Sales & GTM Strategy
Sales & GTM Strategy

Credibility Selling

Do not let your competition define you. Take the lead with smart go to market messaging that puts your competitors on notice.

Zenaciti has a proven track record of building successful sales and go-to-market (GTM) programs. Our methods are based upon decades of selling complex security services and solutions to the toughest customers. 

Some of the things we can do for you: 

  • Develop messaging and marketing content that attracts customers
  • Coach sales teams on how to demonstrate credibility and built customer confidence
  • Build a sales playbook that enables sales teams to close more deals
  • Develop a partner strategy that elevates your brand
  • Research competitors and market conditions
  • Develop a pricing strategy that maximizes profit
  • Develop proposal and quote templates
  • Design a sales compensation plan to incentivize people and deliver maximum revenue

If you are a company who wants to get more sales, we have answers. 

Credibility Selling by Andrew Plato, in bookstores soon

Sample Project - Sales incentive plan

A security services company engaged Zenaciti to complete a comprehensive review of their GTM efforts and sales compensation plan. 

Here are the services completed for this client: 

Go-To-Market Strategy Assessment

Zenaciti analyzed Client’s current Go-To-Market (GTM) efforts:

  • Review on-line content, including videos and blogs
  • Meet with sales, finance, marketing, leadership, and customer success teams to gather insights, feedback, and concerns
  • Observe current sales team in prospective customer meetings
  • Observe customer success team in customer meetings
  • Review current sales content (playbooks, competitor analysis, price lists, etc.)
  • Analyze current pricing model
  • Meet with current customers to gather insights

Sales Compensation Plan Development

Zenaciti analyzed Client’s current Sales Compensation plan and suggested improvements. 

  • Review current plan
  • Meet with finance staff to understand current sales expectations and requirements
  • Meet with sales staff to gather feedback and insights
  • Draft a new Sales Compensation Plan based on feedback
  • Collaborate with Sales Manager and CFO to refine and update Compensation Plan as necessary

Sample Sales Compensation Plan

Results of this Project

  • Credibility-centric sales model adopted that placed expertise “up-front” in early meetings with prospects 
  • Strategy increased sales 22% YOY 
  • New messaging attracted 20 new prospects for higher margin services
  • Salespeople commissions increased 7%
  • Company was able to attract new partner
  • Profitability increased 12% 

Why Zenaciti

CAPTIVATING

Zenaciti can help refine your vision into a message that grabs attention

EXPERIENCED

Hands-on sales and marketing experience in cybersecurity

PROVEN

Zenaciti has built a startup from nothing.We know what works

SUCCESS STORIES

STRATEGIC PLAN

Managed Security

Zenaciti assisted a small MSSP with a pitch-deck and investor introductions. Company raised $3M in Series A funding. 

FUNDRAISING

Quantum Security

Zenaciti provided research and analysis to innovative company working with quantum encryption.

SALES

Security Services

Developed new GTM strategy and wrote new sales compensation plan for a security services company.

STRATEGY

Automated Moving Target Defense

Helped innovative company with product, go-to-market, and fundraising strategy. Authored blog content for website.