B2B Sales Growth & Revenue Operations Support for UK SMEs

This is one of the most common challenges we see with SMEs—pipeline appears strong, but revenue remains inconsistent. The root cause is almost always in the gap between ACTIVITY and PROCESS DISCIPLINE.
Your sales team is busy (calls made, meetings held, proposals sent), but without systematic qualification criteria, half the pipeline is filled with prospects who will never close. They may lack budget authority, have no defined timeline, or aren't experiencing genuine pain your solution solves. This creates the illusion of progress while deals stall indefinitely.

THE SOLUTION REQUIRES THREE CRITICAL FIXES:

FIRST: Implement rigorous qualification frameworks like BANT (Budget, Authority, Need, Timing) or MEDDIC. We work with your team to define clear "go/no-go" criteria for opportunities. This means some prospects get disqualified early—which feels uncomfortable but actually improves win rates by 25-40% because your team focuses only on deals they can actually close.

SECOND: Establish stage-specific exit criteria for your sales process. Too many deals drift in pipeline limbo because there's no clear definition of what must happen to progress to the next stage. We help you define specific, objective criteria (not just "had a good conversation") that must be met before advancing opportunities.

THIRD: Implement CRM discipline and pipeline hygiene. When we audit client CRMs, we typically find 30-50% of pipeline is "dead"—old opportunities that will never close but haven't been marked lost. This distorts forecasts and wastes sales time on follow-ups that will never yield results.

Our Sales Enablement & RevOps Support program addresses all three issues in a 60-90 day project-managed engagement. Clients typically see 30-45% improvement in forecast accuracy within 90 days and 25-35% increase in conversion rates within 6 months—not because they're working harder, but because they're focusing effort on the right opportunities with the right process.

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Investment varies significantly based on your current situation, goals, and scope of services required. However, here's a realistic breakdown of typical costs for SMEs implementing comprehensive sales growth programs:

FOUNDATION PACKAGE: £3,000-£8,000 one-time + £2,000-£4,000 monthly
Suitable for companies with £500K-£2M revenue seeking structured sales process and lead generation support. Includes:
● Sales audit and process design (£3,000-£5,000 one-time)
● CRM implementation and configuration (£3,000-£8,000 one-time depending on platform)
● Monthly lead generation and appointment setting (£2,000-£4,000 ongoing)
● Basic sales enablement materials

GROWTH PACKAGE: £8,000-£15,000 one-time + £5,000-£8,000 monthly
For companies £2M-£10M revenue with established sales teams needing optimization and scale.
Includes everything in Foundation plus:
● Comprehensive sales enablement and RevOps setup
● Advanced CRM customization with automation and integrations
● Dedicated lead generation (30-50 qualified appointments monthly)
● Sales team training and coaching programs
● Monthly performance reviews and optimization

ENTERPRISE PACKAGE: £15,000-£40,000 one-time + £10,000-£20,000 monthly
For companies £10M+ revenue or those requiring full outsourced sales department. Includes everything in Growth plus:
● Full outsourced sales team (multiple reps and coordinator)
● International market entry support
● Complex multi-stakeholder sales process design
● Executive-level sales leadership and strategy
● Custom integrations and advanced analytics

WHAT ROI SHOULD YOU EXPECT?
The critical question isn't what it costs, but what return it generates.
Based on our client portfolio analysis:
● Typical payback period is 6-9 months for comprehensive programs
● First-year ROI ranges from 200-500% depending on average deal size and close rates
● Clients typically see 25-40% improvement in conversion rates
● 30-50% reduction in sales cycle length
● 3-5x increase in qualified sales appointments

EXAMPLE: A client investing £60,000 annually (£5,000/month) typically generates £180,000-£300,000 in additional revenue in year one, with the system becoming increasingly efficient in years two and three as processes mature and teams adopt best practices fully.

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This decision depends on your growth stage, budget, product complexity, and timeline for results. Both approaches have merits, and many successful companies use a hybrid model.

CHOOSE OUTSOURCED SALES IF YOU NEED:
● RAPID RESULTS (within 60-90 days): Hiring, onboarding, and ramping in-house sales takes 4-6 months minimum. Outsourced teams can launch campaigns within 2-3 weeks.
● LOWER UPFRONT INVESTMENT: A single sales representative costs £45,000-£65,000 annually (salary, benefits, tools, training, management overhead). Outsourced services typically range £2,000-£10,000 monthly, providing flexibility to scale up or down based on results.
● PROVEN PROCESSES FROM DAY ONE: Experienced agencies bring established methodologies, tech stack, and best practices from hundreds of client engagements across industries.
● TESTING NEW MARKETS OR PRODUCTS: Before committing to full-time headcount, outsourcing lets you validate market fit and demand with lower risk.
CHOOSE IN-HOUSE SALES IF YOU HAVE:
● COMPLEX PRODUCTS REQUIRING DEEP EXPERTISE: If your solution needs 6+ months to fully understand, in-house teams can develop this mastery. Outsourced teams excel at solutions they can learn in 2-4 weeks.
● BUDGET FOR 3+ SALES REPS: Building a sales team becomes cost-effective at scale. One or two reps is expensive and risky (what if they leave?). Three to five provides economies of scale and knowledge redundancy.
● DEDICATED MANAGEMENT CAPACITY: Sales teams need coaching, pipeline reviews, and performance management. This requires at minimum 10-15 hours weekly from leadership, ideally a full-time sales manager at 5+ reps.
● LONG SALES CYCLES (9+ months): Complex enterprise sales involving 6-12 month cycles benefit from dedicated account ownership and relationship continuity that in-house teams provide.

OUR RECOMMENDED HYBRID APPROACH:
Many of our most successful clients follow this progression:
MONTHS 1-6: Partner with us for outsourced sales to generate immediate pipeline, validate messaging and positioning, establish baseline processes and KPIs, and prove that investment in sales can drive ROI.
MONTHS 6-12: Add 1-2 in-house reps to work alongside our team, focusing on highest-value accounts or most complex products, while our team continues volume work and new market testing.
YEAR 2+: Build 3-5 person in-house team as primary engine, retaining us for overflow capacity, campaign work, or new market entry projects.

This approach gives you the best of both worlds: immediate results and proven processes from outsourcing, while building internal capability and control over time without the risk of premature hiring.

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