A sales organisation
that grows with you.
“Two reps bring in most of the revenue.”
When performance depends on a few talented people, hiring more reps is not enough. We build the organisation, processes, tools and metrics that run the whole cycle, from first lead to cash collected.
Where we work on your cycle
- Demand generation, Cost per MQL
- Discovery, MQL to SQL
- Negotiation, Win rate
- Closing, Signed ACV
- Onboarding, Time to value
You keep hiring reps. Revenue does not follow.
- Your reps think marketing leads are not worth a call back.
- Leads arrive with no clear rule on who handles them, or how fast.
- Your reps prospect, close and manage their accounts all at once.
- You do not know at which stage of the cycle you lose your deals.
- Quotes are built by hand, and billing re-keys everything sales has signed.
- A new rep takes months to ramp up, because nothing is set up for them.
Who it is for
The teams and roles who live with this problem every day, and what changes for them.
- SalesSales Director, CROAn organisation that sustains growth without depending on two reps.
- SalesSales managersClear roles, shared processes, teams that build their skills.
- MarketingHead of MarketingBetter targeted leads, routed to the right rep, and followed up.
- OpsSales Ops, RevOpsA smooth quote-to-cash and KPIs everyone understands.
What we build
Six workstreams, prioritised from where you start. Each delivers a system that stays with you.
Leads
Better targeted, qualified and routed leads
Target defined with sales, scoring, enrichment, routing rules and response times, feedback loop between marketing and sales.
Organisation
The right roles, at the right point in the cycle
Account segmentation, specialised prospecting, sales and account management roles, handovers between roles, team sizing.
Processes and tools
A sales cycle equipped end to end
Stages and exit criteria, sequences, tasks and automations in the CRM.
Quote-to-cash
From signed quote to cash collected, with no re-keying
Catalogue and pricing rules, quotes generated from the CRM, approvals, e-signature, automatic hand-off to billing and payment tracking.
KPIs and steering
Managers who steer on facts
Conversion by stage, cycle length, productivity and ramp-up per rep, activity review rituals.
Enablement
The method built into the tools
Playbook available in the CRM, sales content at the right point in the cycle, equipped onboarding path.
What is said in meetings becomes steering data.
- Calls feed the CRM: qualification, objections, next steps.
- Process gaps show up in managers' dashboards.
- The playbook reaches the rep's tool, at the moment they need it.
CRM Agent
Northwind call ended (28 min). Record updated:
Need Structure 3 SDRs(on track)
Objection Price vs. current tool(on track)
Next step Demo on the 12th(on track)
Decision maker Not identified(alert)
Process gap flagged to the manager
How we work
From an analysis of your sales cycle to an organisation that runs without us.
Diagnostic
The Design Sprint analyses your funnel end to end, your organisation and your tools, and finds where performance leaks.
Build
The squad builds the organisation, processes and metrics in your tools, with your sales leadership.
Autonomy
Your managers steer on the metrics, and every new hire joins a system that is already in place.
The tools we deploy most
- Chargebee
- FullEnrich
- Oneflow
- Hyperline
From targeting to cash collection. And the tools you already have: we start from your stack.
The Ocobo experts on this challenge.
No salesperson followed by a junior: the people you meet at the first meeting are the ones who build with you. Hover over or tap a card to find out more.
Talk to one of them
Sales Experience expertClara Lecarrié
Manager
Sales Experience expertDorian Cutullic
RevOps Manager
At which stage of your cycle do you lose your deals?
In 30 minutes, a revenue architect measures it with you. You leave knowing where to start.
Talk to an architect