Fractional VP Support

What problem do we solve?

Whether you're between VPs, or scaling up but not yet ready for a full-time VP of Sales, we provide interim sales leadership to keep your team on track during these critical transitions. We make sure your sales team stays focused, supported, and productive. We own the task of managing day-to-day sales operations and management, driving pipeline execution, and preparing your team for a full-time VP of Sales.

How do we solve it?

We get in the weeds with your team, focusing on the following core areas to drive and accelerate positive outcomes:

1. Deal Support:

   • Work weekly with each rep to strategize and execute on advancing high-priority deals for the week

   • Bottoms-up review of all active deals, collaborating with rep to prepare for upcoming meetings

   • Provide strategies and tactics tailored to each deal, including ghostwriting scripts, talking points, and follow-up emails

   • Forecast trending deals to leadership, highlighting potential risks and opportunities

2. Seller 1:1 Training:

   • Ongoing development tailored to each rep’s needs

   • Review calls, provide feedback, and reinforce skills like discovery and qualification, storytelling, demoing, negotiation, etc.

   • Build and deliver training on best practices, ensuring consistency in how reps approach their business and craft

3. Pipeline Support:

   • Hold and facilitate weekly pipeline meeting

   • Inspection of deals, going bottom up with each rep 

   • Poking holes to identify areas of risk and ensuring there is a next step

   • Responsible for putting together the forecast and commits for the business

   • Owning the “pipeline commit” as if it was our number, because it is our number

4. Leadership Sync:

   • Provide detailed readout on revenue performance across the team

   • Report on pipeline health, coverage, areas of risk, etc.

   • Report on team performance, quota attainment, individual improvements, etc.

   • Report on sales execution, strategy, what’s working, what's not working, experiments the team is working on

   • Challenges and risks with the team, process and deals

   • Planning for growth, headcount, and more

5. Hiring Support:

   • Support in the recruiting, hiring, onboarding, and hand-off of the team to full-time VP of Sales

What impact do we have?

Baku stepped in and immediately refined and improved the sellers and our sales process. Their approach quickly identified our core issues:

• Our sales reps were inconsistent in deal progression and deal control

• We didn’t have a clear, repeatable process for the pipeline meeting

• Deals were stalling and failing to convert from initial call to free trial 

• Deals were stalling and failing to convert from free trial pricing proposal, to closed won

Baku provided tailored support:

• Their initial GTM Insights Report validated a lot of the anecdotal suspicions I had about what was going on, but showed me the data to get me to conviction, with a plan to fix quickly. 

• They worked 1:1 with each rep, strategizing on high-priority deals and providing hands-on support for deal execution.

• They led weekly pipeline reviews, identifying risks and ensuring all deals had clear next steps.

• They trained our reps, focusing on critical skills like discovery, storytelling, and negotiation.

Within six months, we saw significant improvements:

• We went from 400k to 2MM in ARR in under 6 months

• We improved the demo meeting held to pilot stage conversion rate by 20%

• Win rates increased across the board

• They helped us recruit, hire, and onboard our current VP of Sales