Great to see you here ¡ 💪 So , ready to Build YOUR Sales Engine to get more customers ?
Sales Operating System ( Sales OS) helps to Get Deal-Winning Practices into Playbooks
What is a SalesOS ? SalesOS is an operational framework (built in Notion) for sales enablement that integrates marketing strategy and sales execution to Setup repeatable, scalable and transferable sales conversion process
The Objective is to setup a system to connect Strategy to Execution, enabling the focus to build personalised Go to Market strategies that match Value to People and so are better at converting
5 weeks program with 1 to 1 life sessions to setup and get up & running your Sales Engine. I will walk step by step with you to design your Process to Win at every stage of the Customer Journey into Repeatable Playbooks
- Enable consistent execution of deal-winning practices at each stage of your sales process
- Get Your Own Winning Sales Model without becoming dependent on 3rd party suppliers.
- Impact the Key metrics that matter for sales ⬆ relevancy = ⬆ CONVERSION % →Sales Velocity 🚀
- Have peace of mind and feel in control focus on the things where you add more value
Why to do it → To Achieve Clarity to Focus on What is Essential to Close Sales
As a founder, you want to understand and be able to execute every step of the buyer journey. You are actually the best sales person even if you don’t have experience or the inclination. You know why you build your products, you know your customers and you know your market .
You just need to get it out of your head and into actionable , repeatable, people-independent sales engine
Why to do it NOW?
You have to Fix sales FIRST , before …
…you join Accelerators /Incubators:
Don’t expect them to tell you how to sell your product if you dont have your sales validated. Your startup will waste connexions, introductions to clients, exposure etc or even worse .. you could get entangled in a corporate PoC that will suck you
….hiring Sales :
It is your responsibility to make sales reps successful as sales reps if you hire them. many sales people become frustrated with their impact on B2B SaaS startups is limited by non-customers issues.
… getting an investment round:
Sales is a core Core as your product . invest in validating, iterating, & documenting your sales engine, so it becomes intellectual capital of your B2B SaaS startup. Sales proof is the way to make investors came to you
Is it too late if you already have joint an Accelerator , have Investors or a Sales team ?
Quite the contrary , fix your Sales Process matters more than ever as your time window /run way is limited Eighty per cent of companies die due to cash flow because money is going out of the door faster than the cash conversion cycle accelerates. Speed is of the essence.
The key question is how to the get your Sales Engine working before running out of money
How to do it → You need a System that models the patterns to Develop Relations, tailored to each Customer Context .
Is about being relevant to each prospect at each opportunity by matching their buying signals a with a flow of messages with your value that best matches their context.
It uses Playbooks ( with steps, messages, templates and tools) to guide and simplify the commercial aspect of segmenting, positioning, building compelling value propositions and defining the best strategy for each sales situation. It also includes a content plan that addresses customer questions at each step.
The model considers all elements involved in each go-to-market strategy : understanding what is needed to succeed, available resources, and ways to be more relevant to improve conversion rates, business effectiveness to focus on the most effective go-to-market strategies.
That get into actionable Playbooks with the right actions, messages and content mapped to the customer's context and attributes within a Process, so it outlines what needs to happen at each moment for each customer segment, channel, and tool (prospecting, nurturing on LinkedIn, nurturing on forums, etc.).
That allow to generate tailored responses and content for each type of customer or segment with customised actions according to their individualised account plans.
Using Notion capabilities, we can adapt easily Playbooks, Messages and Content to the attributes of each client's context and make them available in the formats necessary for each Sales Motion: Landing pages, Emails, LinkedIn DMs etc.
We will structure your Sales Strategy to map the buyer Journey into actionable Workflows , working in the 5 key commercial facets:
- Product Led Sales: Define your Message-Market fit
- Product Management , from analysis and prioritisation of features to followup of KPI related to sales and the product and features per deal
- Build unique Pages with Value Propositions Segmented by Buyer Persona , Drivers , Use Case etc..Sales Pitch, Communications and Messaging , based in the right sales context,
- Sales Copy that drives an intent : every communication and messaging tailored to the next step for each prospect. Collateral repository ,price, docs, contents.. that can be also extended to include upselling and cross-selling references
- Build the Prospecting Engine
- Identify and target the right potential clients or customers and be more effectively conveying value that is relevant to them
- Codify the DRIVERS that motivate customers, or the Problems and needs to solve , what is the business GOALS or IMPACT if they achieve the goal and HOW can they achieve them
- Activate messaging sequences based Customer Segmentation by Buying Signals: Drivers, Problems, Impact and use cases
- Build an Inbound Content for Sales Engine
- You need to Write ( create) for one person , then cater for variations , then scale . We will build a Content Engine for your Sales Collateral, Email & Linkedin Messages, Product Propositions and Landing pages structured in Notion to use dynamic templates and the relational database capabilities to facilitate and re/purpose content
- Define, build, and distribute "Containers of Value" that can be modularly repurposed for different prospect segments, channels and types.
- Sales process to buyer Journey mapping Workflow into Actionable Conversion Playbooks
- Define the best way to reach prospects and develop relationships with them in order to help them (and influence them) to move towards a closing
- How do customers get to know about you -Your Awareness and Prospecting Playbooks across demand generation channels
- How do you communicate what you can do for them - Your Nurturing Playbooks across media Content types
- How do you move from there? how to actually make things happen , your Engage and Closing Playbooks
- We will Build your Playbooks by Micro-Conversion Objectives to move prospects along.Build a funnel for each relationship to progress to the next stage. Define the necessary actions, messages, and content for each stage, as well as the channels to engage customers at every touchpoint. Be prepared to adapt to any selling situation
- We will wrap it up building Custom made Account Plans that work and scale .They are the blueprints of the actions to be executed in each account
- Match the right value (messaging and content) to the right people for each step of their unique sales plan.
- Enable consistent execution of deal-winning practices at each stage of your sales process
- Map Customer real interactions to Core Topics, so to be able to adjust the messages to the specific interest of each prospect at every step of their buyer journey
You need to sell different to different buyers in different moments, even within the same deal
🎯 Make it so easy to understand, evaluate, and buy that customers feel confident about you
Generating more qualified leads solves most problems in most startups ... The (second) best way to generate demand ( and the most affordable) is to FIND & ENGAGE with customers who have the exact problem that you solve. Prospecting by Signals of Interest do that best.
Generating more qualified leads solves most problems in most startups ..but HOW is the question. The best way to generate demand to HELP customers to UNDERSTAND , and Content do that best .
Content for branding vs Content for Sales is like aim to be seen as potential solution vs knowing what is the right choice
These containers will help with inbound selling, drawing prospects to you, as well as targeted outreach, allowing you to reach out to them directly.
Trust trumps technology. Content builds trust, be a source of help to build trust and the selling will flow .
Chess players have “openings” — planned first five moves, develop and closing strategies. The Conversion Playbook Framework is your framework to define your opening and guide you to a successful Close.
Playbooks define the Sales Actions within each Sales Situation following a Process with the Steps defined in a funnel so Sales know What to Say , What to Show [ messages & content ] and How to deliver it to achieve [something concrete ]
You will get a DEALS & ACCOUNT PLANS DASHBOARD , where everything about each account get into place
You get the Sales Playbooks guidelines of what to do with the actual Customer context data to produce the RIGHT ACTIONS based in the Customer Context ( or a segment, type of accounts etc.. )
What results can you achieve ? —> The expected Transformation is to Scale Sales Velocity : Close More Bigger Deals Faster
- Close
The only realistic way to close more is to “produce” better customers interested in what you sell and help them understand that you are the solution . If something is important - create a system to record best practices and key elements to improve it for repeated success
A well defined system of buyer Personas and prospecting Signals will enable you to identify good prospects quickly, so you can focus on them. The sequence of relevant messages and content help to evolve the prospect along the sales journey, elevating their understanding of how your solution fit their own requirements
Build the best compelling argument for each sales situation and customer context and you will close deals
- More :
The system allows to better adjust your propositions to different targets , so you can become more relevant to more segments and so find untapped opportunities. Then you can clone and fine tune variations of key elements ( segment, attributes, channel , messaging ..) to CREATE SERENDIPITY AT SCALE ..with systematic tapping of lead sources and follows up with the contextual Value to enable more deals
- Bigger Deals
Be better at communicating the value you bring to each customer to associate your pricing with the transformation that you provide.The increased ultra segmentation allows a finer prospect qualification with laser value propositions that are more meaningful in customer-impact and lead to self-qualification by their expressed interest or lack of in the specific message
Many salespeople don’t disqualify prospects in the hope of maybe, at one point, closing a deal.Decreasing their sales velocity and wasting valuable time, focus & energy on bad prospects.
By enabling the Monitoring and tracking of activity, content & messages sent you will be able to find the signals to a bigger and better deals , to focus on wining them and repeat the winning strategies
- Faster
Knowing what is the best next action to be relevant and Enable consistent execution of Best angle and proof points to reduce friction and move each Deal forward. Like Selling with a cheatsheet in you hand - a kind of tracking map where you see where everyone is and where should go - to guide them with the best action at each turning point.
Now updated with new formulas to generate contextual Prompts for NotionAI or ChatGPT to write sales copy & content with the product, customer and deal context in "mind" 😉
Quick Answers
A framework that structures sales and marketing workflows, to match the right value (messaging and content) to the right people for each step of the journey.
It uses relational databases to connect the building blocks, such as the product description, segmented value propositions (the why, how, and what), to the right customer context, their attributes (such as stakeholder, problems, benefits, etc.), and the stage of the relationship (type of communication and level).
And then ( optionally ) use artificial intelligence to compose the messaging that fits the conditions .
This helps to define and build personalised funnels that are more relevant than traditional template-based sequences, as easy as adding new rows to a spreadsheet
Ultra Segmented Positioning & Messaging
You can get the program here Book the SalesOS 5 week program NOW , that will redirect to my calendar to directly schedule a in person video meeting to get to know each other and define the work plan
About & References
About Jorge Araluce
Thank you for taking an interest about me
I am a senior sales professional with experience in both B2B complex sale at high growth companies like Cisco and also as Founder and advisor of Startups, where I,ve had the chance to build up the product , the marketing and the sales operations.
I work with VCs, Accelerators and Founders to increase the Startup Sales Velocity- designing better sales processes with Technology, Content and Sales fundamentals to build sustainable Growth.
Mi especialidad es el diseño de la arquitectura comercial para estructurar Procesos comerciales,Propuestas , Contenidos, Herramientas y Personas
Soy especialista en Procesos de Ventas para escalar Startups en crecimiento. Ayudo a mejorar las ventas utilizando tecnología estructurada en procesos que ayudan a escalar manteniendo la personalización. Primero el proceso y despues la herramienta. He desarrollado y vendido servicios de millones de $/€ y he sido CEO de varias Startups de Tecnología de ventas.
Trabajo en poner mi experiencia con Startups, tecnologia y conocimientos del mundo comercial para resolver un problema; Como ser relevante a tus clientes y asi escalar tu negocio de forma sostenible.
Connect Strategy to Execution with Actionable Frameworks
I help Startups to build the sales structure that validate the messaging, content and the sales process , to be relevant to the right customers at scale
With so many traction channels and hundreds of tools is easy to get overwhelmed.
Every new tactic and every tool seems appealing in the beginning but the results are not so clear after a while ...so what's the best tech stack? Well, obviously depends on your goals, but also on your business , strategy and customers. The best technology is the one that adapts to you- not the other way around. Goals & Process first , then tools.
Success in Sales Is not about being busy doing things. Is about doing the right things right. And that works better with a structured process
I help to build a Process-driven Sales Architecture to orchestrate the Contents , the Tools and the Actions that makes sales flow across channels
I will help you to master the journey to sustainable success.
The Key to gain the customer´s attention is to be relevant
Is as simple as finding their Interest and matching that context into your messaging. The conversion process or funnel have to be as convincing as possible and that means to match an answer to what´s in their mind at every step
Everyone has a personal context in the issue and your story has to resonate and sync with them to move them along .
Is essential to be relevant but you do need to be able to do it at scale because you need more interactions than ever to move prospects to the next step. Micro-Interactions that compound . And there is where the right process, tools and technology play their role. To be able to scale the right actions without losing the personal approach. Proceses make to enhance you , not replace you.
I ´ll work with you to structure the core commercial workflows in your business ( positioning, the ideal customers, the steps to open and get them to act , etc....) to build-up the key components in a Flow that can be re-purposed , cloned and automated.
To build the Minimum Viable Sales Process of what it takes to win each customer segment in a structured blueprint to fix the gaps , streamline the process and validate that it can be scale up
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