Please review the most recent updates made to our processes and deliverables.

These updates are also shared on our monthly newsletter, and posted inside the Peer-to-Peer channel in Microsoft Teams.

 

Buyer Persona Offering (October, 2023)

We have finalized the Buyer Persona package as a stand-alone product to sell as an offering/entice potential clients towards a full engagement.​ The scope of work includes 5 buyer interviews + built out Buyer Personas + workshop, and the resources offered to the CMOs are as follows:

CMOs to Hold Qualified Introductions with Cold Leads (September, 2023)

For the CMOs who agreed to taking intro meetings with cold leads scheduled by our PDS Team, the process will be the following:

Upon receiving notice of a new lead, the PDS Team will:

  • Handle the initial lead research and pre-qualify the lead.
  • Choose a CMO from the list prioritizing industry expertise match.
  • Book the meeting and send the lead’s information to the CMO.

The CMOs are expected to:

  • Maintain up-to-date Outlook calendars for scheduling at all times.
  • Accept intro call invitations promptly.
  • Notify PDS team in advance of scheduling changes.
  • Keep PDS team and Marketing Manager informed of lead correspondence.
  • Add any updates to our CRM, using the Notes and Tasks features.

Notes:

  • Qualified Introductions are simply a high-level introduction of yorCMO including a look into our process and benefits of working with a Fractional CMO with the goal of learning more about the lead and determining if there is a fit.
  • The CMO taking the intro meeting may or may not be a fit for the cold lead, and the CMO is expected to inform the meeting outcome to the PDS Team in case CMO reassignment is needed.
  • All qualified introductions will be set up by the PDS Team using the internal yorCMO Zoom account. The PDS Team will ensure the CMO has access and all host capabilities prior to the meeting.

Sample Agenda for Qualified Introductions:

  • Brief Introductions.
  • Learn about your business and your marketing needs.
  • Share an overview of yorCMO and what we do.
  • Determine if there is mutual interest to schedule a discovery call.

For reference, please review this sample Qualified Introduction with a cold lead and this sales step process in Bob.

Proposal Deck Slides Updates (September, 2023)

The following slides have already been added/updated in each CMO’s Proposal Decks inside the individual CMO Microsoft Teams.

  • What We Reviewed: Provides the prospective client with a thorough synopsis of the preparations we undertook in anticipation of our upcoming call with them.
  • The Multiplier Effect: It illustrates that when working with yorCMO, clients don’t just get a CMO; they gain access to an entire team to collaborate with.​ It is complemented with the slides Fractional Expertise (specific for each CMO), Peer Network, and Support Team.
Scope Alignment Meeting - Sales Step #3 (September, 2023)

We are incorporating a new step in our sales process as an additional touchpoint with our leads prior to the proposal presentation, that will allow the CMOs to take a more tailored approach to their clients’ needs.

The Scope Alignment meeting serves as a pivotal step in establishing a clear understanding of the engagement’s objectives, roles, and responsibilities, and is held between the Discovery Conversation and the Proposal Presentation.​

The primary goal of this call is to ensure that both parties are on the same page regarding the scope of work that will be presented on the proposal, and desired outcomes for the partnership.​

Scorecard Update (September, 2023)

To simplify the process of requesting information from our CMOs, and unify our asks into a single touchpoint, we will remove our Weekly CMO Activity Form and go back to our traditional scorecard format.

This spreadsheet (which lives on the yorCMO Perfect Practice channel – Files tab, and was also added as a tab inside your individual CMO team) contains ALL metrics needed by our internal team and will be the only request you will receive every Friday morning through an automated email.

Your coordinator (if you have one or more clients) or Klarissa, our Business Development Executive (if you do not have a client) will also help us get your information added on a weekly basis. We appreciate your support on bringing our Scorekeeping Matters core value to life!

Quarterly Summary Deck (July, 2023)

Purpose: Provide a detailed outline of the previous quarter results to the client; kicking off the next Quarterly Action Session. This provides a clear deliverable to the client showcasing the results and efforts made from the previous 90-Day Rocks and Action Items.

Resources: