The 1-Hour SALES LEADER 2025

Applying the LEAD Action Model to Getting New Sales from New Customers

L – Lead Boldly

Steps:

1. Define a Clear Sales Strategy:
   Create a bold sales vision focused on acquiring new customers in target markets.
2. Identify Ideal Customer Profiles (ICPs):
   Clearly define who your new customers are based on demographics, industry, needs, and buying behaviors.
3. Empower the Sales Team:
   Train and motivate the sales team to pursue bold actions, take ownership, and make decisive decisions.

Input:

• Market research
• Sales goals
• Customer data

Output:

• Sales strategy document
• Ideal Customer Profile (ICP)
• Empowered sales team

Tools:

• CRM (Customer Relationship Management) tools (e.g., HubSpot, Salesforce)
• ICP templates
• Leadership training materials

Time:
1-2 weeks

E – Execute Relentlessly

Steps:

1. Create a List of Target Prospects:
   Use lead generation tools and databases to compile a list of potential new customers.
2. Segment and Personalize:
   Segment prospects into categories and personalize your approach (email, calls, LinkedIn outreach).
3. Implement a Multi-Channel Sales Campaign:
   Use a mix of outbound emails, cold calling, social media outreach, and in-person meetings to engage prospects.
4. Set Up Daily/Weekly Sales Activities:
   Define daily activity goals (e.g., number of calls, emails, meetings) and track progress.

Input:

• Lead databases (e.g., LinkedIn Sales Navigator, ZoomInfo)
• Personalized email/call scripts
• Campaign strategy

Output:

• Targeted prospect list
• Sales campaign execution
• Consistent prospect engagement

Tools:

• Outreach tools (e.g., Mailshake, Apollo.io)
• LinkedIn Sales Navigator
• Sales task managers (e.g., Trello, Asana)

Time:
Ongoing, with weekly reviews

A – Act Fast

Steps:

1. Launch Sales Campaign Quickly:
   Don’t wait for perfection; start engaging new prospects immediately.
2. Test and Iterate Rapidly:
   Test different outreach approaches, messaging, and channels. Quickly adapt based on what works.
3. Respond Promptly to Inquiries:
   Ensure a fast response time to prospect questions and interest.

Input:

• Campaign assets (emails, call scripts)
• Feedback from prospects
• Sales team insights

Output:

• Rapidly launched campaigns
• Improved outreach tactics
• Faster sales cycle

Tools:

• A/B testing tools for emails
• Sales engagement platforms (e.g., Outreach, Salesloft)
• CRM with automated response tracking

Time:
Launch within 1 week, iterate weekly

D – Deliver Measurable Results

Steps:

1. Define Key Sales Metrics:
   Track key metrics such as:
   • Number of new leads contacted
   • Conversion rate (lead to customer)
   • Time to close a deal
   • Average deal size
2. Review Results Weekly:
   Set a weekly review process to assess performance against goals.
3. Celebrate Wins and Refine:
   Recognize successful sales efforts, and refine the approach for continuous improvement.

Input:

• Sales activity data
• CRM reports
• Performance metrics

Output:

• Sales performance dashboard
• Weekly sales review reports
• Improved sales process

Tools:

• KPI dashboards (e.g., Power BI, Tableau)
• CRM reporting tools (e.g., Salesforce Reports, HubSpot Analytics)
• Recognition tools (e.g., Slack, Kudos boards)

Time:
Ongoing, with weekly reviews

Summary of LEAD Action Model for New Sales