The sales process · Strategic plan
Marketing's goal is a number of enquiries, not a number of posts.
A marketing goal is the number of enquiries that must arrive, by source, for the sales goal to be reachable. It is not reach, followers or posts published. GullySales sets it from the sales arithmetic, then reports enquiries by source every month against the baseline recorded before work started.
In one paragraph
A marketing goal is the number of enquiries that must arrive, by source, for the sales goal to be reachable. It is not reach, followers or posts published. GullySales sets it from the sales arithmetic, then reports enquiries by source every month against the baseline recorded before work started.
Sales goals came before this and operational goals come after. The number on this page is inherited rather than invented.
Take the conversations your sales goal needs. Divide by the share of enquiries that ever turn into a conversation, and you have the enquiries marketing has to produce. Do it month by month, because your year is not flat.
Then split the number by source. Search, paid ads, referrals, the walk-in, the WhatsApp message from an old customer. Each source costs something different and arrives at a different quality, and that split is the real decision.
A thousand followers is not a marketing goal. Nobody has ever paid an invoice with reach.
Where this sits
Stage 1 of 10, strategic plan. What the business is for, what it is aiming at this year, and the numbers that say whether it got there.
- The stage after
- Customer research
If you want this done for you
Decide what marketing should actually do this year before booking a single ad.
The work
What this step is actually like.
“Write down what counts as an enquiry, and get sales to sign it”
A name, a number, and something about what they want. Without that line in writing, marketing reports a good month and sales calls the leads rubbish, every month, forever.
“Set a quality line next to the volume line”
If the only target is volume, the number gets hit with enquiries nobody bothers to call back. Count how many became conversations, and report the two figures side by side.
“Your year has a shape, so write the months down first”
Everybody rings in the weeks before a festival and nobody rings through the monsoon. A flat monthly target in a business with a season is wrong in most months of the year.
“Who has to agree it: the person who answers the phone”
Doubling the enquiry target lands on one receptionist at one desk. Ask whether the new number is answerable before you sign it, or you will pay for enquiries that ring out.
What we do
What you end up with.
The artefacts this step produces, what each one is for, and how you know it is finished.
An enquiry target by source and by month
Four columns: the source, enquiries expected, what counts as one from that source, and who answers it.
Result: You can tell in the second week of a month whether a source is behind.
The definition of an enquiry, signed by both sides
Half a page, written by marketing and sales together, with three examples of what does not count.
Result: The monthly argument about lead quality stops being an argument about definitions.
A one-page monthly view
Enquiries by source against target, and how many became conversations. One page, not a screen of twenty tiles nobody opens.
Result: The owner reads the month in under a minute.
The seasonal shape, written before the targets
Twelve rows holding last year's enquiries by month, so the target follows your actual year instead of dividing by twelve.
Result: Nobody panics in the month that is always quiet.
Why us
Why owners pick GullySales over an agency.
Marketing and sales, as one job
Most agencies stop at the enquiry. We also fix what happens after it: the reply, the follow-up, the quote and the CRM.
The person on the first call does the work
No account managers in between. You are never handed to someone you have not met.
A baseline before anything starts
Your numbers are written down on day one, so every monthly report compares against something honest.
The fee in writing, split three ways
Our time, your media spend and production on separate lines. You always see what goes to us.
No lock-in, no guarantees we cannot keep
Three to six months at a time. We never promise a ranking or a lead count, because nobody controls those.
One office, and we say so
Nagarbhavi, Bengaluru. We work across India by call and WhatsApp and travel when a session needs to be in person.
#257, 3rd floor, Sri Nanjundeshwara Complex, Nagarbhavi 8th Block, Outer Ring Road. How we work.
The offer
Start with a free audit of how you sell.
It is useful on its own, whether or not you hire us.
What you receive
- A 90-minute call with the person who will do the work
- A written, scored report on the six places orders leak, within a few working days
- Every fix ranked by what it returns and what it costs
- The one thing to do first, and why
- An honest line on whether you need outside help at all
- If you do, the scope and the fee in writing
No invoice. No obligation. No sales script.
FAQ
Questions owners ask before they call.
Not here? More answers, or ask on WhatsApp.
Is a lead the same as an enquiry?
We cannot tell where our enquiries come from. What now?
Should we set a target for followers or reach?
How many enquiries does a business like ours need?
How much does it cost?
How long is the contract?
How soon will we see results?
Who will actually do the work?
What do you need from us?
What if we are not happy with the work?
Where to go next
The work that carries this step further.
The rest of strategic plan
Or read the whole sales process in order.