Rapid sales strategy

Grow sales, optimize your sales pitch and strategy and have a clear roadmap to success.

Sessions
4
Steps
20
Last edited
Oct 20, 2024
Created by
Nova

About this process

Grow sales, optimize your sales pitch and strategy and have a clear roadmap to success. Use this workflow if you want to: Define the problem and the value you provide. Identify the perfect customer. Optimize your customer journey. Sales hacks: Focus your message on the dangers of their status quo. Bridge the gap: current state and future state. Track your sales and discuss ideas with your team.

Sessions at a glance
#SessionSteps
01What problem are we solving?802Activities803What are we catching?404Sales process0

The process in detail

4 sessions · 20 steps
01

What problem are we solving?

8 steps
  1. 1

    The problem: What keeps them awake at night? Why is our product/service/company important?

  2. 2

    Current solutions.

  3. 3

    🕳💪🧠❤️ What is the nature of their specific problem? Physical, mental, emotional components?

  4. 4

    What if they could solve it, what would life be like? Show them the possibilities of a life without suffering.

  5. 5

    When can they solve the problem once they get it? Is it an instant solution? Will they have to put extra work into it? Are the benefits something that last forever or not?

  6. 6

    What is your solution? What is the physical nature of it? What is included?

  7. 7

    Opportunities and highlights.

  8. 8

    Define your message:

Read the full text
1. The problem: What keeps them awake at night? Why is our product/service/company important?

What problem are you solving?

Write a note
2. Current solutions.

👀😲How have our potential clients tried to solve the problem and failed? What are the costs of that failure? At what point does solving the problem become urgent for them?

Regardless of whether their method of solving their problem is good or bad, your potential user/client is already "solving it". There is always a solution or way to deal with a problem, but you need to educate them about the problem and how their current way of dealing with it is not the "right" way. People are resistant to change, so accepting your solution will require time and trust.

👉What is their current solution? What are they trying to avoid by using this solution, process or service?

This has to do with things they thought to try themselves. It also has to do with competing solutions. Give them the 'full menu' of solutions that don't work.

Share you answer here👇

Tip: Invite your team, consultants and experts to this session by using the guest link - and capture everyone's perspective in one place.

Write a note
3. 🕳💪🧠❤️ What is the nature of their specific problem? Physical, mental, emotional components?

Additional questions: What amount of time/money is wasted by the problem?

Write a note
4. What if they could solve it, what would life be like? Show them the possibilities of a life without suffering.
Write a note
5. When can they solve the problem once they get it? Is it an instant solution? Will they have to put extra work into it? Are the benefits something that last forever or not?
Write a note
6. What is your solution? What is the physical nature of it? What is included?

Why is your solution the best available for your specific audience? How does it stand out among all other options? How is it not just better, but the ONLY smart solution for these particular prospects?

Write a note
7. Opportunities and highlights.

Damaging admission - reasons NOT to get the product or service? What DOESN'T it do, that the prospect might be expecting? Think of reasons customers have chosen somebody else's product over yours.

Add notes
8. Define your message:

Tips:

•Focus your message on the dangers of the status quo. The real power is focusing your message on how unsustainable point A is (current solution). Most sellers focus their pitch on "getting you to point B by talking about benefits.
•Bridge the gap between their current state and their future state by telling a story. Think about "how are they getting things done now" and "how you can help them achieve their goals"
•Storytelling is the best way to communicate with clients. We recommend watching this video.

In any story, the 🏋 heroe should be your client/user - not you👈.

🏋 = your potential user or client.

Add a link to a document here.

Upload files or add links
02

Activities

8 steps
  1. 1

    Defining the pain(problem): When do they feel the most pain?

  2. 2

    Define your customer journey.

  3. 3

    Activities.

  4. 4

    Align your buyers journey with your sales process.

  5. 5

    Key findings.

  6. 6

    Improving the process and the experience.

  7. 7

    Create a ICP.

  8. 8

    Focus your message on the dangers of their status quo.

Read the full text
1. Defining the pain(problem): When do they feel the most pain?
•When do they feel the most pain? How do they feel?
•When they are going through "painful and stressful" times, how can you stay connected and provide a solution? What platforms are they using to find a solution?
•When will your user be more open to learning about new solutions?
2. Define your customer journey.

Use the sticky notes and the drawing pen to betters describe the process. Make sure you contact or evaluate your customers/users to define their experience, emotions, frustrations, etc.

If you're contacting your customers/users follow these tips:

•Capture their reflections of the research on sticky notes.
•Include only one issue, insight, or idea per sticky note.
•Capture what is positive about the experience using blue sticky notes.
•Describe challenging aspects using orange sticky notes.
•Highlight opportunities to make the experience better using yellow sticky notes.
•Use their language style.
•Adjust the underlying Experience Diagram/customer journey as needed.

If each person on the team is contacting a big group of customers we recommend creating different sessions or using a different color per customer.

Work on the whiteboardCustomer Journey
3. Activities.
•What activities will make your prospective user more aware of their pain/problem? (red sticky note)🎈
•What activities will make your potential user more aware of your solution? (blue sticky note)🌠
4. Align your buyers journey with your sales process.

Awareness:

•Describe the problem (Get them to agree they have the same problem)
•Introduction to your solution.

Consideration:

•Detailed information on solution.
•Proof Points: Customer testimonials and reviews.

Purchase:

•Free trial and purchase.
5. Key findings.

Quickly reach consensus about the key moments in the experience - this should be the team’s focus.

Pass out three voting tabs to each person (use dots, flags, etc.).

Tell the group to consider which statements feel the most impactful for the team to explore. Ask: “If we were to work on three aspects of this experience, what do you personally think would have the most impact?”

Write a note
6. Improving the process and the experience.

Our biggest enemy is status quo! People are scare of change.

•How will you move the buyer along his or her journey with your solution or product in mind?
•Who will be your champion? The person inside "the organization/family/ecosystem" that will be helping you implement your solution.
Write a note
8. Focus your message on the dangers of their status quo.

The real power is focusing your message on how unsustainable point A is.

Most sellers focus their pitch on getting you to point B. (for example by sharing benefits)

Customer Journey
  • STEP 6: Create a ICP
  • STEP 1
  • STEPS: 2-5
  • Defining the pain/problem:
  • Best experiences
  • Desired outcomes and must haves
  • Industry/Demographics
  • AWARENESS
  • EVALUATION
  • DECISION STAGE
  • Your solution
  • Start typing...
  • What is the customer thinking, saying or feeling?
  • Type here
  • What would be the ideal solution to these problems?
  • Start typing...
  • Start typing...
  • Start typing...
  • Type here
  • Feeling
  • Very satisfied
  • What is the level of frustration or satisfaction? Draw a line that represents their satisfaction or frustration level
  • Very frustrated
  • What is the customer’s action?
  • Worst experiences
  • Geography
  • Start typing...
  • Start typing...
  • Your Message:
  • Start typing...
  • What or where is the buyer searching for information or comparing solutions?
  • Customer Challenges
  • Activities
  • Start typing...
03

What are we catching?

4 steps

First evaluation: Evaluate if your new strategy is working. Keep track of leads and sales here.

  1. 1

    Value & Status.

  2. 2

    Value & Velocity.

  3. 3

    How many fish per gallon?

  4. 4

    Collect data: What did all those fishes do?

Read the full text
1. Value & Status.

Add all your sales leads here.

Choose a sticky note color base on their status.

•Won: Blue sticky note.
•Lost: Grey
•Hot (Very interested): Red sticky note
•Warm (Somehow interested): Yellow sticky note
•Cold (No interested): Light blue sticky note
2. Value & Velocity.

Track your opportunities using the following metrics:

•Volume: Number of opportunities
•Value: How much value? Is this opportunity worth our time?
•Velocity: How fast are you converting those deals?

Use this matrix to evaluate your sales strategy visually. Are you spending too much time targeting the wrong potential user/customer? What's your avg value? What is your avg velocity?

3. How many fish per gallon?

You have to bring the minimum viable product to potential customers to see if they will use and pay for the product (or solution). Provide information such as: How many people were exposed to the product or solution? How many people started to use the product? How many people contacted you asking about the price, and paid for the product?

4. Collect data: What did all those fishes do?

Collect data to see if they are using it and to what extent they participate as users. Determine if they, or someone linked to them, will pay for the product and recommend it through word of mouth. Then collect over time, analyze them, and look with particular interest for trends and underlying factors that explain them. You have to be honest and realistic. This information should be based on accurate data, it is not assumptions.

New Board
  • Value & Velocity
  • Volume & status
  • Add your sales leads here. One per sticky note.
  • Month/Sprint:
  • MM-YYYY to MM-YYYY
  • Client name
  • Client name
  • $3001 - 5000
  • $1001 - 3000
  • $500 - 1000
  • $251 - 500
  • VALUE
  • $41 - 250
  • Number of people using the product
  • Number of paying users
  • Number of people exposed to the product or solution.
  • $5/40
  • XXX
  • XXX
  • XXX
  • 1 WEEK
  • 2 - 4 WEEKS
  • 2 - 3 MONTHS
  • 4 - 6 MONTHS
  • 7 -11 MONTHS
  • +1 YEAR
  • 1 YEAR
  • VELOCITY
04

Sales process

Read the full text
New Board
  • 6
  • 7
  • 4
  • 1
  • 2
  • 3
  • 5
  • PROCESS
  • Won
  • Lost
  • Discovery
  • Demo
  • Qualifying
  • Proposal
  • Prospecting
  • Find potential clients: WHERE
  • MEETING EVALUATION
  • Client evaluation: Is their team big enough? Do they have at least 5 employees? Are they using other tools or platforms and are they paying for it? Do they have the budget? Is their company/organization growing? Velocity: How fast will they adopt our technology?
  • Message/Email A: [Script]
  • Message/Email A1: [Script]
  • DEMO - MEETING: Include: Script Powerpoint presentation Additional resources
  • Meeting remainder: [Script]
  • Meeting invite: [Script]
  • Onboarding process
  • Bad timing (follow up in XX weeks)
  • Action
  • Linkedin
  • Competitors social media
  • No
  • Action
  • YES
  • Google search
  • Evaluating the option
  • Action
  • Google/Facebook Ads
  • The client will try our free version
  • Action
  • Events & workshops
  • Asking for a second demo with the team
  • Action
  • Message/Email B: [Script]
  • Message/Email B1: [Script]
  • Yes
  • Action
  • PROPOSAL Include: Script Powerpoint presentation Additional resources
  • NO
  • Action: For example "Drop"
  • Pre-demo: Calendar remainder
  • Follow up email
  • Email & Video: Sell them the benefit: DON'T: "Get on a demo with our sales rep" DO: "Get on a strategy session - customized. This session will be lead by one of our product specialist.This is what you are going to learn."
  • Action
  • RESOURCES + LINKS
Use this process
Capabilities
Fully editableAdapts as work changesAdd more sessions anytimeAI can be assigned
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Created byNova·Official process
Last edited Oct 20, 2024·4 sessions · 20 steps