SocialADM.com Has sponsored this document for your free use. SocialADM.com is a Strategic Sales Tool provided as a Service (SaaS) and designed by Sales Executives to help other Sales Executives in their daily Sales Processes from Lead-to­‐Order. SocialADM is especially designed for Strategic, Complex, Value and Solution Selling Process.

1. Re-­‐Think
Your
Sales
Focus.
In
2012
Authored
by:
h?p://twi?er.com/kalleheinonen
h?p://www.linkedin.com/in/kalleheinonen

2. About
This
Document
About
This
Document
This
document
gives
a
framework
for
planning
your
sales
strategy
and
acKviKes.
You
are
free
to
re-­‐use
this
plan
as
is
or
modify
it
to
be?er
fit
your
purpose.
Who
Should
Read
This?
This
document
is
planned
for
anyone
interested
in
making
sense
of
Strategic
Sales,
Complex
Sales,
SoluKon
Selling
and
Value
Selling.
Main
Target:
Directors,
Sales
Team
Leaders,
Business
Owners,
Sales
ExecuKves,
Others
Interested
About
SocialADM
SocialADM.com
is
a
Strategic
Sales
Tool
provided
as
a
Service
(SaaS)
and
designed
by
Sales
ExecuKves
to
help
other
Sales
ExecuKves
in
their
daily
Sales
Processes
from
Lead-­‐to-­‐Order.
SocialADM
is
especially
designed
for
Strategic,
Complex,
Value
and
SoluKon
Selling
Process.

3. Defining
Your
Sales
Strategy
Defining
Sales
Strategy
Some
of
you
don’t
plan
and
believe
in
amount
of
calls
rather
than
well
planned
and
targeted
efforts.
Some
of
you
won’t
get
out
of
the
office
because
you
plan
beyond
reason
and
your
plans
don’t
meet
the
acKon…
We’ve
tried
to
simplify
Sales
Strategy
Planning
and
hopefully
made
it
useful
for
others
than
ourselves
as
well.
We
believe
our
experience
in
Sales
OrganizaKons
of
mulKnaKonal
so]ware
companies
has
been
kind
to
our
ability
to
understand
what
is
reasonable
and
what
is
an
overkill.
Same
applies
with
our
Sales
Strategy,
FAST-­‐Matrix.
FAST
was
created
by
Sales
ExecuKves
for
Sales
ExecuKves.
FAST
was
created
to
fulfill
a
need
and
to
make
sense
out
of
a
corporate
sales
strategy.
FAST
is
all
about
the
F-­‐word..
;)
which
in
this
case
stands
for
FOCUS.
Focus
defines
whom
you
sell,
how
you
sell
(ACTIVITY),
what
you
sell
(SOLUTION)
and
how
you
reach
and
nurture
(TARGET).

4. FAST
–
in
a
nutshell
F
FOCUS
STRATEGY
Focus:
Target
Accounts
(10
–
50
maximum.
Niche
Industries
or
Business
Models.)
AcKvity:
Account
Development,
Strategic
MarkeKng
and
Sales
AcKviKes
SoluKon:
Based
on
Discovery
Dialogues
with
Customer
Target:
Personalized
Messaging
and
SoluKons
A
ACTIVITY
Focus:
“Global”
“Brand
Building”
“EducaKng
the
Market”
“GeneraKng
Buzz”
AcKvity:
TacKcal
MarkeKng
SoluKon:
Broad
SoluKon
–
“We
provide
you
with
a
Best-­‐in-­‐Class
CRM.”
Target:
Generic
messaging
S
SOLUTION
Focus:
Defined
Industries
&
Business
Models
AcKvity:
Strategic
MarkeKng,
Industry
Collateral
SoluKon:
Categorized,
MulKplied
by
Industry
or
Business
Model
Pain
Points.
Target:
Categorized
T
TARGET
Defines,
How
you
target
within
each
Strategic
Approach.

5. Sample:
Focus
Strategy
F Focus
Ac(vity
Solu(ons
Pipeline
Est.
ACV
Target
A
My
12
Cross-­‐sell
and
Up-­‐sell
Personalized
ADM
Less
opportuniKes
$1,400,000
Exis(ng
High
value
Strategic
Personalized
Targets:
ADM
co-­‐op
to
gain
Customized
Stages
opportuniKes
messaging
Apple,
Nokia,
access
to
Decision
Shorter
lead
thru’
Excellent
Samsung,
Maker
IntegraKon
to
ERP
Quality
Google,
Microso]
Close
AM
RelaKonship
Custom
Training
S
Partners:
SoluKon/Strategic
sales
Custom
Consultancy
KwanKc,
Wunderman,
Cubic
Sales
(6
ways
DD)
Zaaz,
Accenture,
Targeted
Small
Events
Tieto
Quarterly
Dinners
12
Largest
New
Targets:
ExecuKve
MeeKngs
T
Rovio,
GM,
Disney,
etc…

6. Re-­‐Think
Your
Sales.
Our
Website:
h?p://www.socialadm.com
Our
Blog:
h?p://salesgonesocial.wordpress.com
In
2012
Authored
by:
h?p://twi?er.com/kalleheinonen
h?p://www.linkedin.com/in/kalleheinonen