Onboarding timeline and data processing
Requirements to make discovery & implementation successful:
Intro to Your Martal Team
Day 1 - 14
Within two weeks of onboarding, emails for outbound campaigns will be created, warmed up, and ready
to launch if your target market resides in the US or LATAM regions. Because of
regulatory restrictions, campaigns targeting prospects in Canada, the EU, and the UK will
require a marketing opt-in list before creating emails.
When it comes to domain setup and management, you have three options outlined below. To ensure onboarding is completed on schedule, please select your preference within 48 hours of your contract start date.
Through this done-for-you process, our IT team purchases new domains related to your business name — forwarded to your primary domain for consistency. Each sales executive will receive emails for the branded domains and engage prospects as a member of your company. With our email deliverability specialist fully managing and monitoring the reputation, we can optimize open rates by proactively prepping and replacing domains as the need arises. If we part ways, Martal will transfer ownership of all active domains to your company.
As an alternative to the branded domains, Martal domains still frees you from the hassle of email setup and maintenance while positioning our sales executives as a partner conducting market research on behalf of your company. While the representation is different, the goal of nurturing leads and setting qualified appointments stays the same.
If your company prefers to maintain the domains internally, Martal will assist your IT team in setting up DNS records for outbound outreach and integrating emails into Martal’s CRM system. However, this process often takes longer than 14 days and can hamper our ability to monitor domain health and email deliverability properly.
Domains or subdomains will be obtained, and email addresses will be set up for Martal’s sales executives based on your selected preference. In addition, emails will be warm-up for three to five days, integrated with our CRM, and assigned to the approved campaign sequences.
Objective: Before campaigns launch, we will collaborate with your team to ensure vital lead generation data such as prospect information, scheduled meetings, and unsubscribes flow smoothly between Martal and your company while minimizing integration with your systems.
Deliverables: To eliminate the risk of contacting previously unsubscribed prospects, we will need a CSV copy of your do not contact (DNC) list forwarded to our head of IT. This list will be uploaded to Martal’s SMTP servers to block outreach to those individuals. You will also receive access to a password-protected prospect report hosted on a cloud server updated in real-time. You can sync your prospect report to your CRM to conveniently review detailed information about marketing-qualified leads (MQLs), sales-qualified leads (SQLs), and upcoming appointments while keeping your unsubscribe list up-to-date.
Data Processing Diagram
See how our data processing method keeps your information secure and clean while curating and managing lead lists
Day 1 - 2
(Essential for optimal performance)
Objective: The initial discovery phase is where we get to know everything about your company and how it stands out in the market. Without this comprehensive overview, your campaign performance may suffer. The Martal team will refer to this documentation as a way to craft and optimize your sales strategy.
Deliverables: We’ll send you an onboarding Q&A. After completion, your Martal team will transform this information into a personalized sales strategy for your company. To stay on schedule, submit your Q&A within 48 hours.
Origin Story: Tell us your company journey to help us resonate with your prospects’ problems and position your solution in a meaningful way.
Competitive Differentiators: Pinpoint where your company stands apart from its competitors in your market.
Account Verticals: Let us know how different industries adapt your solution to their needs so we can create targeted, value-first campaigns.
Ideal Client Profiles: Describe your ideal clients’ demographics, and we’ll search our database for the leads who are right for your company.
Buyer Personas: Dig deeper into your ideal clients’ goals and desires so we can create personalized messaging.
Booking Procedure: We’ll set guidelines specific to your scheduling preferences to streamline the booking process.
Domain Setup: Coordinate with our internal deliverability team to ensure campaigns are compliant with CAN-SPAM and launched on time.
Sales Collateral: Provide us with your top-converting materials so we can study your brand’s messaging and deliver valuable assets to prospects.
General questions / Verticals / Value Prop
General overview of your company services
How would be the your company elevator pitch?
How long has your company been around?
How many people are on the Sales team, and do customers get a dedicated Account Manager?
How many customers does your company have, and who are some of the biggest ones?
What is the average ARR?
Who are your company main competitors?
What does your company do differently than its competitors?
How long is your average sales cycle?
We shouldn’t aim for channel partnerships, our goal is creating a funnel for direct sales, right?
From when a customer signs up, how long does it take for them to be live?
Do you have a one-page PDF that can be sent out?
Does your company have a pre-recorded demo (or lengthier videos)?
What is the ideal customer target for your company?
What kind of outbound + inbound lead generation work has your company done to date?
What are the most common customer objections and how does your company overcome them?
What kind of companies are you targeting? (company type, tech. installed)?
What geography, employee count, and revenue size are typical thresholds for your company prospects?
What titles should we ideally target? (Title keywords, departments, job description)
If a client was searching for a your company type solution, what are the top keywords they'd be using to search?
Can you share outbound email templates that you have created in the past?
What is the primary motivation for companies to talk to your company ?
Any free plans? Free pilots?
How long is the typical contract term? Is it month-to-month, or is there a committment?
Are there companies that are too small to be clients?
Day 3 - 5
Meet Your Martal Team
Objective: Your SOM will schedule a meeting to discuss the discovery material. During this call, you’ll dive into strategies, value propositions, messaging, and campaign structure.
Deliverables: Weekly call with the Martal team will be coordinated and scheduled.
Research and Drafting
Objective: At this point, the Martal team is ready to develop your sales strategy and build out multichannel campaigns. Over the new few days, the SEs will study your website, discovery questionnaire, and sales collateral.
Deliverables: SEs will outline the optimal campaign strategy by researching ICPs and prospect pool size. A volume-based strategy is best for large lead lists with thousands of prospects. For smaller lists, we’ll focus on an ABM approach with customized messaging and additional touchpoints to hundreds of prospects each month.
Assigning fractional sales team that will invest up-to 20 hours learning, strategizing, and finalizing your marketing campaign collateral
First few days — defining ideal lead profiles and KPIs, service positioning Q&A, drafting Campaign Call Scripts
Day 6 - 7
Email Setup and Warmup Process
Objective: Achieving optimal email open and response rates hinge on proper domain configuration and maintenance. That’s why we have a deliverability expert who manages the domain records and warms up emails for the SEs.
Deliverables: Domains and email addresses for the outbound email campaigns.
Day 8 - 9
Campaign Signoff, Setup, and First Weekly Call
Objective: It’s essential that our content accurately reflects your brand and solution. Content must be approved and signed before the CRM and campaigns are set up in our systems.
Deliverables: Each SE will send their email sequences, LinkedIn messaging, and call scripts to your internal team for approval. Adjustments can be addressed on your first weekly call. After signoff, the Martal team will import leads into the CRM and schedule campaigns.
Next few days
Phone and Email Campaigns scheduling, CRM setup
Corporate emails setup
Weekly call setup
Email sequence example
Day 10 - 13
Ready to Launch
Objective: At this point, emails are warmed up, sequences are imported, and SEs are prepared to engage with your prospects.
Deliverables: The first touchpoint is initiated.
Day 14 - 20
First MQL Results
Objective: Data and metrics are collected, recorded, and analyzed by the SOM. SEs reply to lead responses to gauge interest.
Deliverables: Market-qualified leads (MQLs) are generally identified within the first two weeks of campaigning. You’ll also receive your first weekly report summarizing the campaign results.
Day 21 - 30
First SQL Results
Objective: SEs follow up with MQLs to provide additional information and qualify for discovery calls.
Deliverables: Sales-qualified leads (SQLs) are generally identified within one to two weeks of the first MQL.
Day 31 - 90
Over the next 60 days, your pipeline may look something like the chart below. While
this is an average over various accounts, the number of MQLs and SQLs vary depending on factors such as target
market, average deal size, and brand recognition.
Each week, your SEs will scale the lead list volume. This ramp-up process allows us to optimize your campaign for responses while protecting the domain reputation, so your MQLs and SQLs continue to trend upward.
An MQL is a prospect who has responded to our outreach and matches your ICP. Our goal is to convert MQLs to SQLs by asking discovery questions and overcoming objections.
An SQL is a prospect interested in taking the next step in the sales process. If a prospect asks for more information or requests a meeting, you have gained an SQL.