2. 2
The Vision
Many Creative, Consulting and Technologies were founded under the direction of
great creative people and technologists. They excel in providing their expertise and
offerings to their clients but struggle around sales, marketing and business
development execution. I decided to take my 30+ years of success in this arena to
help these B2B companies grow and prosper.
This vision is the basis for WIN Advisors.

3. Develop the deep
sales expertise,
confidence and
sophistication
needed to win
targeted new clients,
grow existing
customers and
generate sufficient
Evolve to
WIN

4. Typical Client Challenges
4
Need for a comprehensive top-
line revenue strategy and plan
Challenged to balance traditional
sales, business development and
marketing methods with social selling, content marketing and other evolving
avenues
Need to bring in more new clients and
grow current customer revenues
Unsure how to best hire, train,
compensate and manage the right
sales talent
Aware of various sales short-comings but unclear which
path to take and how to get started
The organization’s greatest experience
resides outside the sales function

5. WIN Has a Simple Formula for Sales
5
 WHAT YOU DO:
Vision, Strategy, Plan and Tactics
 HOW WELL YOU DO IT:
Sharpness and Quality of Execution
 HOW OFTEN YOU DO IT:
Quantity and Velocity of Sales

6. WIN Has a Plan to Get You Moving
6
 Leverage goals of the business to inform the sales vision
 Conduct rapid current state Sales, Business Development and Marketing assessment
 Gap Identification
 Craft remediation plan and WIN roadmap
 Define and prioritize key tactics

7. WIN Offers a Spectrum of Sales Advisory Services
7
Strategy and
Roadmap
Team and Models Value
Identification
And Messaging
Solution Offerings
and Markets
Processes and
Tools
Execution and
Skills

8. 8
Strategy and Roadmap
 Assess current Sales, Business Development and Marketing plans and results
 Understand goals, timelines, current tactics in play and ongoing results
 Determine gaps and optimal areas to improve
 Map plan to drive improvements
 Create and prioritize tactics
 Measure, refine, re-prioritize and optimize efforts

9. 9
Team and Models
 Getting the winning people in place
 Determine the specific requirements of the role to define the ideal profile
 Hire with strategic goals alignment in mind
 Define the appropriate coverage and compensation models
 On-board, train, coach and mentor – sales role and executives
 Craft appropriate Partnerships and Alliances model

10. 10
Value Identification and Messaging
 Determine market opportunities and specific prospect needs
 Win with discovery skills and real business dialogues
 Define your value proposition – aligning unique value effectively with
tangible market challenges
 Engage clients actively throughout the entire sales process
 Powerful, expertly focused and delivered messaging

11. 11
Solution Offerings and Markets
 Focus on the business problems solved to craft unique
product and solution offerings
 Tap into the best markets and customer types
 Define target markets and optimal buying personas
 Understand and beat the competition
 Maximize strategic pricing strategies

12. 12
Process and Tools
 Awareness-to-Close sales, support and client on-boarding process
foundations including collaboration methods and tools
 Effective collateral, marketing and web presence
 Leverage automation such as Customer Relationship Management (CRM)
and Marketing Automation tools
 Benefit from events, webinars, networking and content marketing
 Consider Social Media and Selling

13. 13
Execution and Skills
 Intelligent prospecting to find new opportunities
 Proper qualification and resource allocation to pursue the correct business
 Crafting sales strategies and tactics that bring in more new customers
 Sharpened negotiation skills
 New client acquisition and existing customer expansion to meet revenue goals
 Get your entire company selling

14. 14
 Fractional Chief Sales Officer Services
 Executive Sales Coaching
 Sales Strategy and Roadmap
 Talent Assessment, Hiring, Training and on-going Mentoring
 Partnerships and Alliances
 Value Proposition Creation, Positioning and Messaging
 Sales Process and Automation
 Sales and Collaboration Tools
 Specific Opportunity and Situational Coaching
 Tactical Sales, Business Development and Marketing Executions
How WIN Can Help

15. 15
“John has been my mentor in sales and revenue strategy since I
started the Ippon presence in the USA.
We engaged WIN Advisors to develop our sales training and to improve our B2B
selling processes. Ippon has been very happy with the work and the results.
John is very knowledgeable and a pleasure to work with. I recommend WIN
Advisors for any company that wants to successfully develop sales and go to the
next level.”

16. To get started, contact WIN ---
John Casey, Principal
jcasey@winadvisorsgroup.com
804-690-3144
www.winadviorsgroup.com
New
Clients
& Revenues
Faster
Results
High
Quality
Team
Less Risk
& Costs

17. “
”
The sales
department
isn’t the whole
company, but
the whole
company
better be the
sales
department.
- Philip Kotler
New
Clients
& Revenues
Faster
Results
High
Quality
Team
Less Risk
& Costs