about you, and challenges you might be facing
Marketing and Sales Issues
Marketing and Sales Issues
Marketing and Sales Issues
- Marketing and Sales are disjointed, with some team friction
- Sales are performing OK, but not amazingly
- Patchy results from BD/SDR, promised a lot but didn't deliver
- Top-spending accounts could be at risk
- There's a 'long tail' in your customer base, with some who are high maintenance, poor fit, low profit
- Some customers won, but are they recurring revenue? Are they profitable? Are they buying what you're selling? Can you maintain the expected growth curve?
Scaling Challenges
Marketing and Sales Issues
Marketing and Sales Issues
- It's time to scale, but where, how and why
- Competitors are winning
- Traction is slow, and you're nervous about recurring revenues
- You are stuck on a plateau
- Good team, but planning is short-term, reactive
- Customers aren't buying what you're selling
- Chaos in the organisation, most notably in the Lead Gen/BDR and Sales/Ops and Accounts departments
Investor or Financial Concerns
Investor or Financial Concerns
Investor or Financial Concerns
- Investors want your GTM roadmap and metrics
- Pressure to increase targets
- Lack of structure to deliver on expectations
- KPIs aren't giving useful insights
- Marketing and Sales are not optimised
- ROI is unknown
- Investor/PE expectations are mounting
Organisational Blockages
Investor or Financial Concerns
Investor or Financial Concerns
- Vision and Mission exist, but aren't alive within the team or target audience, what your brand says and what it does is not the same thing (or maybe they exist but aren't written down, understood and alive within the team)
- Energy has waned, and the team culture is compromised. When internal culture is broken, the external culture is too and this affects revenue
grow faster
Upskill your team with the help of an experienced, sales and revenue expert who can provide guidance and advice for growth. Work with me and you will benefit from my expertise in strategic planning, sales processes and growth management, at a fraction of the cost of hiring a full-time employee, whilst you are in the build and growth stage of scaling up.
Another benefit of hiring me is that I work with a portfolio of B2B clients, so I am often innovating solutions to lots of different challenges, and that means a wider range of experience for your business too.
I am an experienced sales and revenue expert with a proven track record of success in helping businesses achieve their goals and reach their full potential, check out my case studies at the bottom of this page.
My experience
- Experience of growing funded Scale-Ups
- 13 Scale-Ups have grown with my help, of which eight are SaaS
- 15 'stressed' businesses positively transformed
- Substantial B2B experience
- 10+ years experience as Fractional Chief Commercial Officer, since 2014
- Board-level leadership skills
- Data-driven strategist
Services
Designed To Grow With You
Working as part of your senior team, I lead the growth journey with research and design of the go-to-market strategy. I specialise in creating alignment to the business plan and effectively connecting marketing to sales, to scale the pipeline, and to engineer all revenue points for growth. Next, we implement the structure, processes and architecture needed to drive revenue performance, long term.
I engage with your delivery teams to ensure efficiency and optimisation. I have an excellent track record with team leadership and personal development of rising stars (...as well as tackling change management and ditching 'because we've always done it this way' thinking).
I'm self-employed, so easy to onboard. As the business grows, it'll eventually become more cost effective to make a FT hire. When that time comes, I'll signpost it and help write the brief to recruit the best talent for your continued growth.
Do We Fit Each Other?
Your confidence can be guaranteed,
before you commit.
You need to feel confident in adding a fractional to your business. so I don't write proposals. Instead, I use that time to offer the first workshop free of charge. This shows us how we work together, and proves whether I am right fit for the problem, the opportunity and your Team's culture.
I work outside IR35 so tax, pension, NI etc. are my responsibility. The day rate short term projects is £1100 . Larger projects offer more competitive pricing.
your call to action :)
data driven case studies
PPE + Workwear, supply and manufacture (B2B)
PPE + Workwear, supply and manufacture (B2B)
PPE + Workwear, supply and manufacture (B2B)
We saw 34% growth year on year through strategy, planning and change management.
Helen helped us by creating a five-stage growth plan, looking at lost and lapsed
clients, as well as ways to grow the revenue from the existing
database, encouraging cross-sell and upsell opportunities. Marketing activity
was specifically designed to drive results against this five-stage plan.
Helen looked at business development and cold business growth and worked closely with the
team to identify a plan of action that covered short, mid and long-term
objectives for growth, and this delivered.
Luxury Bespoke Stone and Tile Supplier (B2B)
PPE + Workwear, supply and manufacture (B2B)
PPE + Workwear, supply and manufacture (B2B)
The strategy we undertook tripled the
qualified sales leads, and halved our marketing costs. in 12 months.
Helen put the science into sales and marketing and worked closely with the sales team to support marketing for sales results.
She looks at ways to increase the efficiency and performance of marketing activity, driving return on investment. Growth was central to the objective.
After researching the marketplace, she built detailed buyer profiles, mapped purchasing habits, and built a go-to-market strategy with an increased brand marketing campaign, identified how to better target buyer types and identify their needs, to raise awareness and drive a higher level of conversion by establishing our core values with buyers. This was complemented with a point of conversion marketing strategy.
T2 Contractor, Construction Sector (B2B)
PPE + Workwear, supply and manufacture (B2B)
T2 Contractor, Construction Sector (B2B)
Helen revolutionised our sales and marketing, I hate to think of where we might be now if we hadn’t done this when we did.
Helen helped us redefine our purpose and matched our branding to meet this, built our website, recruited a marketing assistant, implemented a CRM system and helped build a sales strategy to win.
We have challenges, mostly the ongoing saga of ops versus sales! Helen is a great mediator and solution-finder. We recommend her, people buy from people, and if you find her a good fit then it’s a no-brainer, we get on very well.
Medcomms Publisher (B2B)
Education + Sustainability (B2B and B2C)
T2 Contractor, Construction Sector (B2B)
100% recommend Helen.
We worked with Helen across a variety of projects, the key was updating a major capabilities deck and getting the ‘flow’ of the marketing story correct. This also then led to looking more critically at our website designs and establishing brand identity as well as visitor journey optimisation.
Helen is very personable and has a finely tuned skill set that enables her to really ‘get inside’ a client’s needs - beyond what is in an initial brief, this is then communicated to the team and you end up working with a group of people who understand your goal and action plan.
Any assignment when you are fostering change throughout an organisation is challenging, and this is exactly what we did with Helen, working with her is a partnership approach so the challenges we faced were resolved by working together to explain to key stakeholders why the sea change we were making was necessary for the business.
Automotive, eCommerce (B2B and B2C)
Education + Sustainability (B2B and B2C)
Education + Sustainability (B2B and B2C)
Helen’s calm approach to the chaos was great.
We had a challenging and complicated project we were struggling
to complete, relating to Branding and Website strategy. The situation had become exhausting, and confidence in the project was low. So I contacted Helen. This decision changed my life overnight.
Investment in this project has cost our business dearly to date, yet Helen
identified with my pain completely and swiftly set about researching the
elements of my project to find the most suitable solution and to turn
this chronic situation around and make it a success.
Challenges and complications were swiftly solved, timeframes were set and updates were regular. She constructed a strategic plan to get us on track. Helen’s careful and thoughtful approach is reassuring and the depth of expertise and knowledge that she demonstrates is calming and decisive, she is completely invested from the outset.
Education + Sustainability (B2B and B2C)
Education + Sustainability (B2B and B2C)
Education + Sustainability (B2B and B2C)
Helen is responsive and excellent at drawing out the key issues.
We engaged Helen to help build a strategic approach to improving
our sales and positioning, and to help us develop and implement
a new commercial strategy. We started working with Helen in 2018 and have
worked with her ever since, she’s now one of our NEDs. Helen works with us to think through the strategic issues of how to postilion and market this new product. They showed flexibility and innovation in the process. I would recommend Helen.
Helen helped us create a clear strategy for positioning our products and communicating their benefits. created a clearer idea of our core markets and more focus on our marketing activities. She’s designed a strategic approach to communicating and helped us craft a content strategy.
The marketing activities we undertake are focused and resonate with our values. Helen worked with us on our innovation and helped make it more understandable to different markets.
send me a meme, or maybe ask a question!
useful insights
Copyright © 2024 Helen Forsyth - All Rights Reserved.