TYPES OF SALES

Elements STRATEGY
Inbound Sales Outbound Sales

Definition Sales initiated by the customer showing interest. Sales initiated by the salesperson or business

Customer-driven: responds to inquiries initiated by

Approach Business-driven: reaches out to potential leads.
customer

Lead Source Generated through content marketing, SEO, or ads. Generated through cold calls, B2B, or networking.

Communication Style Consultative, problem-solving approach Persuasive, proactive outreach approach.

Longer due to building trust and awareness from

Sales Duration Usually short due to already-established interest
scratch
 SMART CALLING
Concept TECHNIQUES Application/Action Plan
Description
- Use LinkedIn, company websites, or news articles to gather
information.
Pre-Call Planning Research the prospect and their business.
- Identify key decision-makers and their roles.
- List 3 key insights about the prospect.

- Write a brief, personalized value proposition for this

Possible Value Articulate how your product/service solves the prospect.
Proposition prospect’s specific problem. - Ensure it ties to their pain points (e.g., "Save 20% on your
logistics costs").

Lead Soure - Prepare 3-5 open-ended questions to ask (e.g., "What challenges
Intelligence Collect additional information during the call. are you currently facing with X?").
- Note their responses for follow-up.
Gatheringce

- Write an opening statement, such as:

Crafting Effective
Create a compelling and attention-grabbing introduction. “Hi [Name], I noticed [specific insight] about your company. We’ve
Opening Statements worked with businesses like yours to [benefit].”

- Pre-write responses to common objections (e.g., "We already have

Handling Early a provider.")
Address objections or skepticism early in the call.
Resistance - Use empathy: “I understand. Many of our clients felt the same
initially...”
Concept Description Application/Action Plan

- List 3 specific questions you plan to ask to reveal pain points or growth
Uncover needs and opportunities through insightful
Smart Questions queries.
goals.
- Example: “How are you currently measuring success in this area?”

- Take detailed notes during the conversation.

Show genuine interest in the prospect’s
Active Listening responses.
- Summarize their points to confirm understanding (e.g., “So what
I’m hearing is...”).

- Define a clear call-to-action (e.g., schedule a demo, send a proposal).

Next Steps Guide the prospect to the next logical action. - Phrase it as a benefit: “Would it make sense to explore this in more detail
with a short demo?”

- Prepare an introduction to build trust (e.g., “I understand you manage

Working with
Build rapport with assistants or receptionists. [executive’s] schedule. I’m hoping you can assist me in connecting with them
Gatekeepers about [value topic].”)

- Write down 3 affirmations or success mantras (e.g., “Every call is a chance

Maintaining Motivation Stay resilient and optimistic about outcomes. to learn and grow”).
- Track progress daily and celebrate small wins.

- After each call, review what worked and what didn’t.

Continuous
Refine and improve based on feedback and results. - Adjust your approach for future calls.
Improvement - Ask for peer or mentor feedback regularly.
SALES AND MARKETING PLAN
Section Details Example

Crave catering is a premier catering service dedicated to delivering exceptional culinary

1. Executive experiences for cooperate events as well as private events . we specialize in curating
Overview: Brief summary of the
Summary customized . Unlike standard catering services we not only focus on exceptional taste but also
business, target market, and UVP.
on tailoring every detail to sync with your events thymes with customized setups and a
creative focus on details.

2. Sales Sales Goals & KPIs: Outline short- Monthly revenue of $20,000 by Q2;
Strategy term and long-term sales objectives. Customer retention up by 15% in next two months.”

Target Segment 1: Companies and organization looking for neat and professional
Target Customer Segments: food and bevarge catering for events
Describe each customer segment and
their needs. Target Segment 2: Wedding organizers and couples wanting aesthetic setups and
great food and beverages at their weddings

1. Prospect through ads and/or phone calls, mettings etc

Sales Process: Steps in the sales
2. Initial email contact;
cycle (prospecting, contact, pitch, close,
3. Online demos;
follow-up)
4. Close; 5. Follow-up.”

Pricing Strategy: Approach to pricing

“Value-based pricing; 20% above average for eco-friendly products.
based on value or competition.

Sales Channels: List main channels

“Website and eco-store partnerships.”
SALES AND MARKETING PLAN
Section Details Example

3. Marketing Marketing Goals: Define primary

“Increase brand awareness by 30%; acquire 500 new leads monthly.”
Strategy marketing objectives.

Target Audience: Define

demographic and psychographic traits of “small businesses and households, urban, eco-conscious.
target customers.

Market Positioning: Highlight the

“High-quality, toxin-free cleaning solutions.”
brand’s competitive edge.

Brand Messaging: Develop core “Clean with a conscience. Quality you trust, sustainability you feel.”
brand message/tagline.

Marketing Channels & Tactics:

“Social media tips, eco-living blogs, Google Ads and networking”
List channels and specify tactics.

Budget Allocation: Allocate budget

“40% social, 20% email, 20% content, 20% paid ads.”
by channel.
SALES AND MARKETING PLAN
Section Details Example

4. Integration UVP Statement: Clear, compelling

“Safe for your home, safe for the planet.”
of UVP statement of unique value.

UVP in Sales: How sales team will use

“Sales team emphasizes eco-certifications and satisfaction guarantee.”
UVP in pitches.

UVP in Marketing Messages: How

“Messaging in digital ads stresses safety for both home and environment.”
UVP will appear in marketing.

5. Target Sales Metrics: Monthly revenue,

“20% revenue growth, 15% retention.”
Outcomes customer growth, retention rates.

Marketing Metrics: Brand awareness

“30% brand awareness growth, 10% conversion rate on ads.”
increase, leads, conversions, ROI.