A Simple Sales Strategy Framework That Gets Results
Accelerating Sales to Scale your Business
When I worked at Coke, we never stopped presenting sales strategies, and that really turned me off from having them in my own business. I swore I’d never have one. But once I started scaling my business and taking it to the next level, I realised I needed one. In this solo show, I explain why business owners need a sales strategy, what should be in it, and how you get there.
01:21 – Why you should have a sales strategy?
03:36 – This is my Sales Strategy Framework
04:12 – Revenue hierarchy
07:16 – Five ones
08:56 – Existing clients
10:24 – SAAS partner/vendor
12:53 – LinkedIn outreach
16:04 – Strategic partners
17:14 – Three key actions from today
Sign up to receive email updates
Enter your name and email address below and I'll send you periodic updates about the podcast.
Why should you have a sales strategy?
So when I started my business, I had a simple one-page in a Google sheet, which I updated each quarter and presented to my team. There are only six of us, so it’s not very big. But then, three months ago, I created a new program called Fast Track, which has four sessions compacting my four years of experience of what I learned on LinkedIn outreach.
We sort of dove straight into the tactics, sent connection requests, got replies, and it was going really well. But then I thought about it, and we’re just touching one opportunity to earn revenue. Yes. It’s called Fast Track. It’s mainly LinkedIn, but it should be more than that.
I realised that the end game was lost. Why are we doing this? What are the revenue targets? Et cetera. It made me think that I can’t go to the crazy lengths that we used to at Coke, but I can dust off my old sales documents and some of the stuff I’ve been working on to create a framework.
Sales Strategy Framework
The strategies you pick (the little tags you put under each box) may be different. What I’ve used is what’s really working for cloud consultants at the moment. But you can come up with the labels that you know are going to work for you.
I got this from Taki Moore, so to follow the previous example, these are the five ones from that client:
- One target market – B2B SME
- One product/service – Blueprint
- One conversion tool – 15 min qualification call
- One traffic – LinkedIn outreach
- One year – XXXX
You’ve heard a million times that getting prospects from existing clients first is best. I’m not going to go down that rabbit hole, but the thing here is how we’re doing it:
- Create an offers table with information such as the strategy, the pain points it’s solving, and the value proposition.
- Create a table where you list all your clients down the left and all your offers across the top, and fill the boxes.
- Become involved in the deal sooner.
- Work with SaaS vendors to reduce the time in competitive pitching.
- Create an individual brief to reduce time spent in the prep.
- Update the complex sale doc to uncover all the buyers and their wins and results.
- Build relationships with the key stakeholders, and add value to them.
- Create some routines, in particular with the account executives.
I go from easy to hard, familiar to less familiar. People often start by spamming people, but we don’t want to do that. What we want to do is start with your first connections. You can also go to your clients, past or current, and look at their first connections to see if there’s a mutual connection. Pick one you have a relationship with, and engage with the mutual connection by liking and commenting on their posts. And then you can send the connection request and say, Hey, these people can vouch for me.
What we want to get to is the one-to-many sales. They’re harder to get, but they’re easier to maintain. What we want to do first is look for software: What are those clients using that is complimentary to you? Then look at the vendors: What are the top three vendors by dollar spend. Finally, look at the experts: Look at the top three who occupy the most time.
Three key actions from today
- Get the framework in the show notes.
- Create your revenue hierarchy.
- Send it to me at [email protected], and ask me any questions.
Connect With Paul
Thank You for Tuning In! Subscribe to our channel HERE
Join the Cloud Consultants Collective – A free community where Cloud Consultants share success tips on how to scale. Click here