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<h3 style="text-align: center"><strong><span style="color: rgb(20, 20, 20)">Overview</span></strong></h3><div class="column-block" style="width: 100%; display: flex; gap: 24px; padding: 8px 0;"><div data-column-width="49.26805218446602" class="column" style="width: 49.26805218446602%; "><div style=""><figure data-media-width="322" data-media-height="257.375" data-align="center" data-type="resizeableFigure" style="justify-content: center" class="resizeable-figure"><div style="height: auto;width: 322px; "><img src="https://storage.distribute.so/media/dantethedonkey/942155cb-fb08-4a71-b05f-338847abc76d/61a5e2e2-6ab7-48e2-aa9f-7db032f11622.jpeg" alt="Section 1.jpg" title="Section 1.jpg"></div></figure></div></div><div data-column-width="50.730051577669904" class="column" style="width: 50.730051577669904%; "><p></p><p></p><p>This plan <strong><em><span style="color: rgb(3, 147, 79)">is a toolkit for sales teams</span></em></strong> to pinpoint their ideal customer base, sharpen their approach to prospect qualification, polish their sales interactions, and clearly define their income goals.</p></div></div><h2><strong>PART 1</strong></h2><h3><strong>Ideal Customer Blueprint  |  <span style="color: rgb(3, 147, 79)">PCB</span></strong></h3><h4><strong>Definition</strong></h4><p><em><u>Outline de characteristics of your prime customers</u></em>, those you aim to convert into <strong>loyal clients.</strong></p><h4><strong>Importance</strong> </h4><p><em><u>Identifying who to engage is as crucial as identifying who to avoid.</u></em> <strong>Incorrect targeting</strong> leads to wasted effort and missed opportunities.</p><div class="custom-table-wrapper"><table class="custom-table"><tbody><tr><th colspan="1" rowspan="1"><p><strong><span style="color: rgb(20, 20, 20)">Area</span></strong></p></th><th colspan="1" rowspan="1"><p><strong>Industry </strong></p></th><th colspan="1" rowspan="1"><p><strong>Organization Size</strong></p></th><th colspan="1" rowspan="1"><p><strong>Revenue</strong></p></th><th colspan="1" rowspan="1"><p><strong>Business Model</strong></p></th><th colspan="1" rowspan="1"><p><strong>Buying Motivations</strong></p></th><th colspan="1" rowspan="1"><p><strong>Purchasing Power</strong></p></th><th colspan="1" rowspan="1"><p><strong>Decision-Making Process</strong></p></th><th colspan="1" rowspan="1"><p><strong>Engagement Channels</strong></p></th></tr><tr><td colspan="1" rowspan="1" style="text-align: center"><p>[Enter Area]</p></td><td colspan="1" rowspan="1" style="text-align: center"><p>[Enter Industry]</p></td><td colspan="1" rowspan="1" style="text-align: center"><p>[Enter Size]</p></td><td colspan="1" rowspan="1" style="text-align: center"><p>[Enter Revenue]</p></td><td colspan="1" rowspan="1" style="text-align: center"><p>[Enter Model]</p></td><td colspan="1" rowspan="1" style="text-align: center"><p>[Enter Motivations]</p></td><td colspan="1" rowspan="1" style="text-align: center"><p>[Enter Power]</p></td><td colspan="1" rowspan="1" style="text-align: center"><p>[Enter Process]</p></td><td colspan="1" rowspan="1" style="text-align: center"><p>[Enter Channels]</p></td></tr><tr><td colspan="1" rowspan="1" style="text-align: center"><p>[Enter Area]</p></td><td colspan="1" rowspan="1" style="text-align: center"><p>[Enter Industry]</p></td><td colspan="1" rowspan="1" style="text-align: center"><p>[Enter Size]</p></td><td colspan="1" rowspan="1" style="text-align: center"><p>[Enter Revenue]</p></td><td colspan="1" rowspan="1" style="text-align: center"><p>[Enter Model]</p></td><td colspan="1" rowspan="1" style="text-align: center"><p>[Enter Motivations]</p></td><td colspan="1" rowspan="1" style="text-align: center"><p>[Enter Power]</p></td><td colspan="1" rowspan="1" style="text-align: center"><p>[Enter Process]</p></td><td colspan="1" rowspan="1" style="text-align: center"><p>[Enter Channels]</p></td></tr></tbody></table></div><h3><strong><span style="color: rgb(20, 20, 20)">Example</span></strong></h3><div class="custom-table-wrapper"><table class="custom-table"><tbody><tr><th colspan="1" rowspan="1"><p><strong>Area</strong></p></th><th colspan="1" rowspan="1"><p><strong>Industry</strong></p></th><th colspan="1" rowspan="1"><p><strong>Organization Size</strong></p></th><th colspan="1" rowspan="1"><p><strong>Revenue</strong></p></th><th colspan="1" rowspan="1"><p><strong>Business Model</strong></p></th><th colspan="1" rowspan="1"><p><strong>Buying Motivations</strong></p></th><th colspan="1" rowspan="1"><p><strong>Purchasing Power</strong></p></th><th colspan="1" rowspan="1"><p><strong>Decision-making Process</strong></p></th><th colspan="1" rowspan="1"><p><strong>Engagement Channels</strong></p></th></tr><tr><td colspan="1" rowspan="1" style="text-align: center; vertical-align: baseline"><p>North America🌎</p></td><td colspan="1" rowspan="1" style="text-align: center; vertical-align: baseline"><p>Healthcare 🩺</p></td><td colspan="1" rowspan="1" style="text-align: center; vertical-align: baseline"><p>200 - 500 employees 🥼</p></td><td colspan="1" rowspan="1" style="text-align: center; vertical-align: baseline"><p>$50M-$100M 💰</p></td><td colspan="1" rowspan="1" style="text-align: center; vertical-align: baseline"><p>Service Provision 🧑🏼‍⚕️</p></td><td colspan="1" rowspan="1" style="text-align: center; vertical-align: baseline"><p>Efficiency, Compliance 👨🏻‍💻</p></td><td colspan="1" rowspan="1"><p><span style="color: rgb(55, 65, 81)">High 🔝</span></p></td><td colspan="1" rowspan="1" style="text-align: center"><p><span style="color: rgb(55, 65, 81)">Committee, Quarterly Reviews ✅</span></p></td><td colspan="1" rowspan="1"><p><span style="color: rgb(55, 65, 81)">LinkedIn, Industry Conferences</span></p></td></tr></tbody></table></div><h2><strong>PART 2  </strong></h2><h3><strong><span style="color: rgb(20, 20, 20)">Decision-Maker</span> <span style="color: rgb(3, 147, 79)">Identification</span></strong></h3><p></p><div class="column-block" style="width: 100%; display: flex; gap: 24px; padding: 8px 0;"><div data-column-width="50.99742111650485" class="column" style="width: 50.99742111650485%; "><h4 style="text-align: center"><strong>Explanation</strong></h4><p><strong>Understand the individuals</strong> who <em><u>make purchasing decisions</u></em> related to your products or services.</p></div><div data-column-width="48.9893052184466" class="column" style="width: 48.9893052184466%; "><h4 style="text-align: center"><strong>Consequence</strong></h4><p><em><u>Armed with this knowledge,</u> </em><strong><span style="color: rgb(20, 20, 20)">your sales team can customize</span></strong> pitches, craft personalized presentations, and prioritize the right contacts to accelerate sales.</p></div></div><h3><strong>Decision-Maker <span style="color: rgb(3, 147, 79)">Chart</span></strong></h3><div class="custom-table-wrapper"><table class="custom-table"><tbody><tr><th colspan="1" rowspan="1"><p><strong>Position</strong></p></th><th colspan="1" rowspan="1"><p><strong>Role</strong></p></th><th colspan="1" rowspan="1"><p><strong>Key Metrics</strong></p></th><th colspan="1" rowspan="1"><p><strong>Targets &amp; Aims</strong></p></th><th colspan="1" rowspan="1"><p><strong>Challenges</strong></p></th><th colspan="1" rowspan="1"><p><strong>Advantages</strong></p></th><th colspan="1" rowspan="1"><p><strong>Messaging</strong></p></th></tr><tr><td colspan="1" rowspan="1" style="vertical-align: baseline"><p>[Enter Position]</p></td><td colspan="1" rowspan="1" style="vertical-align: baseline"><p>[Enter Role]</p></td><td colspan="1" rowspan="1" style="vertical-align: baseline"><p>[Enter Metrics]</p></td><td colspan="1" rowspan="1" style="vertical-align: baseline"><p>[Enter Targets/Aims]</p></td><td colspan="1" rowspan="1" style="vertical-align: baseline"><p>[Enter Challenges]</p></td><td colspan="1" rowspan="1" style="vertical-align: baseline"><p>[Enter Advantages]</p></td><td colspan="1" rowspan="1" style="vertical-align: baseline"><p>[Enter Messaging]</p></td></tr></tbody></table></div><h3><strong><span style="color: rgb(20, 20, 20)">Example</span></strong></h3><div class="custom-table-wrapper"><table class="custom-table"><tbody><tr><th colspan="1" rowspan="1"><p><strong>Position</strong></p></th><th colspan="1" rowspan="1"><p><strong>Role</strong></p></th><th colspan="1" rowspan="1"><p><strong>Key Metrics</strong></p></th><th colspan="1" rowspan="1"><p><strong>Targets &amp; Aims</strong></p></th><th colspan="1" rowspan="1"><p><strong>Challenges</strong></p></th><th colspan="1" rowspan="1"><p><strong>Advantages</strong></p></th><th colspan="1" rowspan="1"><p><strong>Messaging</strong></p></th></tr><tr><td colspan="1" rowspan="1" style="vertical-align: baseline"><p>Chief Marketing Officer 📊</p></td><td colspan="1" rowspan="1" style="vertical-align: baseline"><p>Brand Growth &amp; Market Share 📃</p></td><td colspan="1" rowspan="1" style="vertical-align: baseline"><p>Conversion Rates, CAC 📈</p></td><td colspan="1" rowspan="1" style="vertical-align: baseline"><p>Expand online presence 📌</p></td><td colspan="1" rowspan="1" style="vertical-align: baseline"><p>Adapting to market trends 📒</p></td><td colspan="1" rowspan="1" style="vertical-align: baseline"><p>High influence on brand direction 💡</p></td><td colspan="1" rowspan="1" style="vertical-align: baseline"><p>Innovative, brand-aligned 📩</p></td></tr></tbody></table></div><h2><strong>PART 3</strong></h2><h3><strong><span style="color: rgb(20, 20, 20)">Sales Process </span><span style="color: rgb(3, 147, 79)">Guide</span></strong></h3><div style="float: right; margin-left: 16px;"><figure data-media-width="337" data-media-height="233.75" data-align="float-right" data-type="resizeableFigure" style="justify-content: flex-end" class="resizeable-figure"><div style="height: auto;width: 337px; "><img src="https://storage.distribute.so/media/dantethedonkey/942155cb-fb08-4a71-b05f-338847abc76d/4530790c-c726-4a17-9c64-ab8dda3893e1.jpeg" alt="Section 2.jpg" title="Section 2.jpg"></div></figure></div><h4><strong>Purpose</strong></h4><p><em><u>Map out the predictable steps your sales team will take</u></em> from the first meeting to sealing the deal. </p><h4><strong>Benefit</strong></h4><p><em><u>Adhering to a process increases the likelihood of winning deals</u></em> by interacting with the right people at the right time and predicting outcomes more accurately. </p><p></p><h3><strong>Sales Process <span style="color: rgb(3, 147, 79)">Steps</span></strong></h3><div class="callout" style="background-color: rgb(20, 20, 20, .1)"><span class="callout__emoji">📞</span><div class="callout__text"><p><strong>INITIAL CONTACT</strong></p><p><em>Write here</em></p></div></div><div class="callout" style="background-color: rgb(20, 20, 20, .1)"><span class="callout__emoji">📒</span><div class="callout__text"><p><strong>EVALUATION</strong></p><p><em>Write here</em></p></div></div><div class="callout" style="background-color: rgb(20, 20, 20, .1)"><span class="callout__emoji">📑</span><div class="callout__text"><p><strong>NEGOTIATION</strong></p><p><em>Write here</em></p></div></div><div class="callout" style="background-color: rgb(20, 20, 20, .1)"><span class="callout__emoji">🖋️</span><div class="callout__text"><p><strong>CLOSING</strong></p><p><em>Write here</em></p></div></div><h3><br>E<strong><span style="color: rgb(20, 20, 20)">xample</span></strong></h3><div class="callout" style="background-color: rgb(163, 163, 163, .1)"><span class="callout__emoji">📞</span><div class="callout__text"><p><strong>INITIAL CONTACT</strong></p><p><span style="color: rgb(163, 163, 163)">Engage with the lead through their preferred channel to introduce your company and its solutions. This step should capture their interest and lay the groundwork for a relationship.</span></p></div></div><div class="callout" style="background-color: rgb(163, 163, 163, .1)"><span class="callout__emoji">📒</span><div class="callout__text"><p><strong>EVALUATION</strong></p><p><span style="color: rgb(163, 163, 163)">Assess the lead’s needs, budget, and decision-making process. This stage involves active listening to tailor your pitch to their specific pain points and goals.</span></p></div></div><div class="callout" style="background-color: rgb(163, 163, 163, .1)"><span class="callout__emoji">📑</span><div class="callout__text"><p><strong>NEGOTIATION</strong></p><p><span style="color: rgb(163, 163, 163)">Discuss terms, prices, and packages. Offer value, address objections, and negotiate terms that align with the client’s expectations and your business objectives.</span></p></div></div><div class="callout" style="background-color: rgb(163, 163, 163, .1)"><span class="callout__emoji">🖋️</span><div class="callout__text"><p><strong>CLOSING</strong></p><p><span style="color: rgb(163, 163, 163)">Finalize the deal with a signed contract or purchase agreement. Ensure that the client is clear about the product/service delivery schedule, payment terms, and any follow-up support.</span></p></div></div><h2><strong>PART 4</strong></h2><h3><strong>Prospect Interaction <span style="color: rgb(3, 147, 79)">Framework</span></strong></h3><h4><strong>Goal</strong></h4><p><em><u>Use this framework to navigate conversations with potential clients</u></em>, <strong><span style="color: rgb(20, 20, 20)">adapting to their needs</span></strong> and the sales stage they&apos;re in.</p><h4><strong>Advantage</strong></h4><p><em><u>Start by pinpointing the standard problems your service solves</u></em>, then develop the dialogue tracks your team will use.</p><h3><strong>Interaction <span style="color: rgb(3, 147, 79)">Structure</span></strong></h3><div class="custom-table-wrapper"><table class="custom-table"><tbody><tr><th colspan="1" rowspan="1"><p><strong>Buyer Issues</strong></p></th><th colspan="1" rowspan="1"><p><strong>Understanding</strong></p></th><th colspan="1" rowspan="1"><p><strong>Offered Solutions</strong></p></th><th colspan="1" rowspan="1"><p><strong>Anticipated Outcomes</strong></p></th></tr><tr><td colspan="1" rowspan="1" style="vertical-align: baseline"><p>[Enter Issues]</p></td><td colspan="1" rowspan="1" style="vertical-align: baseline"><p>[Enter Understanding]</p></td><td colspan="1" rowspan="1" style="vertical-align: baseline"><p>[Enter Solutions]</p></td><td colspan="1" rowspan="1" style="vertical-align: baseline"><p>[Enter Outcomes]</p></td></tr></tbody></table></div><h3>Example</h3><div class="custom-table-wrapper"><table class="custom-table"><tbody><tr><th colspan="1" rowspan="1"><p><strong>Buyer Issues</strong></p></th><th colspan="1" rowspan="1"><p><strong>Understanding</strong></p></th><th colspan="1" rowspan="1"><p><strong>Offered Solutions</strong></p></th><th colspan="1" rowspan="1"><p><strong>Anticipated Outcomes</strong></p></th></tr><tr><td colspan="1" rowspan="1" style="vertical-align: baseline"><p>Limited Online Engagement 🌐</p></td><td colspan="1" rowspan="1" style="vertical-align: baseline"><p>Insight into digital marketing 🖥️</p></td><td colspan="1" rowspan="1" style="vertical-align: baseline"><p>SEO &amp; Social Media Strategy 👨🏼‍💻</p></td><td colspan="1" rowspan="1" style="vertical-align: baseline"><p>Increased web traffic and customer engagement 🫱🏻‍🫲🏽</p></td></tr></tbody></table></div><h3>Remember </h3><div class="callout" style="background-color: rgb(20, 20, 20, .1)"><span class="callout__emoji">💡</span><div class="callout__text"><p><strong><span style="color: rgb(20, 20, 20)">Adaptability and responsiveness</span></strong><span style="color: rgb(20, 20, 20)"> to new information are key in sales. Regularly </span><strong><span style="color: rgb(20, 20, 20)">review and adjust your sales strategy</span></strong><span style="color: rgb(20, 20, 20)"> to stay competitive.</span></p></div></div><h2>P<strong>ART 5</strong></h2><h3><strong><span style="color: rgb(20, 20, 20)">Revenue Goal</span> <span style="color: rgb(3, 147, 79)">Setting</span></strong></h3><div style="float: left; margin-right: 16px;"><figure data-media-width="390" data-media-height="308.796875" data-align="float-left" data-type="resizeableFigure" style="justify-content: flex-start" class="resizeable-figure"><div style="height: auto;width: 390px; "><img src="https://storage.distribute.so/media/dantethedonkey/942155cb-fb08-4a71-b05f-338847abc76d/efa859f1-071b-4aaf-8aba-fdd2b4d77f46.jpeg" alt="Section 3.jpg" title="Section 3.jpg"></div></figure></div><p></p><h3><strong>Goal</strong></h3><p><strong><em><u>Set quantifiable and attainable revenue targets</u></em></strong> that align with your business objectives and market opportunities.</p><p></p><p></p><p></p><h3><strong>Strategy</strong></h3><div class="custom-table-wrapper"><table class="custom-table"><tbody><tr><th colspan="1" rowspan="1"><p><strong>Quarterly Targets</strong></p></th><th colspan="1" rowspan="1"><p><strong>Annual Goals</strong></p></th><th colspan="1" rowspan="1"><p><strong>Key Performance Metrics</strong></p></th><th colspan="1" rowspan="1"><p><strong>Strategies for Achievement</strong></p></th></tr><tr><td colspan="1" rowspan="1" style="vertical-align: baseline"><p>[Enter Quarterly Targets]</p></td><td colspan="1" rowspan="1" style="vertical-align: baseline"><p>[Enter Annual Goals]</p></td><td colspan="1" rowspan="1" style="vertical-align: baseline"><p>[Enter Metrics]</p></td><td colspan="1" rowspan="1" style="vertical-align: baseline"><p>[Enter Strategies ]</p></td></tr></tbody></table></div><h3>Example</h3><div class="custom-table-wrapper"><table class="custom-table"><tbody><tr><th colspan="1" rowspan="1"><p><strong>Quarterly Targets</strong></p></th><th colspan="1" rowspan="1"><p><strong>Annual Goals</strong></p></th><th colspan="1" rowspan="1"><p><strong>Key Performance Metrics</strong></p></th><th colspan="1" rowspan="1"><p><strong>Strategies for Achievement</strong></p></th></tr><tr><td colspan="1" rowspan="1" style="vertical-align: baseline"><p>Increase MRR by 10% 📈</p></td><td colspan="1" rowspan="1" style="vertical-align: baseline"><p>Hit $1M in ARR 💰</p></td><td colspan="1" rowspan="1" style="vertical-align: baseline"><p>Lead Conversion Rate, Customer LTV 📍</p></td><td colspan="1" rowspan="1" style="vertical-align: baseline"><p>Upselling, Customer Retention Programs 🗂️</p></td></tr></tbody></table></div><h3>Remember</h3><div class="callout" style="background-color: rgb(20, 20, 20, .1)"><span class="callout__emoji">💡</span><div class="callout__text"><p><strong><em><u><span style="color: rgb(20, 20, 20)">A successful sales strategy is dynamic and data-driven.</span></u></em></strong><span style="color: rgb(20, 20, 20)"> Regularly evaluate your goals and tactics to ensure they align with market trends and business growth.</span></p></div></div><h2><strong>Keep Learning and Growing </strong></h2><p style="text-align: start"><strong><span style="color: rgb(20, 20, 20)">Stay connected with DISTRIBUTE</span></strong> for ongoing sales tactics and insights.</p>

GLOBAL TEMPLATE: SALES COACHING

Outline de characteristics of your prime customers

Identifying who to engage is as crucial as identifying who to avoid.

 leads to wasted effort and missed opportunities.

Section 2.jpg

Map out the predictable steps your sales team will take

 from the first meeting to sealing the deal. 

Adhering to a process increases the likelihood of winning deals

 by interacting with the right people at the right time and predicting outcomes more accurately. 

Use this framework to navigate conversations with potential clients

Start by pinpointing the standard problems your service solves

, then develop the dialogue tracks your team will use.

Section 3.jpg

Set quantifiable and attainable revenue targets

 that align with your business objectives and market opportunities.