Everything you need to know about working with BHL Strategy Group
The ideal time is when you're:
Most sales consultants deliver slide decks with recommendations, focus on strategy without implementation, and work across industries without SaaS specialization.
BHL Strategy Group builds and implements solutions with you, brings deep SaaS go-to-market expertise, operates as an extension of your team, and delivers working systems, not just documents.
We work with B2B SaaS companies in two primary scenarios:
Our expertise is deeply rooted in B2B SaaS go-to-market strategy. While the frameworks can apply broadly, we focus exclusively on SaaS companies ($100K–$5M ARR) because that's where we deliver the most value. If you're outside SaaS, we're happy to refer you to specialists in your industry.
We're based in Washington, DC, and work with clients both locally and remotely across the US. Most engagements are virtual with periodic in-person strategy sessions when valuable.
Most engagements run 3-6 months:
We scale involvement based on your needs and stage.
Engagements are customized based on scope, but most clients invest $10K–$25K/month for 3–6 months. This covers strategy development, implementation, hiring support, and ongoing optimization. We discuss pricing transparently after understanding your specific needs and timeline.
Yes. We offer focused workshops on specific topics like sales hiring, building your first playbook, or GTM strategy audits. These typically run 2–4 weeks and range from $5K–$10K depending on scope. However, most transformation work requires 3–6 months to implement properly.
Yes, but we strongly recommend building the foundation first. Without a documented sales process and clear expectations, you can't accurately define the role, evaluate whether candidates can succeed, onboard them effectively, or hold them accountable to meaningful metrics.
This is exactly when a fractional strategist adds immediate value. We objectively assess whether the hire can be salvaged, identify gaps in process, onboarding, or support, design a turnaround plan or exit strategy, and reset your foundation before the next hire.
Hire a VP/Head of Sales when you have:
Start with an AE if: Your sales motion is simple, ticket size is under $25K, & you'll manage them directly.
Most founders hire AEs too early—before the process is ready—then blame the rep when they fail.
We help you:
According to industry data, companies utilizing fractional sales strategists before hiring report 24% higher revenue, 31% productivity improvement, and dramatically reduced failure rates for first sales hires.
A comprehensive sales playbook includes your ICP definition, qualification criteria (BANT/MEDDIC), discovery framework, demo flow, objection handling scripts, competitive positioning, pricing/negotiation guidelines, and handoff processes.
Working together, we typically complete a functional playbook in 4–6 weeks—with continuous refinement as you learn what converts.
That's exactly the trap most founders fall into—repeating what works inconsistently and losing deals to preventable mistakes. A lightweight playbook (even 10–15 pages) captures what's working now, prevents knowledge loss when you hire, and gives new reps a fighting chance.
You don't need perfection; you need documentation.
That's a common scenario—you have something documented, but reps aren't following it, or it's not converting. We audit what you have, identify gaps between documentation and reality, test what's actually working in live deals, and rebuild a process your team will actually use.
Teams with structured playbooks ramp new reps 40% faster (from ~3 months down to 6 weeks in our case studies). New hires get clear frameworks for discovery, objection handling, competitive positioning, and closing—dramatically reducing the trial-and-error period.
At minimum:
Don't overbuy—your first rep needs simplicity, not complexity. We help you choose tools that match your stage and budget.
For founder-led sales? No. For scaling with reps? Absolutely.
Spreadsheets hide activity, lose deals in the cracks, and make it impossible to forecast or coach effectively. When you're ready to hire, a CRM becomes non-negotiable—but it should be simple, not enterprise-grade.
Phase 1 (0-$1M ARR): $50–$500/month
CRM (free/starter), basic email sequencing, lead capture, scheduling
Phase 2 ($1M–$5M ARR): $1,500–$8,000/month
Sales engagement platform, enrichment tools, call intelligence, advanced CRM features
Phase 3 ($5M+ ARR): $15,000+/month
Revenue intelligence, predictive analytics, ABM platforms, enterprise features
We help you build a phased approach so you invest at the right time without over-engineering early.
Based on industry research:
The hidden cost of underinvestment: 30-40% of leads fall through the cracks, forecasting accuracy drops below 60%, and teams burn out 2x faster doing manual work.
Yes. Common tactics we use:
We've helped clients save $10K-$50K annually on their tech stacks.
Phase 1: Discovery & Assessment (Weeks 1-4)
Phase 2: Foundation Documentation (Weeks 5-12)
Phase 3: Talent & Scaling (Weeks 13-16)
Phase 4: Configuration & Optimization (Weeks 17-24)
What's Included:
Recent Client Outcomes:
We do the heavy lifting - most founders invest:
The goal is to build systems that reduce your sales workload, not increase it. We handle the documentation, framework building, and implementation - you provide context and feedback.
You're ready if you can answer "yes" to 2+ of these:
Still not sure? Let's talk. Schedule a 30-minute consultation.
Let's discuss your specific situation and how we can help you build a scalable sales engine.
Schedule a Strategy Call