The Strategy pillar sets the direction for your entire sales function by defining who you should target, what value you offer and how you will win in your market. Using the Master G.R.I.P. Map™ it creates clarity and focus so your team only pursues opportunities you can win and deliver successfully.
When Strategy is right, your win rates increase, deals become larger, sales cycles shorten and every part of the sales engine performs with far greater confidence and precision.
SUB-SYSTEM: THE MASTER G.R.I.P. MAP
The Master G.R.I.P. Map™ provides the strategic foundation for the entire sales function. It brings clarity to who you target, how you create value and where you should focus your time and resources to win more of the right business.
- G — Goals: Defines the commercial priorities, outcomes and success measures your sales function is aiming for.
- R — Resources: Assesses the people, skills, tools, budget and capabilities you have available to execute your strategy.
- I — Ideal Client Profile: Identifies your highest-value, best-fit customers - the ones you are most likely to win and retain.
- P — Propositions: Sharpens and articulates the differentiated value messages that resonate most strongly with your ICP.
The Master G.R.I.P. Map provides clarity on who to target, what to say and how to prioritise, creating a clear, focused and competitive sales strategy for the business. This drives higher win rates, larger deals and more efficient selling.
