Sales Strategy

You know when you pick up a book and instantly think: “Yep—this is exactly what I need right now”? That was me within the first 27 pages of "Selling With" by Nate Nasralla. It’s 💡 smart, ✏️ simple, and most importantly—✅ effective. I immediately made meaningful adjustments to how I practice sales and how I teach sales with my clients.

In September 2020, the world was full of uncertainty and chaos (sound familiar?). A friend & former client recommended The Win Without Pitching Manifesto by Blair Enns. 📓 While everything around me felt noisy and unclear, Blair’s words cut through. His clarity, conviction, and directness helped me refocus—on what matters, on where I’m best, and on how to lead with expertise. 💡

If your organization doesn’t identify which stakeholders need to be involved at each stage, salespeople will leave key decision makers out.

Without the right 🎯 strategy, ⚙️ process and 🏗️ structure, even the best Challengers can struggle.

Founder-led businesses getting stuck because the founder is the only one who can close deals.

I wrote this book for founders, sales leaders, and ambitious professionals who want to build an effective outbound sales strategy.

⚖ Opportunity cost is a powerful force in sales, and “Make It Count” clients are a prime example.

I explore the dangers of “Dirty Money” clients—those who are financially aligned but culturally misaligned—and how they can strain your team

"Graveyard" clients—those who drain resources, damage your brand, and offer little financial value. 📉

Partnership Reviews are more than just meetings—they’re powerful opportunities to deepen relationships, align on goals, and uncover growth.

To ensure sustained and long-term growth, it's essential not just to win these valuable clients but to retain and expand these relationships

The Mindset for Cold Outreach

Take charge of your sales efforts with a highly focused, valuable, and consistent outbound sales strategy. 🎯

Your salespeople are the “boots on the ground,” while your marketing team provides the crucial “air support”.

Strategies for crafting tailored messages that not only break through the noise but also forge meaningful connections with your targets.

Lesson learned: Prioritize Blue Chip prospects for success and don't let setbacks discourage you.

Discover the origin of the "Blue Chip" profile as I share my journey from struggle to strategy

Stakeholder guidance and provides actionable insights for salespeople aiming to take and maintain control of the sales process effectively.

At the heart of many B2B technical and professional services firms lies the Founder Rainmaker.

Effectively using this 2x2 “Blue Chip” Matrix is the starting point for clarity, focus and alignment.