What Is Sales Strategy Consulting?
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Sales strategy consulting designs how you win revenue. Advisors set targets, routes to market, pricing, sales process, enablement, and KPIs. You need it to raise win rate and speed, align marketing and sales, and systematize growth with partner and digital channels tied to measurable pipeline and margin.
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What is sales strategy consulting?
Advisors assess your market and motion, then set the operating model for coverage, channel partners, pricing, and funnel health. Work connects strategy, digital and technology, and business transformation so marketing, sales, and service operate as one system.
Why it matters right now
10 channels
Average number B2B buyers use across a journey
75%
B2B buyers who prefer a rep free option for some purchases
10 to 15%
Typical revenue lift from effective personalization
5 min
Speed to lead window linked to sharply higher qualification odds
What are the 4 P’s of sales strategy?
- Partner. Rules of engagement and enablement that unlock channel sourced pipeline.
- Pipeline. Reverse funnel math, qualification, and forecasting that match booking goals.
- People. Hiring, ramp, capacity, and low attrition so coverage and quality hold.
- Process. Aligned marketing and sales plays by segment with shared metrics.
What are the 7 steps of a sales strategy?
- Prospecting.
- Preparation.
- Approach.
- Presentation.
- Handling objections.
- Closing.
- Follow up.
What are the three most commonly used sales strategies?
- Consultative selling. Focus on trust, discovery, and value before the offer.
- Solution selling. Map pains to a tailored solution and business case.
- Challenger selling. Teach new insights that reframe the problem and path to value.
How we help in practice
- ICP and routes to market. Segment, coverage model, partner strategy, and quotas.
- Pricing and packaging. Test willingness to pay and deal desk guardrails.
- Funnel design and enablement. Playbooks and coaching that lift win rate and cycle speed.
- Instrumentation. Weekly KPIs for pipeline health, conversion, and margin.
| Finding | Figure | Source |
|---|---|---|
| B2B buyers use many channels across a journey | Average of 10 channels | McKinsey B2B Pulse and infographic |
| Buyer preference for rep free options | About 75% prefer a rep free path for some purchases | Gartner B2B buying journey |
| Personalization impact on revenue | Typical lift 10 to 15% with a 5 to 25% range | McKinsey research |
| Speed to lead effect | Responding within 5 minutes linked to up to 21 times higher qualification odds vs 30 minutes | HBR summary and MIT Lead Response Management study |
| Four P’s framing for sales performance | Partner, pipeline, people, process | Insight Partners research |
Use these anchors to prioritize plays that raise win rate, cycle speed, and net revenue retention.
First steps in 2 sprints
- Pipeline math and plays. Set stage by stage targets, enforce qualification, and tighten speed to lead within 5 minutes.
- Segmented messaging and enablement. Build consultative discovery guides and objection handling by vertical.
Need hands on help? Our team pairs commercial design with analytics and change delivery to turn plans into outcomes.
Talk to a sales strategy consultant
Talk to a sales strategy consultant
Sources
- McKinsey. Five fundamental truths: B2B Pulse 2024, channel usage and omnichannel. https://www.mckinsey.com/capabilities/growth-marketing-and-sales/our-insights/five-fundamental-truths-how-b2b-winners-keep-growing
- McKinsey. B2B Pulse infographic showing average of 10 channels. https://www.mckinsey.com/capabilities/growth-marketing-and-sales/our-insights/five-fundamental-truths-how-b2b-winners-go-to-market-infographic
- Gartner. B2B buying journey with 75% rep free preference. https://www.gartner.com/en/sales/insights/b2b-buying-journey
- McKinsey. Personalization lift 10 to 15% typical. https://www.mckinsey.com/capabilities/growth-marketing-and-sales/our-insights/the-value-of-getting-personalization-right-or-wrong-is-multiplying
- Harvard Business Review. The Short Life of Online Sales Leads. https://hbr.org/2011/03/the-short-life-of-online-sales-leads
- MIT Lead Response Management Study PDF. https://cdn2.hubspot.net/hub/25649/file-13535879-pdf/docs/mit_study.pdf
- Insight Partners. Four Ps of high performance: partner, pipeline, people, process. https://www.insightpartners.com/ideas/secrets-of-top-performers-gtm-strategies/
- Clari. What are the 7 steps in the sales process. https://www.clari.com/blog/steps-in-sales-process/
- Salesforce. What is a sales cycle and stages. https://www.salesforce.com/sales/what-is-a-sales-cycle/
- HubSpot. Consultative selling explained. https://blog.hubspot.com/sales/consultative-selling
- Challenger. What is the Challenger Sales Methodology. https://challengerinc.com/what-is-challenger-sales-methodology/
About the Author
Aykut Cakir, Senior Partner and Chief Executive Officer, has a demonstrated history in negotiations, business planning, business development. He has served as a Finance Director for gases & energy, pharmaceuticals, retail, FMCG, and automotive industries. He has collaborated closely with client leadership to co-create a customized operating model tailored to the unique needs of each project segment in the region. Aykut conducted workshops focused on developing effective communication strategies to ensure team alignment with new operating models and organizational changes.
