FAQs
What industries does ScaleSales specialize in?
Primarily B2B SaaS and tech-enabled services, but we also work with data, fintech, and professional-services firms that sell high-value offerings and need scalable revenue systems.
At what company stage should we engage ScaleSales?
From Seed to late-Series B or “mature bootstrapped”—basically once you’ve found product-market fit and need repeatable pipeline growth without hiring a full in-house GTM team.
How does the Fractional VP of Sales model differ from Interim CRO?
A Fractional VP focuses on day-to-day sales management; an Interim CRO owns the full revenue engine (Marketing, Sales, CS) and typically reports to the CEO or Board.
What is included in a Go-to-Market (GTM) roadmap?
ICP refinement, positioning, channel mix, 90-day sprint plan, 12-month milestone map, resource plan, and KPI scorecard.
How long does a GTM roadmap project take?
Usually four weeks from kickoff to board-ready deliverable.
What KPIs form the backbone of your RevOps architecture?
Pipeline Coverage, Win Rate, Sales Cycle, ACV/ARR, Gross Logo Retention, Net Revenue Retention, and CAC Payback.
Can you audit and redesign our current tech stack?
Yes—typical audits cover CRM, marketing automation, sales engagement, data enrichment, BI, and support tools, with a gap analysis and phased integration plan.
Do you implement CRMs or just advise?
We both advise and execute—configuring, migrating, and automating in HubSpot, Salesforce, Zoho, and other platforms.
How fast can you spin up SDR-as-a-Service?
Two to three weeks: discovery, messaging, data build, sequence setup, then go-live.
What outreach channels do your SDRs use?
Cold email, cold calling, LinkedIn sequencing, and—where ROI justifies—direct mail or personalized gifting.
What makes your ABM/ABS programs effective?
Intent-data targeting, message mapping to buying committees, multi-threaded SDR follow-up, and closed-loop attribution.
Can you run webinar programs end-to-end?
Yes—we handle topic ideation, landing pages, promotion sequences, moderator prep, and post-event follow-up cadences.
What’s in a ScaleSales sales playbook?
Stage definitions, qualification rubric (e.g., MEDDPICC), persona talk tracks, objection scripts, and SLA hand-offs.
How often do you refresh sales playbooks?
Quarterly, or immediately if product positioning or ICP changes.
Which AI tools do you typically deploy?
Conversational chatbots, call-recap summarizers, predictive health scores, and generative email-draft assistants—platform-agnostic.
Can you train our reps on AI usage?
Absolutely—training modules cover prompt design, ethical AI guidelines, and workflow automation tips.
How is ongoing coaching delivered?
Weekly live call reviews, asynchronous micro-learning videos, and manager one-on-ones.
What is your approach to quota setting?
We model TAM, historical conversion, and ramp to create balanced territories and quotas with 65–70 % expected attainment floor.
Do you design compensation plans?
Yes—we align variable comp with company goals, ensuring on-target earnings are both motivating and financially sustainable.
How do you reduce churn?
By building health-score models, proactive CS playbooks, and “save” workflows that trigger before renewal risk escalates.
What’s involved in customer onboarding design?
Milestone mapping, automated comms, time-to-first-value metrics, and implementation project plans.
How do you structure upsell/cross-sell motions?
We segment customers by maturity, map expansion paths, and embed plays into QBRs and CS cadences.
Can you build partner-sales programs?
Yes—program design includes partner tiers, enablement kits, joint marketing assets, and deal-registration flows.
How do Voice-of-Customer (VoC) loops work?
We capture feedback via surveys, interviews, and usage analytics, then route insights to Product and Marketing for continuous improvement.
What reporting cadence can we expect?
Weekly tactical syncs and monthly executive reviews—plus 24/7 access to live dashboards.
How is project success measured?
Against the KPI scorecard defined at kickoff—typically pipeline value, SQL count, win rate, and retention metrics.
How are engagements priced?
Fixed-fee for projects; monthly retainer plus outcome bonus for ongoing programs.
Is there a minimum contract length?
Projects start at one month; retainers usually require a three-month commitment for meaningful impact.
Do you work on a revenue-share basis?
For select startups we’ll consider a lower retainer plus success fee—but only after diligence shows data transparency and execution readiness.
What onboarding materials will you need from us?
Access to CRM, marketing automation, historical reports, ICP docs, customer interviews, and existing playbooks.
How quickly will we see results?
Early leading indicators (opens, meetings booked) within 3–4 weeks; closed-won lift typically within one or two sales cycles.
Do you require an NDA?
Yes—mutual NDAs are standard to protect both parties’ data and IP.
Where is your team located?
We’re a US-led distributed team with consultants in North America and EMEA, enabling near-round-the-clock coverage.
How many clients do you work with at once?
Each consultant caps active accounts to maintain focus—Fractional execs: 3–4; Project leads: 2–3.
Can you align with our existing agency partners?
Definitely—we frequently collaborate with branding, paid-media, and product-marketing agencies to ensure seamless GTM execution.
Are your SDRs dedicated or pooled?
Dedicated SDRs for ACV ≥ \$15 k; for lower ACV, we can offer a hybrid pooled model to control cost.
Do you support international expansion?
Yes—GTM roadmaps can include localization, regional compliance checks, and partner-channel strategies.
How do you protect our sending reputation in outbound?
Warmup protocols, domain segmentation, deliverability monitoring, and opt-out compliance baked into every sequence.
Can you help design pricing experiments?
Yes—we run A/B or multivariate testing across SKUs, tiers, and billing terms, analyzing conversion and ARR lift.
What sales methodologies do you teach?
MEDDPICC, Challenger, SPIN, or a hybrid—adapted to your buying process and deal complexity.
How do you handle data cleanliness?
Initial dedupe and enrichment pass, ongoing hygiene rules, and automated validation workflows in your CRM.
What if our CRM is a mess?
No problem—we offer a “CRM Clean-Start” sprint: audit, rebuild, migrate, and train.
Can you integrate marketing automation with product usage data?
Absolutely—typical stacks involve Segment, Heap, or RudderStack feeding events into HubSpot or Marketo for usage-based nurturing.
Do you help create content for nurturing?
Yes—blog posts, whitepapers, case studies, email drips, and webinar decks mapped to buyer journeys.
How do you ensure messaging stays on-brand?
We start with your brand guidelines, run voice-of-customer interviews, and get all copy approved before launch.
What security standards do you follow?
GDPR and CCPA compliance; data access is role-based, and we can sign DPA or SOC2 addenda if required.
Can you train our Customer Success team?
Yes—modules cover onboarding best practices, QBR execution, expansion selling, and churn-handling techniques.
How are hand-offs managed between Marketing, Sales, and CS?
We implement SLAs with clear exit/entry criteria, automated notifications, and shared dashboards.
Do you provide board-level reporting?
Yes—Interim CROs prepare board decks and present quarterly with insights and next-step recommendations.
How do we kick off an engagement?
Book a discovery call → mutual NDA → scoping workshop → proposal within 48 hours → contract, then kickoff call within one week.
Still have questions? Reach out at hello@scalesales.com and we’ll respond within one business day.
