The 12 Building

Blocks of a
Successful
Sales Strategy
CSOs are often mistaken about where
their sales organization is hurting or why.
Twelve sales activities create the
foundation of a successful sales strategy.
What most don’t know is that they
are all required for success.

Sales activities build on each other. If one is missing, misplaced

or misprioritized your sales strategy could become unstable.

Pipeline Review
and Strategy

Deal Assessment
Prioritizing deals against
others in the seller pipeline
based on revenue, strategy Deal Assessment
or other key measures.
Ex: Likelihood for fit and growth
Opportunity Strategy
for one opportunity vs. another
The needs, goals and
objectives to determine
Opportunity Strategy how your product aligns
with a specific customer.
Ex: Find space in an account for
Account Strategy
a new growth opportunity
The needs, goals and
objectives for determining
how your product/solution Account Strategy
aligns with the customer.
Ex: Create a joint business plan
for an entire account
Territory Strategy
The needs, goals and
objectives for developing
Territory Strategy a strategy to meet revenue
goals within a territory.
Ex: Segment accounts by how/
why they buy

Tactics and
Execution

Sales Methodology
Seller techniques to
help customers progress
through their buying Sales Methodology
journey.
Ex: MEDDPICC, NEAT, value
selling, challenger selling Sales Plays
Distinct actions to take
Sales Plays based on a defined sales
methodology.
Ex: Use challenger selling when a
Sales Campaign commercial insight is needed
A sales strategy aligned to
a unique sales initiative that
leverages relevant sales Sales Campaign
plays and methodologies.
Ex: Email campaign focused on
growing current accounts Sales Playbook
A tool that communicates
Sales Playbook what the seller should do.
Ex: Qualify the customer using
BANT with an example of a
conversation

Pathing

Sales Motion
Actionable steps requiring
cross-functional alignment
to sell a product or service. Sales Motion
Ex: Deliver a commercial insight
to a customer provided by
marketing Sales Process Stages
The steps needed to get
Sales Process Stages from unqualified prospect
to customer by naming the
sales stages in CRM.
Customer Buying Journey Ex: Discovery
The stages a customer must
complete before making a
purchasing decision. Customer Buying Journey
Ex: Qualify the customer using
BANT with an example of a
conversation Customer Life Cycle
The customer’s presales
stages and post-sales
Customer Life Cycle
activities, such as support
and retention decisions.
Ex: Evaluate, implement, renew

Identify and discern differences to better prioritize

actions and strengthen your operations.

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