Our proven methodology for building a scalable, repeatable and accountable business development machine has been refined through our 20+ years of expertise in the industry.
Below is a glimpse into how we work, and the results our agency partners realize with us.
1. Kick-Off Meeting
In order to best represent you and your agency we want to know what makes you desirable – your team, your culture, where you’ve found success and where you’ve experienced new business hurdles. During our kick-off meeting, we will discuss yoursolution-based sales approach and positioning, identify the target accounts your agency is uniquely qualified to win business from, and create the business development strategy required to get us there.
Your new business director will work alongside our marketing and data support team to get started immediately – typically beginning proactive prospecting in week-two of our engagement. We’re told that no other program is in-market more effectively, or faster than Catapult.
Learn more about our typical partner roadmap >
2. Data Support
Once we’ve established key new business target types, our data team begins the process of identifying deep, accurate prospecting lists to support our sales and marketing outreach. During this time we will incorporate your team for a short review process, ensuring duplicate efforts are not being made and that we’re on target with your ‘ideal customer accounts and key decision-makers.’
For those targeting national advertisers, you’ll have access to our sibling brand, Winmo – a sales intelligence platform that provides accurate, targeted decision-maker details and agency/brand relationships.
3. Marketing Support
Once we’ve finalized your prospecting lists, our marketing team begins working with your new business director on creating and implementing an effective content and digital marketing program to support prospecting outreach. Having this extra support enables our sales directors to spend more time doing what they do best – identifying new business opportunities and selling.
Depending on your specific needs, our clients have the option to leverage our marketing team to setup a custom technology stack including CRM and marketing automation, along with additional content creation – all supplementary resources to help fuel your new business outreach.
4. Qualified Opportunities
Time is valuable, and we don’t want to pass you anything that isn’t worth closing. With our new revenue goals aligned from the initial kick-off meeting, and through effective sales outreach to the right type of prospects, at this stage we are surfacing, at minimum, two qualified opportunities each month. Each opportunity we pass to your team is accompanied with a comprehensive brief, giving you a complete look into the issue, impact and importance identified throughout the sales conversation.
We’re told by our clients that we create and deliver the most comprehensive and timely opportunity briefings, pre-and-post meeting strategy sessions, as well as the most detailed and actionable weekly progress reports in the industry.
5. Closed Business
We’re successful if you’re successful. That’s why we work alongside you each step of the way to ensure our qualified opportunities result in new business for your agency, and that you’re equipped to grow that business over the first 12-months.
Learn more about our expected outcomes >