overview.

Table of Contents

• Current consulting projects
• Table of Contents
• Projects introduction
• Tools implementation
• Process development
• Marketing strategy
• Team training

Projects introduction

All current projects are go-to-market engagements with Norwegian tech startups looking to accelerate growth and improve sales and marketing systems towards upcoming Series A rounds. Their shared goal is to increase capacity and improve deal flow conversion in (mostly) new or adjacent markets, and addresses both outbound prospecting and inbound handling of deal flow.

Tools implementation

For outbound sales, I am implementing prospecting and data enrichment (Clay), and sequencing (Instantly or Attio) softwares. In my already active contract I am also building out their CRM structure (object model, funnel structure and lists) as well as new automations and reporting.

For inbound, I’m implementing Koala to translate website visitor account and behavioural intent signals into buyer profile enrichment and outbound sequencing, i.e. what actions are taken when specific intent signals are triggered for low/medium/high priority ICP profiles visiting the website.

All of these products are connected into distinct workflows that take ICP, buyer profile and sales strategy into account in order to increase the capacity and conversion efficacy of small teams. For products that don’t natively integrate, I am using Zapier to automate data/action workflows.

Process development

With small teams and limited resources, there is often a lack (or lack of need) for process; to the extent that I am engaged in process development, I am focused on a) modes for iterative and quantifiable learning using the tools above, and b) how to simplify the structure of the sales funnel so that the new tools provide leverage rather than additional complexity. In addition, the workflow automations built and new baseline reporting (what/why/how) is considered in process.

Marketing strategy

As these companies are still exploring the ways in which product positioning can contribute to improving outcomes and achieving product market fit, a portion of the work involves improving the messaging and assets involved in their sales motion. So too does it attempt to reconcile their products vis-à-vis adjacent and competitor products so to better emphasise value delivery. Only in one case is there an interest in exploring how this can contribute to SEO strategy and tooling.

Team training

For each, I am responsible for collaborating with sales team members and leadership to ensure that the team is able to build upon my work post-handoff. This includes collaborative work on tools implementation and process development, as well as workshops and training with relevant adjacent team members. Where applicable, documentation and external resources are provided to support the team in further learnings, and is primarily related new software capabilities.