The Three High Impact Items I'm working on in March

Building a Sales Motion from scratch is hard — you have to close deals in a competitive market and generate results to prove to management that the project is worth investing more in. The biggest challenge in selling a new product in a big and undefined market is making sure I spend every hour on the highest ROI activities.

Choosing to do one thing means deprioritizing another. After lots of trial error in the past weeks I’m finding my groove and working on 3 high impact items this month:

Campaign Analysis Sheet

We are approaching different verticals to see where our PMF and Deal Value is the highest — without proper Data we cannot say with confidence, which vertical to double down on. I am creating a sheet to track the number of dials, meetings booked and ARR generated so that in the midterm we can make data-driven decisions, as opposed to relying solely on gut feeling. 

Sales Playbook 

I am building out a playbook that captures my general approach to all deals at Scrive — from the main value propositions, to common pains we solve to a clearly defined framework for running discoveries and demos. The playbook also captures all the processes for generating pipeline, the tech. Stack and time management technique for making the most out of the day. While the playbook will become an excellent resource down the line, it also forces me be more intentional and think clearly about my role.

Optimizing my Tech Stack with AI

I am getting used to zoom info and building out my own lists, using their AI Copilot as well as Sales Navigator. These two tools in combination with Salesforce and our calling software can be a powerful enhancer, if used right. It took me weeks to find a good workflow, but I am getting there now. Everyday the world around sales enablement tech. is evolving and hundreds of AI Tools launch to make selling easier – I try to keep it simple, but have found that LinkedIn has been a great resource to finding new useful tools, such as this one I bumped into recently (a chrome extension allowing you to generate CSV files from Sales Navigator Searches).

Happy selling!