Sales Strategy

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

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.

As we speak, your sales, marketing and customer success teams are abusing precious time by pursuing misaligned prospects.

Let’s be honest. Most cold outreach sucks. It’s painfully clear and obvious when you are the recipient of a generic email blast.

You have a small number of clients that are generating the vast majority of your revenue and profitability.

Based on CEB’s “The Challenger Customer”, on average there are now more than 5.4 stakeholders involved in the decision making process.