Is Your Sales Strategy NOT Strategic?
- Matthew Earle
- 14 minutes ago
- 1 min read
Most sales strategies are just well-dressed checklists.
As sales leaders, sales people or small business owners, let’s be honest with ourselves.
Most of the sales strategies I see from growing businesses are not strategies at all. They’re just a list of tactics that we're convincing ourselves are real strategies:
Ideal Customer Profile: Defined and written up.
Messaging: How our product or service works. Done!
CRM: All of our data is recorded. Tick!
Outreach cadence: 20 emails, calls and messages a day. Here we go!
And then.........
What happens when those tactics stop working (if they even really worked at all)?
When conversion rates decrease?
When nobody knows whether the problem is the message, the market, or the people?
Here’s the uncomfortable truth: A strategy that fits on one slide is rarely a strategy. It’s usually an exercise that has been completed in order to tick a box.
What Does a Real Strategy Look Like?
A real strategy gives you clarity on:
What problem are we solving. And why
Who is likely to have that problem. And why
Where to focus first. And why
Who not to go after. And why
Who are our competitors. And why
What is our differentiators. And why
How to quickly disqualify. And why
Is Your Sales Strategy NOT Strategic?
I created a free Sales Strategy Template to help you spot the gaps in your process.
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