Solutions
We support your sales goals though Advanced Prospect Referrals, Custom Insights and Strategy, and Advisor Placement
Custom Insights and Strategy
Prepare to enter a new markeT
Supports a turnkey approach to your target market and leading prospects. Alumni of your target company or industry are enlisted to support with insights, strategy, and/or material development.
- Target company list
- Power chart, culture, value prop
- Buying process
- Incumbent vendors
- Purchasing cycles
- Technology stack
- Pain points
- Tailored messaging
Advanced Prospect Referral
Land the meeting
Harness the power of warm leads to create commercial opportunities. Advisors with account proximity provide a unique and organic channel to market, including warm introductions and meeting participation.
- Warm introductions with stakeholders in key accounts for commercial opportunity, commercial direction, or product review
- Supported and endorsed meetings where the advisor can add team credibility, technical acumen, and company familiarity
Advisor Placement
Connect with priority prospects
Land the talent needed to succeed in this extraordinary work environment. Identify and enroll advisors with first-hand experience that take you forward in new targets, markets and geographies.
- Placement of advisory team and board members
- Sales team leadership & support of industry specific sales veterans
Case Studies
Accessing C-Suite Decision Makers to Update Sales Approach
An American software company utilized MQL Accelerator to land meetings with F500 c-suite level executives, across several roles and industries, who are involved in digital transformation.
The software company was interested in utilizing the meetings to pitch a new virtual and augmented reality solution and gather feedback on their sales approach. In particular, the company was testing a revised go-to-market approach that shifted from user-focused to decision maker-focused. The scope of the meeting included pitching their product, as well as understanding pain points/technology gaps, measures of success, current customer digital journey, and product capability needs of the prospect.
MQL advisors that were formerly from F500 companies in A&D, automotive, and electronics manufacturing were able to make introductions for meetings with contacts in R&D, marketing, and supply chain. One example is a Smart Factory Leader at a major North American auto OEM.
Landing Meetings with Advisor Support
A global advanced textiles business utilized MQL Accelerator to work with an advisor who could setup and support meetings with athletic apparel, equipment, and accessory product manufacturers.
The advanced textiles business was interested in utilizing the meetings to pitch a new textile that could be utilized to improve existing athletic-wear. In addition, since the client relied on a technical sales team, they required additional advisor support including, account planning/coaching, presentation creation, and meeting participation so that the product was presented in the most favorable position. The advisor ended up developing a deep knowledge base of each brand prior to each meeting, including the product mix, in order to identify potential client opportunities.
The MQL advisor was formerly from a major North American fashion house that specializes in ready-to-wear and haute-couture garments. He utilized his industry clout to conduct outreach across a ‘wish-list’ of prospect contacts provided by the client and land the necessary meetings.
Finding the Ideal Manufacturing Partnership
A Japanese chemicals company utilized MQL Accelerator to identify an advisor that would drive efforts for identifying and engaging with potential manufacturing partners.
The chemicals company was interested in working with the advisor to understand current competing products, develop a broad list of companies currently manufacturing PV panels, prioritize companies based on likelihood to partner, and then to approach candidates. The chemicals company also required frequent check-ins to inform the direction of the advisor’s efforts and provide input on applicable decision points. This relationship required a minimal level of travel by the advisor to participate in in-person meetings.
The MQL advisor was formerly c-suite, focused on operations, for a solar energy equipment company located in EMEA.
Do You Have Any Questions? Read Our FAQs Section and Feel Free to Ask
A “sales lead” is any person that is identified as a potential buyer of your solution. Some leads are more valuable than others based on their decision making and influencing abilities. A “warm lead” in the world of MQLA is one that has either been referred by an advisor and has expressed interest in a meeting.
Advisors can set meetings over email or over phone calls. The measure of success is landing the meeting for your team and even better if the meeting leads to a sale. Within the email or phone call our expectation is that the advisor both introduces the product and/or company and asks for time to discuss the product with the lead or other relevant stakeholder(s).
ACV is annual contract value and is the basis in many instances for negotiating compensation. It is equal to the gross revenue of the deal being proposed or sold to a prospect. Although LCV or lifetime contract value is another common metric, MQLA uses ACV since compensation only applies to first year’s revenue.
Following the successful introduction by an advisor to a lead and the closeout of an engagement, including commercial compensation, the client may continue to connect with that lead going forward without the advisor’s participation. However, if the client is interested in continued advisor support, that can be arranged too.
