When you hear the term sales strategy you would be correct to think of things like decision makers, scope of the sale, budget and need. 

But there’s another level of sales strategy you need to think of.  This one is about defining your target markets, knowing your business’s ‘why’, having a clear mission, and more.  It often requires that you as the business owner or leader of a significant part of the business make time to work ‘on’ your business, not just ‘in’ it. 

In this course you learn why having this other level of sales strategy well defined for your business helps you sell more and achieve important business goals. 

Course Series

This course is included in the following series:

3 CoursesSales Training 101

  1. Sales Strategy to Win It!
  2. Sales Call Planning Made Simple and Effective
  3. The Ultimate Course on Closing More Deals
Learning Objectives
  • Discover why defining your target audience is critical to your business success.
  • Explore the concept of ‘why’ you sell what you sell and discover why it is a huge differentiator for you. 
  • Explore the 4 benefits of knowing your ‘why’.
  • Identify the difference between working ‘on’ your business and working ‘in’ it. 



Last updated/reviewed: August 17, 2023
Course Complexity: Intermediate

No Advanced Preparation or Prerequisites are needed for this course. 

Education Provider Information
Company: Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
Contact: For more information regarding this course, including complaint and cancellation policies, please contact our offices at (408) 400- 3993 or send an e-mail to .
Instructor for this course
Course Syllabus
  Introduction to Sales Strategy to Win It2:47
  Developing Your Sales Strategy6:00
  Market, Product, Competition 7:45
  What Differentiates your Product or Service?6:46
  Vision, Mission, Values 5:57
  SWOT Analysis 5:46
  Work ON not IN Your Business 4:33
  Sales Strategy and Tactics 4:24
Continuous Play
  Sales Strategy to Win It! 48:18
  Slides: Sales Strategy to Win It!PDF
  Sales Strategy to Win It! Glossary/IndexPDF
  Annual Sales PlanDOCX
  Sales StrategyDOCX
  Sales Strategy To Win It! HandoutPDF