Sales Strategy

“Make It Count” Clients: A Slippery Slope

Scott Peterson

Oct 13 min read

“Make It Count” Clients: A Slippery Slope

⚖ Opportunity cost is a powerful force in sales, and “Make It Count” clients are a prime example.

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Scott Peterson

Sep 234 min read

Enculturate Your “Dirty Money” Clients

I explore the dangers of “Dirty Money” clients—those who are financially aligned but culturally misaligned—and how they can strain your team

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Move Your “Graveyard” Clients In, Up or Out

Scott Peterson

Sep 163 min read

Move Your “Graveyard” Clients In, Up or Out

"Graveyard" clients—those who drain resources, damage your brand, and offer little financial value. 📉

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Earn the 4R’s from your “Blue Chip” Clients

Scott Peterson

Sep 93 min read

Earn the 4R’s from your “Blue Chip” Clients

Partnership Reviews are more than just meetings—they’re powerful opportunities to deepen relationships, align on goals, and uncover growth.

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Partnership Reviews: The Key To Retaining Your “Blue Chip” Clients

Scott Peterson

Sep 33 min read

Partnership Reviews: The Key To Retaining Your “Blue Chip” Clients

To ensure sustained and long-term growth, it's essential not just to win these valuable clients but to retain and expand these relationships

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You are Planting Seeds Not Microwaving Leads: The Mindset for Cold Outreach

Scott Peterson

Jun 243 min read

You are Planting Seeds Not Microwaving Leads: The Mindset for Cold Outreach

The Mindset for Cold Outreach

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Scott Peterson

Jun 33 min read

Replace Unpredictability with Intentionality: Precision Prospecting with your Blue Chip Client Profile

Take charge of your sales efforts with a highly focused, valuable, and consistent outbound sales strategy. 🎯

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Why Your Sales Team NEEDS Professional Marketing Support

Scott Peterson

May 203 min read

Why Your Sales Team NEEDS Professional Marketing Support

Your salespeople are the “boots on the ground,” while your marketing team provides the crucial “air support”.

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Tailor Your Outreach Messaging for Success in a Crowded Marketplace

Scott Peterson

May 133 min read

Tailor Your Outreach Messaging for Success in a Crowded Marketplace

Strategies for crafting tailored messages that not only break through the noise but also forge meaningful connections with your targets.

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How a "Graveyard" Prospect Almost Ended My Career in Sales

Scott Peterson

May 63 min read

How a "Graveyard" Prospect Almost Ended My Career in Sales

Lesson learned: Prioritize Blue Chip prospects for success and don't let setbacks discourage you.

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Scott Peterson

Apr 293 min read

The Origin of the Blue Chip Profile: Lessons Learned to Invest More Time with the Right Prospects and Sell More

Discover the origin of the "Blue Chip" profile as I share my journey from struggle to strategy

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Mastering Stakeholder Guidance for Sales Success

Scott Peterson

Mar 62 min read

Mastering Stakeholder Guidance for Sales Success

Stakeholder guidance and provides actionable insights for salespeople aiming to take and maintain control of the sales process effectively.

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Beyond the Founder Rainmaker: Building an Effective Outbound Sales Strategy

Scott Peterson

Feb 273 min read

Beyond the Founder Rainmaker: Building an Effective Outbound Sales Strategy

At the heart of many B2B technical and professional services firms lies the Founder Rainmaker.

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Scott Peterson

Aug 14, 20232 min read

The “Blue Chip” Client Profile

Effectively using this 2x2 “Blue Chip” Matrix is the starting point for clarity, focus and alignment.

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Scott Peterson

Jul 5, 20232 min read

Aim Small, Miss Small

As we speak, your sales, marketing and customer success teams are abusing precious time by pursuing misaligned prospects.

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Scott Peterson

Jun 26, 20232 min read

Give Value or Do NOT Send the email

Let’s be honest. Most cold outreach sucks. It’s painfully clear and obvious when you are the recipient of a generic email blast.

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20% of your Clients Generate 80%+ of your Revenue

Scott Peterson

Jun 19, 20231 min read

20% of your Clients Generate 80%+ of your Revenue

You have a small number of clients that are generating the vast majority of your revenue and profitability.

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If they Don’t Agree on the Problem…they Can’t Align on a Solution

Scott Peterson

Jun 5, 20232 min read

If they Don’t Agree on the Problem…they Can’t Align on a Solution

Based on CEB’s “The Challenger Customer”, on average there are now more than 5.4 stakeholders involved in the decision making process.

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Sales Strategy

Carver Peterson Consulting

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