/ Sales Strategy & GTM
Knowing who you're selling to is half the battle.
ICP, go-to-market plan, positioning and pricing. The foundation that ensures all your sales activities work in the right direction.
Most B2B companies sell to everyone.
No sharp ICP. No clear positioning. Pricing that was "decided once" and never revisited. And then expecting that outbound, content and sales calls will convert.
The result: your team spends 80% of their time on prospects who will never become customers. Your messaging is generic. Your pipeline is full of deals that don't move.
Sales strategy isn't a luxury, it's the foundation. Without sharp targeting and positioning, everything you build after that is less effective.
What you get
ICP & Buyer Persona
Who are your best-fit customers? Which companies, which roles, which pain points? No vague persona posters, a sharp profile that your targeting, messaging and entire sales process is built on.
Go-to-Market Plan
Which market segments do you tackle first? Through which channels? With what message? A concrete plan that sets priorities and makes clear where you do and don't invest.
Positioning & Messaging
How do you position yourself relative to alternatives? What makes your offering relevant to your ICP? Messaging frameworks for your website, outbound, sales calls and proposals.
Pricing & Deal Structure
What do you charge, how do you present it, and how do you structure deals? Pricing that fits your market, your value proposition and your sales process.
Competitive Intelligence
Who are your competitors? How do they position themselves? What are their prices? A systematic analysis so you can always differentiate.
How AI enhances this
ICP modeling
AI analyzes your existing customer data to find patterns in your best-fit clients. No gut feeling — data.
Market analysis
AI-driven competitive and market research at scale. Faster and deeper than what's possible manually.
Messaging optimization
Test and optimize your positioning with AI-generated variants based on proven frameworks.
How it works
Analysis
Audit current clients, market and competition
Sharpen ICP
Define best-fit profile based on data
Build strategy
GTM plan, positioning, pricing
Activate
Translate into campaigns, content and sales
Tools I use
This is for you if...
You're selling to 'everyone' and closing too few deals
You don't have a clear ICP or buyer persona
Your messaging doesn't resonate with your target audience
You don't know which market segments to prioritize
Frequently asked questions
Isn't this too strategic / abstract?
No. Everything I deliver is immediately actionable: targeting lists, messaging templates, a GTM plan with concrete actions. No PowerPoint strategy.
How long does this take?
Typically 2-3 weeks from start to delivery, depending on scope. De Scan determines what's needed.
What if I already have an ICP?
Then we validate it. In my experience, most companies' ICPs are wrong or too broad. We sharpen it based on data.
First the foundation. Then build.
De Scan maps out whether your strategy holds up, and where the biggest opportunities are to sell more effectively.
De Scan determines which areas are your priority.