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hello i'm amy franco and welcome to this modern seller's guide to winning more six and seven figure deals in this video series i'll be taking you through some specific strategies and actions that you can put into your sales territory or into a specific opportunity to help you identify and close more of these higher value six and seven figure deals so whether you are a sales professional or you are a sales leader leading a team you'll find some strategies and actions in here that will help to move you forward when i'm having this conversation with individuals or teams the first place that i like to start the conversation is to talk about what it means to sell strategically because in order to win these six and seven figure deals you need to think and act strategically so so what exactly does that mean selling strategically is a combination of a few things first it's the big picture view of success in your sales territory your top line your bottom line your biggest opportunities your biggest risks really understanding what that big picture looks like it's also your business acumen it's your selling skills all of those things combined plus the tactical sales activities yes selling strategically actually involves some tactics too those specific sales activities that you want to be performing consistently on a daily monthly quarterly basis that will help you move opportunities forward and help you to win so now that we have a working definition of what it means to sell strategically there are two other significant pieces to the puzzle that a sales professional or sales organization wants to put into place so the first piece to this puzzle is sales process so i'll walk through a working definition of sales process and some of the things to be thinking about i like to think of sales process as the staircase these are the specific steps that you follow in virtually any opportunity in order to move it from a lead being generated all the way through to closure and also where are there's where are those specific decision points where you will make a decision uh either individually or as a team whether the opportunity is a right fit because sales professionals spend a lot of time on deals that aren't going to close so this process should be helping you move opportunities through but also make strategic decisions about where you will exit specific opportunities in order to be able to focus your time more strategically in opportunities that you can win so that's process the second piece of selling strategically is your methodology i like to think of methodology as your chess match these are things like your strategies your skills your tools what are you going to pick and choose from that isn't necessarily process oriented but it's going to help you move the opportunity forward or your sales territory forward so you can see a few examples here on screen everything from creating a business case for the opportunity to understanding the top line and bottom line the pricing strategies that you need what are the solutions that you want to be picking from also more on the skill side what are the sales skills that you're going to need what are the mindsets and beliefs that you're going to need to push this through the relationships that you will need and especially in more complex six and seven figure opportunities there will be more relationships that you need to build and the potential for more risk of gaps if you are a sales leader and you're putting together your team or you're a national account manager putting together your team do you have the right team members in place to win these deals and then maybe this is a client that you've had for a number of years and you want to grow this client where can you find new problems to sell that can indicate upsell and cross-sell opportunities or rather new problems to solve that can help you to identify upsell and cross-sell opportunities so your processes the staircase your methodology is the chess match and those two things combined together can help you to sell strategically all right so let's put a few other pieces of the puzzle into place here what are some things that you can be doing today whether you're a sales professional or you're a sales leader so for my sales leaders first building out your territory plan do you have a strong sales plan for your territory your verticals your top clients your top prospects what are the risks that you might need to be thinking through do you have that specific plan in place that you can work with your sales leader on that that your sales leader can coach you to that you can hold yourself accountable to that's going to help you on that track to those six and seven figure opportunities focusing on your top accounts or the top clients that you need to either retain or win your retained clients will continue to serve as your baseline those can also be your upsell and cross-sell opportunities your top prospects or top accounts that you need to win will help you with your growth opportunities so between those two retaining and growing your current clients and identifying and landing those top prospects that's going to help you get to those sales goals and exceed those sales goals my sales leaders a couple of things for you to be thinking about do you have a data driven approach to assess your team's capabilities do you truly know the strengths and weaknesses of the people on your team do you know what skills they need to be developing do you know where you need to coach them using a data driven assessment can help you to get there and then also for my sales leaders investing in a sales process and a sales methodology whether this is something that you design and implement in-house or you work with an outside consulting firm maybe a combination of the two but having a very strong consistent process and a strong set of methodologies that you can coach your team to and specifically for those six and seven figure deals that you want to be landing in order to grow those sales territories so those are some specifics that you can be putting into place whether you are a sales professional or you're a sales leader to wrap up this first video in the series this is how you can connect with me if you'd like to have a conversation with me about how to grow those opportunities in your team's sales territories please feel free to reach out to me via linkedin or you can also head out to amyfranco.com fill out the contact form and let's schedule a conversation thank you so much for joining me in this video series please be sure to join me for the next videos in this series where i'll be diving into more specifics around sales methodology that you can be putting into your sales territories and into your specific opportunities to help you close more of those six and seven figure deals