In episode #115 of the Transform Sales Podcast, host Eddie interviews Brianna Dunbar from Skaled, a consultancy specializing in sales enablement for startups and mid-market companies. Brianna discusses her background in building and selling companies and her role in aiding clients’ revenue growth at Skaled. She highlights Skaled’s success with clients, particularly in optimizing outbound sequences, and the firm’s approach to empowering internal teams. Scaled offers tailored managed service packages, supports a diverse range of clients and provides comprehensive reporting and support in revenue operations, including inbound and outbound sales motions. Brianna advises on the importance of controlled messaging for scaling success.

In case you missed it…. these are the highlights

Would you briefly introduce yourself, Skaled, and how you broke into the Sales Outsourcing Industry?

I’m Brianna Dunbar, the VP of RevOps at Skaled. Skaled is a consultancy firm with over 40 people, specializing in a range of services including revenue operations, strategy work, and revenue growth. We’ve assisted hundreds of companies in enhancing their outbound demand strategies through marketing and sales.

Before joining Skaled, I built and sold two companies, primarily focusing on the marketing side. I joined Skaled over two years ago and immediately fell in love with the company’s culture and mission. We primarily help startups and mid-market companies, offering tailored services to businesses ranging from early-stage to those who have recently raised Series A or B funding, typically with under a thousand employees.

Our approach is unique in that

“We don’t just do the work for our clients; we teach them the strategies they need to succeed. This includes creating content, optimizing sales sequences, and providing enablement coaching.“

We believe in teaching our clients how to fish, rather than just fishing for them. This empowers them to be independent and more successful in the long run.

Skaled offers various managed service packages, including content training, support, automations, reporting, and strategic top-of-the-funnel support. Our packages are flexible and tailored to the specific needs and budgets of our clients, ensuring they get the most value out of our services.

Who are Skaled’s Best-Fit Customers?

Skaled’s best-fit customers are primarily startups and mid-market companies. We excel in working with businesses that range from early-stage to those who have recently raised Series A or B funding. Our ideal clients are typically companies with under a thousand employees who are poised for growth and are looking for expert guidance to establish a solid foundation for success.

Our services are well-suited for companies that are ready to grow their teams and are seeking proven strategies and support to scale their operations efficiently. We offer tailored solutions that are particularly effective for these types of organizations, helping them to optimize their sales and marketing strategies and achieve sustainable growth.

Let’s talk about a Skaled Success Story

One notable success story of Skaled involves our work as one of the biggest implementation specialists and service providers for outreach.io. We handle a range of services including migration, implementation, sequence content creation, optimization, and performance management.

A specific example of our impact can be seen in a case where we helped a client optimize one of their sales sequences. Within a month, this optimization led to the creation of 10 new opportunities by putting over a thousand prospects through the improved sequence. This was a significant improvement for the client, who previously had to put thousands of prospects through their system to generate a single opportunity. Our intervention not only optimized their process but also enabled them to generate new revenue that they weren’t expecting.

This story highlights our approach of not just providing services, but also empowering clients with the tools and strategies they need for continued success. It’s a testament to how Skaled’s expertise in sales enablement and strategic implementation can lead to tangible results for our clients.

What are the Top 3 tips you would give Buyers to increase the probability of achieving the result they want with Skaled?

Here are the top three tips for buyers to increase their chances of achieving desired results with Skaled:

Define Clear Objectives and Expectations: Before engaging with Skaled, it’s crucial to have a clear understanding of your business goals and what you expect to achieve through our services. Whether it’s improving sales processes, enhancing revenue growth, or optimizing marketing strategies, having well-defined objectives will allow us to tailor our approach more effectively to meet your specific needs.
Engage Actively in the Process: Success with Skaled is a two-way street. While we provide the expertise and strategies, the active participation of your team is essential. Engage with our training and coaching sessions, provide feedback, and be open to implementing new strategies and tools. The more involved and committed your team is, the better the outcomes.
Leverage Our Expertise for Custom Solutions: Every business is unique, and a one-size-fits-all approach doesn’t work in sales and marketing. Utilize our expertise to develop custom solutions that fit your specific business context. This might involve customizing sales sequences, developing unique content strategies, or tailoring the sales enablement tools to your specific market and customer base.

By following these tips, buyers can significantly enhance their collaboration with Skaled and increase the likelihood of achieving the impactful results they’re aiming for.