A startup sales strategy is critical for success (here’s why); it helps you understand what value you are adding to the market, who your potential customers are, and how you will build profit. A sales strategy is like a sports playbook.

Sales as a sport

You start with the outline of field or court, which represents your market. Then you identify the key players (competitors, potential partners, etc.) and map out a plan for scoring. Just as plays adapt for different positions, your sales approach should adjust for different customers depending on their unique needs.

A great article in Virtual-Strategy Magazine lists 10 ways great salespeople avoid dropping the ball and keep the game going and I’ve listed the best, below.

7 ways to avoid dropping the ball in your startup sales strategy

1. Be proactive – offense is the best defense
2. Document all the good news, not just the bad
3. Understand your customer’s buying process. When you learn the rules, you’ll know how to break them.
4. Develop internal champions. As one company owner put it, all our staff are salespeople.
5. Know your competition. Hint, it’s every resource or company competing for the same budget.
6. Sell to C-Suite. Always start at the top!
7. Sell value. Everyone sells a widget; it’s how you add value that differentiates you.

You can read the full article here.

Your turn

Have you got a sales strategy? If not, begin by identifying who are the key stakeholders and map out a plan for reaching out to them and you’ll be on your way. Keep refining and tweaking it.

Remember, it’s always a work in progress.