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Visionary leaders develop their sales strategy intuitively, based on their deep understanding of the product and market. However, many aren’t awesome at articulating exactly what they’re doing, or why.
This is fine when you are the one selling to early customers, but immediately becomes a problem when you start trying to hire, forecast, and raise money. The problem with not having an articulated sales strategy is that you leave employees, candidates, and investors guessing at who buys what and why, and this, in turn, results in a lack of alignment, clarity, and confidence in the future.
TARGET MARKET
What is your target industry? What segment(s) will get the most value? How do you identify and prioritize targets? Who is the target buyer within each company? What is the job title of the typical buyer? What is unique about the target buyer or companies you are selling to?
MARKET-FIT PRODUCTS & SERVICES
What product/feature is the customer buying? What problem are you solving for that buyer? How will they buy your product? How will they pay for your product?
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