The Best Sales Newsletter

How to create a killer (and simple) business case that helps you win big deals.

Hey sales friends,

In this week’s newsletter I’m breaking down a sick template I found for creating strong business cases.

Oftentimes, our champions need to present to internal stakeholders and this is the best template I’ve seen (by far!) to help them make the strongest case possible.

Don’t sleep on this one!

The Reality of Sales

Like it or not here’s the truth about most of your deals:

1. Your buyers are speaking with multiple vendors. And after all the sales calls, demos, emails, etc. they’re probably feeling like every vendor is mostly the same (even when your product is obviously better).

2. The most important conversations, that oftentimes determine whether or not you win the deal, happen when you’re not in the room. ie When your champion’s speaking with other internal stakeholders about the decision of who to move forward with.

3. If you saw how your champions communicate internally about your product, differentiators, etc. it’d probably give you nightmares. This is not their fault. They’re simply busy and not highly prepared for these conversations.

Why Business Cases Work

Two main reasons:

1. The format is a google doc. This is the most simple and easy way to understand information (much better than a slide deck). Also, this is how a lot of information is already shared among leadership, founders, execs, etc so your business case will feel like an internal doc and actually get looked at.

    

2. It’s short and to the point (2 pages max). This makes it so your champion can quickly refresh themselves on the selling points of your company (value, challenges solved, investment) and whoever reads the business case can easily get the download of what’s most important and why your company should be the provider of choice.

Here’s The Template

I found this by following Nate Nasralla.

Highly recommend you do the same if you’re not already.

He shares a ton of great tips and strategies like this for winning larger and more complex deals.

To grab the template (for free) click here.

Bonus tip:

Walk through the business case with your customer (on a call) ahead of their conversations with other internal stakeholders.

That way you can make 100% sure your aligned on the messaging and can make any tweaks that are needed before your champion shares it with the big dogs.

That’s it for me this week!

Wishing you all the best this Q4 my friends :)

- Mike G

When you’re ready…

Check out The Best Sales Course.

Over 250 pages of frameworks, tactics, strategy and tips to help you source more pipeline, close more deals and earn the income you deserve.

These are the exact sales systems I’ve used at three of the fastest growing startups of all time: Zenefits, Flexport and Deel.