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Introduction and Know Your Product
January 15, 2025
9:00 am - 10:00 am
Zoom This foundational session sets the stage for the Sales Velocitisor™ Accelerator by introducing the key concepts that will drive your journey: Sales Velocity, Marginal Gains, and Sales and Marketing Enablement. We begin by exploring the Sales Velocity metric, a powerful formula that quantifies how fast your business can generate revenue. You’ll learn how to break it down into its key components—average deal size, win rate, opportunity count, and sales cycle length—and how small improvements in each area can lead to exponential growth through the concept of Marginal Gains. Next, we introduce the idea of Sales and Marketing Enablement, an integrated approach to optimizing your sales and marketing efforts. We’ll dive into the 5 Product Levels model, helping you gain a deeper understanding of your product or service, its market position, and its value proposition. You’ll work on articulating the true value of what you offer, preparing to align it with your customers’ needs throughout the program. This session also emphasizes the growing importance of integrating marketing and sales for a seamless revenue-generating machine. By the end of this session, you’ll have a clear understanding of how to measure and drive sales velocity, how marginal improvements across different touchpoints can dramatically enhance overall performance, and a solid grasp of your product’s strengths and differentiators.
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Know your Customer
January 22, 2025
9:00 am - 10:00 am
Zoom In this session, we shift focus to the most critical element of any sales strategy—the customer.
A deep understanding of your ideal customer is fundamental to crafting a successful sales and marketing strategy. This session provides tools and frameworks to help you define your customer in detail, starting with the Business Model Canvas. You’ll outline your key customer segments, channels, and customer relationships, followed by the Ideal Customer Canvas, which focuses specifically on identifying the attributes, pain points, and motivations of your best-fit customers. Next, we explore the Value Proposition Canvas, a powerful tool for connecting your product’s value with the needs and desires of your customers. You’ll learn how to position your offerings in a way that directly addresses your customer’s challenges and offers compelling solutions. Finally, we cover how to develop a strong Unique Selling Proposition (USP) that differentiates you from the competition. A well-crafted USP will highlight your unique strengths and make it clear why customers should choose your solution over others. By the end of this session, you will have developed a deep understanding of your target market, a detailed profile of your ideal customer, and a clear articulation of your value
proposition.
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Strategies for Success
January 29, 2025
9:00 am - 10:00 am
Zoom This session is dedicated to developing effective strategies for both marketing and sales that align with your business goals and customer needs. We start by diving into marketing strategies, from inbound and outbound marketing to account-based marketing (ABM). You’ll explore how different strategies suit different types of businesses and markets, and how to select the most effective approach for your product or service. Once your marketing strategy is defined, we’ll move on to sales strategies. You’ll learn about different sales methodologies such as consultative selling, solution selling, and challenger selling, and how each can be applied depending on the type of customer and sales environment. We’ll also discuss the importance of aligning sales and marketing strategies to ensure both teams are working towards common goals, with a consistent message and approach throughout the buyer’s journey. You’ll leave this session with a clear strategic direction, armed with actionable sales and marketing tactics that will enhance your ability to reach, engage, and convert your ideal customers.
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Operationalize your Strategies
February 5, 2025
9:00 am - 10:00 am
Zoom In this session, we move from planning to execution. Your well-crafted strategies need to be implemented effectively, and that’s where operationalization comes in. We begin by exploring the different marketing models and sales methodologies that can guide your tactical efforts. From the AIDA model to the BANT framework, you’ll learn how to operationalize your strategies using proven approaches that can structure your efforts across both marketing and sales. You’ll then delve into Sales Models—whether it’s transactional sales, solution selling, or enterprise sales, this session will help you identify the best model for your organization based on deal complexity, buyer persona, and product type. You’ll also explore sales processes, from lead generation to closing, and the role that each step plays in building a consistent, repeatable path to success. By the end of this session, you will have a practical operational plan in place that translates your high-level strategies into daily activities and workflows, ensuring your team knows exactly how to execute with precision and focus.
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Sales Velocitisor™ Accelerator PLUS 4 Business Coaching Sessions
January 15, 2025 - April 2, 2025
9:00 am - 5:00 pm
Zoom The full Sales Velocitisor™ Accelerator program PLUS 4 Business Coaching Sessions. Session dates and times will be booked separately.
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Sales Velocitisor™ Accelerator PLUS 6 Business Coaching Sessions
January 15, 2025 - April 2, 2025
9:00 am - 5:00 pm
Zoom The full Sales Velocitisor™ Accelerator program PLUS 6 Business Coaching Sessions. Session dates and times will be booked separately.
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Align Buyers' and Sellers' Journeys
February 12, 2025
9:00 am - 10:00 am
Zoom In this session, we explore the critical alignment between the Buyer’s Journey and the Seller’s Journey. The buyer’s journey is no longer linear, and sellers need to adapt to the new, more complex path that buyers take as they move from awareness to consideration to decision-making. We’ll break down the modern buyer’s journey into its core stages and identify the key touchpoints where your sales and marketing efforts should intersect. You’ll learn how to map out the Seller’s Journey in parallel, ensuring that your team’s activities and messaging align with what the buyer needs at each stage. This alignment is crucial for creating a seamless experience for prospects and customers, reducing friction, and increasing the likelihood of conversion. By the end of this session, you will have aligned your sales and marketing efforts with your customer’s needs and behavior, positioning your business to better guide them through the buying process.
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Your New Revenue Funnel
February 19, 2025
9:00 am - 10:00 am
Zoom The traditional sales funnel has evolved. In this session, we dive into creating a New Revenue Funnel that integrates marketing, sales, and customer success. As businesses adapt to the increasing complexity of buyer behaviors, we’ll explore how to design a funnel that not only generates leads but also nurtures them effectively through every stage of the buyer’s journey, from awareness to post-sale engagement. We’ll begin by examining how marketing and sales are more interconnected than ever before. The session covers strategies for aligning your marketing funnel—focused on building awareness and generating demand—with your sales funnel, which centers on converting leads into paying customers. A significant component of this session is integrating customer success into your funnel, ensuring you’re not only closing deals but also retaining and growing your customer base. You’ll learn how to establish clear handoffs between marketing, sales, and customer success teams, allowing for seamless transitions and a unified focus on the customer. We’ll also discuss pipeline management and how to create checkpoints across the funnel to assess performance and identify bottlenecks. By the end of this session, you’ll have designed a comprehensive revenue funnel tailored to your business that guides prospects through each phase while optimizing internal collaboration between teams to ensure efficiency and success.
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Channels to Market and Intro to ChatGPT
February 26, 2025
9:00 am - 10:00 am
Zoom Identifying and selecting the right channels to market is critical to reaching your ideal customer and scaling your sales efforts. This session focuses on analyzing your market landscape and evaluating different marketing and sales channels—from digital platforms to more traditional methods like direct sales and partnerships. We’ll begin by exploring various online channels such as social media, content marketing, email campaigns, SEO, and paid advertising, examining how they can be leveraged to attract leads at different stages of the revenue funnel. We will also look at offline channels like events, networking, and direct sales strategies that can support your overall growth. A key focus will be on how to integrate technology into your channel strategy. This session includes an introduction to ChatGPT and other AI tools that can enhance your marketing and sales efforts by automating customer engagement, streamlining workflows, and generating data-driven insights. You’ll learn how to use these tools to improve efficiency and engage customers more effectively across your chosen channels. By the end of this session, you’ll have a well-rounded view of the different channels available, how to prioritize them based on your customer profile, and a strategy for leveraging both traditional and tech-driven approaches to maximize your reach.
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The Right Content at the Right Time
March 5, 2025
9:00 am - 10:00 am
Zoom Content is the lifeblood of modern marketing and sales efforts. In this session, you’ll learn how to craft and deliver the right content at the right time to engage prospects and customers throughout their journey. We begin by exploring the different types of marketing and sales content and how they serve distinct purposes in the funnel. You’ll learn how to create high-quality content that resonates with your target audience, from blog posts and case studies to demo videos, webinars, and product comparisons. We’ll examine how to differentiate between top-of-funnel content, designed to build awareness, and bottom-of-funnel content, focused on converting prospects into customers. The session also covers mapping content to the buyer’s journey. We’ll explore how to deliver personalized, relevant content at every stage, from the moment a prospect becomes aware of your brand to post-sale follow-ups that encourage customer loyalty and referrals. You’ll also learn how to map content to specific actions in your revenue funnel, ensuring that marketing and sales teams are delivering the right message at the right time. By the end of this session, you’ll have a clear content strategy that aligns with your funnel, engages your target audience, and drives measurable results.
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Know your Measures, Metrics, and KPIs
March 12, 2025
9:00 am - 10:00 am
Zoom Data-driven decision-making is key to success in sales and marketing. This session focuses on the importance of measures, metrics, and KPIs and how to use them to track performance and optimize your revenue funnel. We begin by discussing why metrics are essential for managing and improving sales and marketing efforts. You’ll learn about the different types of metrics, such as activity-based, outcome-based, and predictive metrics, and how to select the right ones for your business. Next, we’ll explore the concept of a pacing strategy—how to set goals and metrics that help you track progress toward long-term objectives. This session will help you define the critical key performance indicators (KPIs) for each stage of the funnel, from marketing metrics that track lead generation to sales metrics that measure conversion rates and customer success metrics that gauge post-sale engagement. By the end of this session, you’ll have a framework for choosing and implementing the right metrics to ensure your revenue funnel operates efficiently and delivers consistent growth.
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Metrics that Matter - Unlock your Potential across the Revenue Funnel
March 26, 2025
9:00 am - 10:00 am
Zoom Building on the previous session, this module dives deeper into metrics that matter across the entire revenue funnel, from demand generation to sales conversion and customer retention. You’ll learn how to unlock your potential by tracking the right metrics at the right time. We’ll break down the three critical areas of the revenue funnel—demand funnel metrics, sales funnel metrics, and customer success metrics—and how to track and optimize them. You’ll also learn how to use the Marketing and Sales Planning Excel Model to visualize your funnel performance and identify areas for improvement. By the end of this session, you’ll be equipped with the tools to track and optimize your revenue funnel from top to bottom, ensuring you are consistently improving your performance and driving growth.
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Execution Excellence
March 26, 2025
9:00 am - 10:00 am
Zoom This session focuses on the art and science of execution excellence. Great strategies are only effective when executed with precision, and this module is designed to help you develop the skills to implement your plans flawlessly. We begin by exploring the importance of execution and why it’s often the most challenging part of business strategy. You’ll learn the 4 Disciplines of Execution (4DX) framework, which is designed to help organizations stay focused on their most important goals while managing the whirlwind of daily tasks. We’ll also cover the OKR (Objectives and Key Results) framework, which is used by top-performing companies to ensure everyone is aligned on priorities and making measurable progress. By the end of this session, you’ll understand how to set clear execution goals, track progress effectively, and drive your team toward success with the right processes and accountability systems in place.
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Summary and Retrospective
April 2, 2025
9:00 am - 10:00 am
Zoom In this final session, we bring everything together with a summary and retrospective
of the program. You’ll revisit the key concepts and topics from each session, reflecting on your learning journey and the progress you’ve made. This is also an opportunity to evaluate the program’s impact on your business, as we conduct a detailed retrospective to understand what worked well and what could be improved. We’ll discuss how to maintain momentum going forward, ensuring that you continue to apply the principles of the Sales Velocitisor™ Accelerator long after the
program ends. If you have followed each step of the program, you’ll have a clear action plan for
executing your sales and marketing strategies, tracking progress, and continuously improving your revenue funnel to achieve sustainable growth.
For Sales Leaders, CEOs, COOs, CMOs, CSOs, and CROs: Boost Sales, Elevate Business Performance, and Unlock Growth!
In today’s fast-evolving market, the dynamics of sales and marketing have transformed. The post-COVID landscape, the rise of new technologies, and changing buyer behaviors demand a fresh approach to driving revenue and growth. The Sales Velocitisor™ Accelerator Program is your key to mastering these changes, empowering your organization with the tools, strategies, and insights to increase sales productivity, performance, and growth.
Program Overview
The Sales Velocitisor™ Accelerator is a comprehensive 12-week journey that equips you with the knowledge and tools to design and implement a winning strategy, tailored to your business needs. You will craft an end-to-end revenue funnel that integrates marketing, sales, and customer success, allowing you to attract, convert, and retain more customers.
This program is unique because it blends learning with doing—while you gain new insights, you’ll also take action by developing critical business components, including your Smarketing (Sales and Marketing) strategy, content calendar, and performance metrics.
At the end of the program, you’ll walk away with a custom, ready-to-execute strategy that will significantly enhance your organization’s ability to grow revenue, improve sales effectiveness, and outperform competitors.
What You’ll Learn and Achieve:
- A Revenue Funnel that integrates Marketing, Sales, and Customer Success
- Mastery of Sales Velocity Metrics to drive faster, more efficient growth
- How to leverage Marginal Gains for continual improvement
- A deep understanding of your Buyer’s Journey and how to align it with your sales process
- A flexible and scalable Smarketing Strategy designed for today’s business challenges
- A data-driven approach to sales and marketing through Metrics and KPIs that matter most
Key Trends Addressed in the Program:
- Customer centricity and hyper-personalization
- Integration of Marketing, Sales, and Customer Success
- Automation and AI to streamline processes
- The rising importance of content marketing
- Adaptation to the lengthening of the traditional sales cycle
The Program Structure:
The Sales Velocitisor™ Accelerator is delivered in 12 live sessions over the course of 12 weeks, with recordings and templates provided to support your learning. You’ll move from strategy to execution, learning how to operationalize your plans and measure success with real-world tools.
Choose to “go it alone” or partner with a Business Coach for guided support, ensuring you stay on track, complete the program with confidence, and achieve measurable gains in sales productivity, performance, and growth.
Venue: Zoom