1. SuccessByDesign
High Performance Selling
Michael McMillan, Founder & CEO

2. Objective
Discover your pure sales
position and use it as the
foundation to design a high
velocity sales strategy and
team.

3. So where do we start?

4. In-depth competitive analysis
 Commercial Data Sources
 Print Advertising
 Secret Shopping
 Public Records
 Social Media
 Internet

5. Learning your current sales process
 Sales Deck
 Sales Support Assets
 Recorded Pitches
 Speak to Current &
Former Customers
 Secret Shop Team
 Objection & Rebuttals
 CRM and Pipeline
 Sales Reports

6. Meet with your team
1 Day
1 Objective
1 Outcome

7. Designing the Sale
 Pitch Our Team
 Client Lifecycle
 S.W.O.T. Analysis
 Buyer/Influencer/
Negative Personas
 Gathering Objections
 Formulating Rebuttals
 Verticals That Convert
 Crafting a Real Pipeline

8. Measurements and goals that work
 Owners
 Board of Directors
 Executives
 Management
 Sales Team

9. Crafting a team
 Team Structure
 Hiring Profile & Vetting
 Compensation Strategy
 Onboarding Plan
 Mentoring & Coaching Strategy

10. What’s in the box?
 Ideal Customer Profile
 Sales Strategy &
Process
 Sales Presentation
 A Pitch That Converts
 Objection & Rebuttal
Database
 Pipeline & Reporting
Design
 Sales Team Design
 Hiring & Training Plan

11. Velocity
Quarterly
Sales Manifesto
Strategy Meetings
Monthly
Pipeline Audits
Accountability
Momentum
Bi-Annual
Sales Manifesto
Strategy Meetings
Accelerator
Single
Sales Manifesto
Strategy Meeting
How fast will you grow?

12. Take Action Today!
takeaction@bizsprints.com
(888) 512-3422