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Sales Strategy Presentation

Prepared by:

​[Sender.FirstName][Sender.LastName] ​[Sender.Company][Sender.Email]​

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Table of Contents

3.

Executive Summary

4.

Sales Strategy Objectives

5.

Goals and KPIs

6.

Lead Generation Channels

7.

Lead Categories

8.

MQL, SQL

9.

Ideal Customer Profile

10.

Sales Strategies

11.

Pre-Sale Activities

12.

Upsale Strategy

13.

Sales Process

14.

Sales Team

15.

Roles and Responsibilities

16.

Sales Support Documents

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Executive Summary

Write a short summary of the information your audience can expect to learn more about in the presentation.

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How to write sales strategy objectives?

Sales strategy objectives can consist of anything that is going to contribute to the top line of the company. Keep them short and sweet and make them easy to understand at a glance e.g. increase recurring revenue by XX%.

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Sales Strategy Objectives

State the primary objectives of the sales strategy e.g. increase conversion rates, improve customer retention, increase upsells, etc.

How to write sales strategy goals and KPIs?

Goals should be straightforward and easy to measure with a key performance indicator (KPI). For example, a sales strategy goal like “better brand reception” could be difficult to measure with a KPI compared to the goal of “lower customer acquisition costs” which is easily measurable.

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Goals and KPIs

Explain which goals you'll be striving to achieve and the KPIs

you'll use to measure your progress, e.g. the goal of paying less to acquire customers measured with the KPI of average customer acquisition cost.

Goal:

KPI:

Goal:

KPI:

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Lead Generation Channels

Name some of the main lead generation channels

​you'll rely on

  • Email marketing

  • Social media

  • SEO

  • Direct traffic

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Lead Categories

Describe some of the lead categories you'll be using in the strategy

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Hot lead

Ready to buy

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Warm lead

Needs more convincing

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Cold lead

Not ready to buy

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MQL, SQL

Explain who constitutes a marketing qualified lead (MQL)

and who would be a sales qualified lead (SQL) with criteria examples

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SQL

Anyone who has spoken with a sales rep

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MQL

Anyone who has downloaded a free report

How to create an ideal customer profile?

If you already have customers, conduct a survey or review the information you already have to identify shared characteristics of your best customers. Then create an ideal customer profile by building a list of those shared traits. If you don’t have enough customers to consult in-house data yet, perform market and competitor research to determine your ideal customer profile.

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Ideal Customer Profile

Share insight into your ideal customer

  • Average income

  • Age

  • Location

  • Gender

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Sales Strategies

Provide some of the sales strategies you'll be employing

  • Cold calling

  • Flash sales

  • Social media marketing

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Pre-Sale Activities

List some of the pre-sale activities your company

will make us of

  • Interviews

  • Crafting unique selling propositions

  • Creating call scripts

  • Building a prospect list

  • Market research

  • Creating social buzz

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Inbound/

Outbound Sales

State any inbound and outbound sales strategies that will be used

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Inbound:

Organic search, webinars, or blog posts;

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Outbound:

Cold calling, targeted advertising, or email marketing.

How to present an upsale strategy?

Upselling is an excellent way to increase the lifetime value (LTV) of a customer. You’ll want to show your audience how the upsell strategy you’re utilizing will increase the value of the customer to your business by adding items to their order or upselling them to a bigger, better product with a higher ticket price.

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Upsale Strategy

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Describe the upsell strategy that you'll be putting into action

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Promoting additional services

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Suggesting a more feature-rich product

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Offering discounts for buying higher volume

How to describe your sales process?

An effective sales process usually involves 4-7 steps and is highly repeatable. Be clear in describing what happens in each step and how one step leads to the next, gradually getting the prospect closer to becoming a paying customer.

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Sales Process

Describe the steps of your sales process

  • Lead generation

  • Qualification

  • Nurturing

  • Sales outreach

How to structure your sales team?

There are many ways to structure your sales team and pros and cons of each method. Three popular ways are 1) the island: each sales rep is responsible for the sales process from start to finish, 2) the assembly line: each rep is responsible for a specific task in the process, and 3) the pod: small, tight-knit groups that form their own sales unit. Select a structure that works best for your organization.

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Sales Team

Give an overview of your sales team, the general capacity, and the key responsibilities of each member or group.

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Roles and Responsibilities

Describe the roles on your sales team and the responsibilities of those roles

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Pre-sale:

Lead generation and nurturing

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Sales:

Closing deals

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Managers:

Overseeing the team

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Sales Support Documents

List any sales support resources that have been made available to your team e.g. sales battle cards, a training manual, webinars, etc.

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Useful resources

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FAQ

  • An effective sales strategy presentation should include clear objectives and explain how those objectives will be accomplished as well as how progress will be measured.

  • Having a streamlined set of sales strategy slides is an essential part of a sales presentation so that your audience can follow along as you present the most important information in an organized way.

  • You can do a presentation on sales strategy in person or virtually. You can also present live or record a presentation to share with viewers.

  • The three types of sales presentations are canned presentations, written sales proposals, and organized presentations. Canned presentations make use of memorization and scripted sales calls, written sales proposals are complete top-to-bottom presentations, and organized presentations are typically more tailored to unique selling situations.

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Keith Rabkin