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 your solution-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, we begin the process of identifying deep, accurate prospecting lists to support our sales 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. Sales Outreach
Once we’ve confirmed your target audience your new business director will begin their 1-1 sales outreach. Leveraging your agency’s content, use cases and success stories we create compelling email cadences and talk scripts that help us identify true opportunities that can continue to be nurtured and eventually passed to you.
Our team is equipped with a full sales tech stack that allows them to easily send communications and also meticulously track the progress of key accounts through the pipeline – all supplementary resources included in our partnership.
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, we are looking to surface late stage, qualified opportunities. 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 >