Sales Strategy

The biggest growth opportunities are often sitting in your current accounts—yet Account Managers rarely capture them. Why? Because growth requires hunting skills (finding new stakeholders, building business cases, winning new opportunities)… skills that Farmers (AMs) aren’t always trained to use. The result? Partnership Reviews get ignored, meetings never get scheduled, and competitors step in. If you want to grow inside existing accounts, your Farmers must learn to hunt.

Generic outreach is a connection killer. Every stakeholder has a different scoreboard. A one-size-fits-all value proposition won’t resonate. By tailoring your messaging to their priorities, performance measures, and pains, you move from vendor noise to trusted partner—and open doors with your Blue Chip prospects.

On average, 5+ stakeholders are involved in every B2B buying decision — each with different priorities, pressures, and definitions of success. That’s why I use the 4 P’s Framework with clients: Priorities, Performance Measures, Problems, Desired Positive Outcomes. When you put yourself in their shoes, you stop pushing your agenda and start advancing theirs.

You know when you pick up a book and instantly think: “Yep—this is exactly what I need right now”? That was me within the first 27 pages of "Selling With" by Nate Nasralla. It’s 💡 smart, ✏️ simple, and most importantly—✅ effective. I immediately made meaningful adjustments to how I practice sales and how I teach sales with my clients.