Pointer needs to understand exactly what you want to achieve. Getting this understanding will allow us to deliver ‘on point’. This is achieved through initial discovery and strategy sessions. Pointer will prepare a presentation outlining how we plan to achieve your objectives. Pointer is not for everyone. We need to make sure the metrics stack up and we need to be confident we can achieve a great ROI for you. If you like what you see, we will build a full project plan for your final approval.
Are you only remote?
No, we can work remotely or in person. Depending on your location, our team can even join your team meetings at your office. Our staff are mostly based in Melbourne but we are a remote first agency.
How many people will be on my team?
Most clients will have 3-6 of our staff "on their team". This all depends on the services being provided to you. Large accounts will have a full suite of staff on hand (pro rata) These could include an Account Manager, Sales Development Representative , Copywriter, Digital Marketers, Lead Researcher, Reporting/Sales Intelligence and sales trainers. Most customers have a dedicated Sales Development rep, with the rest of the team adding value as needed.
Can I contact my team?
For sure! Your entire team will be available to you as needed. Via phone, chat, and on our shared task board and Slack. Our team works as an extension of yours. We feel more like a remote employee than a contracted service
02. Sales Enablement
What is sales enablement?
The process of empowering your sales team with all the tools and resources they need to close deals. Whatever makes it easier to sell. Brochures, online content, scripts, crafted emails, information, technology, through to sales flow, dashboards and sales support.
What’s a sales sequence?
Sales sequencing is setting a playbook with different touch points (ways to engage the prospect) and the timing between those touch points. For most people, making decisions is not easy. They take time to consider, reflect, and question their decisions.. Being present during this process is important. A good sequence, injects you into this process in the right way at the right time.
What kind of collateral can be made?
This is limited by your imagination. Our in house team can do anything digital. writing and designing brochures, crafting templated emails that sell, websites, landing pages, EDM, social posts and more. We can also help coordinate external resources such as printers, corporate gifts etc. If something is outside our scope, we will always be upfront and honest letting you know that we can manage the outsourcing for you, or let you take the reign yourself.
How does Pointer handle handovers?
Pointer is an extension of your team? We ensure that any and all information or context gained in the process of prospecting for you is handed over to your team members. We have perfected the Sales Development Rep / Account Executive hand over process.
03. Sales Management
How do I brief your team?
The same way you would brief a new hire to your company. Onboarding and learning is key for our staff to perform as a high functioning member of your team.
How do I keep track on progress?
We keep you in the loop every step of the way. If you have a compatible system, we can feed updates from our CRM (Salesforce) directly into yours. Alternatively, we use integrations tools such as Trello, Gsuite, Airtable, Chats, and good old fashion phone, emails and in person meetings to give you constant oversight.
How does the Pointer team and my management integrate?
Your Account Manager will integrate directly into your team. They can join your weekly meetings to give insight into how the Pointer Sales Team is tracking, get and give feedback and in general, be a team player. If there are other important strategy sessions, they are there too. Think of your Pointer Account Manager as a remote sales manager within your team.
Do you insist on a CRM?
A CRM can help you do things better, but ultimately, sales is not about what goes into the computer, its about affecting people's decisions and directing them to purchase your product or service. Our systems can work on nothing more than spreadsheet. The right CRM just makes it easier, and might add certain capabilities that would otherwise not be possible. We do offer the service for your sales team to work on our state of the art CRM infrastructure. Our systems are set up to allow you to run your sales according to our best practice. Automated reporting, sales oversight and more is baked in.
04. Content marketing
What content do you work with?
You need content to carry your message to your prospects. All forms of content can be useful in this regard. For outbound, a good slide deck and information brochure are critical. For inbound marketing, social media posts, long copy blog posts, white-papers, explainer videos, branding videos, websites, landing pages and more all have their place. We work with you to get the right mix to fill the top of your funnel.
What programs do you use for design and web development?
We use them all. From the professional Adobe suite to the quick and beautifully simple Canva. Importantly, we insist that you always own the assets we create. We wont just give you a low res file, but deliver the high res raw file. For web development we use Webflow, Wordpress, Wix and Squarespace. Each has its benefits. We have our preferences, but will recommend what is best for you based on your needs, future plans and budget.
What social media sites do you manage?
We directly manage Linkedin, Facebook and Instagram. We can create content for any other social platform such as Youtube, Pinterest, TikTok etc. If you need a large presence across all platforms, we may recommend a partner agency that specialises in these channels.
Do you have any discounts for students?
A successful marketing plan relies heavily on the pulling-power of advertising copy. Writing result-oriented ad copy is difficult, as it must appeal to, entice, and convince consumers to take action. There is no magic formula to write perfect ad copy.
What if I need to pause operations?
No problem. Unless you specifically requested a longer contract, all of our packages are monthly. We do however ask for a months notice period as we make resource allocations an a monthly basis.
What if we need a short term boost?
Again, very doable. If we have the resources available, we can boost your services instantly. If you know in advance you will need a boost (for a busy season) that too is easy. It does however take time to onboard staff to a new team, and so we may need a month should we not have immediate resources available.
What forms of payment do you accept?
We accept all major credit cards, EFT, and our loyal customers are charged monthly in arrears.
Do you have any discounts?
We do not offer discounted services. However, there are many levers we can pull on the bring costs inline with your budget. We offer fractional services, partial services and even pay for performance models. So you can rest assured that you can always get bang for your buck.
Pay per month or pay per meeting?
Pointer offers both models. Most of our clients prefer paying a fixed fee per month as it allows them to better budget, and guarantee the correct level of service.
What is the cost per lead or the price per appointment set?
During our Proof of Concept period the exact acquisition costs are established. Typically the amount of meetings achievable in a given period depend on your target market, industry, average customer value and many other factors. So for the same fee, some clients can get 60 meetings in a month, and others 12.
Given our experience, we are able to give you a good indication of costs and even fix a price for the first 3 months.