The B2B Sales Strategy Development Workbook
This workbook is meant to be printed and written in. It takes your leadership team through ten working sessions, each with a short brief, a worked example from a commercial service business and fill-in pages. By the last session you will have a written sales strategy built from your own customers and numbers, not from a template. It is for owners and sales leaders, ideally working with the two or three people who sell and market with them.
What's inside
- How to run the ten sessions, and who should be in the room
- Ideal customer profile from your best accounts
- Competitive position: why buyers choose you, and why they do not
- A value-driven pitch and a reason for the call
- Multi-channel outreach and a nurture plan
- Funnel stages with buyer-confirmed exit tests
- Sales and marketing agreement, training, technology and metrics
- Follow-up and retention, and the one-page strategy summary
