The document outlines strategies for successfully defining and winning client projects, emphasizing the importance of managing relationships, requiring leads to self-qualify, and using storytelling in sales. It includes 20 lessons learned, such as creating specific recommendations, writing contracts instead of proposals, and involving multiple touch points during the sales process. The author, Ross Beyeler, is a founder and entrepreneur who shares insights from his experience running a remote agency.

1. Strategies for Successfully Defining
& Winning Client Projects

2. INTRODUCTION

3. Introduction
Who is this guy?
• Founder of Growth Spark and MAB
• Ran Agency Remotely for Past Year
• E-Commerce Author and Teacher
• BusinessWeek Top 25
Entrepreneurs
• Babson College Alum

4. LESSONS LEARNED

5. Lessons Learned
1. Manage Relationships,
Not Prospects

6. Lessons Learned
2. Use Sales To Drive
Content Marketing

7. Lessons Learned
3. Require Your Leads To
Self-Qualify

8. Lessons Learned
4. Give Your Leads
Homework

9. Lessons Learned
5. Come With 5 Specific
Recommendations

10. Lessons Learned
6. Sell The Vision, Scope
The Details

11. Lessons Learned
7. Explore Project
Requirements in Groups

12. Lessons Learned
8. Never Write the Same
Document Twice

13. Lessons Learned
9. Speak Your Client’s
Language

14. Lessons Learned
10. Write Contracts, Not
Proposals

15. Lessons Learned
11. Get Paid to Scope
Projects

16. Lessons Learned
12. Create a Backwards
Sales Schedule

17. Lessons Learned
13. Force Multiple Touch
Points During Sales

18. Lessons Learned
14. Answer Questions With
Stories

19. Lessons Learned
15. Always Schedule The
Next Meeting

20. Lessons Learned
16. Create An Anchor Product
and Sell Downstream

21. Lessons Learned
17. Sales Is Everyone's Job
But Your Responsibility

22. Lessons Learned
18. Bake Support Into Every
Project

23. Lessons Learned
19. Sell Phase Two, Day One

24. Lessons Learned
20. Set Expectations, Meet
Expectations

25. Thank You

26. Contact
Ross Beyeler
Growth Spark
ross@growthspark.com
@rbeyeler