This document outlines a 7-step process for developing an effective sales strategy: 1) Define goals; 2) Brainstorm products, customers, and value propositions; 3) Analyze the market, customers, and competitors; 4) Test ideas; 5) Prepare marketing materials; 6) Educate salespeople; and 7) Implement, measure results, test improvements, and continue iterating the process. The overall goal is to position a company and its products in a meaningful way that differentiates itself for target customers.

1. Sales Strategy Development
in 7 steps

2. Sales Strategy
An approach to selling that allows the sales
force to position the company and its
product(s) to target customers in a
meaningful, differentiated way.
(Source: https://www.hubspot.com/sales/sales-strategy)

3. Sales Strategy components
- Goal. Why we need sales strategy?
- Offer. Positioning
- Target Customer
- Sales Channels
- Marketing Package
- BizDev department structure
- Processes and Procedures
- Implementation Plan

4. 7 steps

5. Step 1 - Define your
goal

6. WHY
?

7. Step 2 - Brainstorm

8. 1. What we provide? What we sell?
What is our service/product?
2. Who needs it? Who is our perfect
customer?
3. Why they should buy it? Why are we
better? Are we??

9. Step 3 - Analyse
- Market
- Customers
- Competitors

10. Target
Customer
Goals
Values
Issues
Offer
Product
and
Services
Added
Value
“Pain
killers”
Customer Value Map

11. Step 4 - Test
- Idea Validation

12. Step 5 - Prepare
“Selling Package”
- Website
- Mkt. materials
- Packaging, ads.. etc.

13. Step 6 - Educate your
people

14. Step 7 - Implement,
Measure, Pivot, Test,
Implement...

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