Sales Strategy, Step by Step for 2027

Design how your team sells, from a buyer-centred process and rigorous qualification to discovery, value cases, forecasting, pay and coaching.

Who it's for

Sales managers, heads of sales, founders who still close most deals themselves, and salespeople who want to work more deliberately. Sales leaders can start with the sales model and process; if you mainly sell, go straight to the chapters on winning the deal before your next important meeting.

What you'll learn

• Choose a sales motion (self-serve, inside, field or partner) for each type of customer and define the roles in your team
• Map the buyer’s decision steps and write stage exit criteria the buyer can confirm
• Qualify opportunities with BANT, commonly attributed to IBM, or MEDDIC, developed at PTC, and decide whether to advance, nurture or drop each one
• Plan discovery with Neil Rackham’s SPIN model and build a commercial insight, drawing on Matthew Dixon and Brent Adamson’s The Challenger Sale
• Map the buying group, give your champion a value case they can defend, handle the five common types of objection and agree a mutual action plan
• Run deal reviews, check pipeline coverage and forecast by category: commit, best case and upside
• Set territories, quotas and commission plans, hire to a profile, coach with role-play and recordings made with consent, and run a weekly sales rhythm

What's inside

• 82 pages, 12 chapters
• Each chapter gives you key concepts, a step-by-step method, an illustrative example from a fictional UK organisation, a ready-to-use tool, common mistakes, a recap of the key steps and a short exercise to try this week
• Worked examples from five fictional UK businesses, from a printer to a cleaning company
• A tool in every chapter, including the sales model canvas, qualification scorecard, SPIN question planner, objection bank, mutual action plan template, quota and commission plan model and call coaching scorecard
• A 30-60-90 day action plan with checklists, plus a glossary
• PDF in A4 format — read on screen or print
• Instant download after purchase

Contents

1. Designing Your Sales Model
2. Mapping a Buyer-Centred Sales Process
3. Qualifying Opportunities Rigorously
4. Discovery with SPIN Questions
5. Selling Consultatively and Teaching Something New
6. Making the Value Case to the Buying Group
7. Handling Objections with Confidence
8. Gaining Commitment and Closing
9. Managing the Pipeline and Forecasting
10. Setting Territories, Targets and Pay
11. Hiring and Coaching Salespeople
12. Running the Sales Engine Week by Week

Part of The Business Library

This title is one of the 55 ebooks in The Business Library, available together for £109 (worth £1,437 if bought separately: the total of the individual prices of the included titles in our store). It is also included in The Ultimate Business Bundle, which adds 8 checklists and toolkits and 10 workbooks — all 73 products for £147.