How to Approach the Sales Process

The secret to getting started is to keep it simple and keep moving.

Most advisors already have the experience, credibility, and relationships needed to create opportunities. What usually slows people down is overthinking:

“What exactly should I say?”

“Do I have the perfect offer yet?”

“Am I ready?”

You do not need to build a massive consulting business before starting conversations.

You simply need to:

• Identify people you already know

• Understand the problems they’re facing

• Explore whether there’s a fit

• Stay consistent with outreach and follow-up

This guide is designed to help you bypass the overthinking and move into a proven rhythm for generating conversations, identifying opportunities, and booking your first discovery calls.

What You’re Actually Doing

You are not “selling consulting.”

You are:

• Reconnecting with people

• Identifying operational or execution challenges

• Helping leaders improve results

• Exploring where Goalster can support execution and accountability

The best advisor conversations feel natural, practical, and commercially relevant.

Where Advisors Should Start

Your first opportunities should come from:

• Former colleagues

• Existing professional relationships

• Business owners in your network

• People who already trust your judgment and experience

This is important:

Do NOT start by cold prospecting strangers.

The fastest path to momentum is activating trust that already exists.

The Two Most Common Advisor Opportunities

1. Revenue & Sales Execution

Helping organizations improve:

• Sales consistency

• Pipeline execution

• Team accountability

• Revenue performance

• Execution rhythm

Typical buyers:

CEOs

Owners

Heads of Sales

2. Leadership & Execution Programs

Helping organizations improve:

• Leadership effectiveness

• Accountability

• Team alignment

• Strategic execution

• Performance consistency

Typical buyers:

CEOs

HR leaders

L&D leaders

Operational leaders

Your First 7 Days

Days 1–2

Build a simple list of:

• 10–15 people you already know

• Former colleagues

• Business leaders

• Potential referral sources

Ask yourself:

“Who already knows I can solve problems?”

Days 3–5

Start conversations.

Not pitches.

Simple outreach works best:

• Checking in

• Asking what they’re focused on

• Asking where challenges exist

• Reconnecting professionally

The goal is to create dialogue.

Days 5–7

Aim to book 2–3 discovery conversations

Momentum matters more than perfection.

What Happens on Discovery Calls

Your role is not to immediately pitch Goalster.

Your role is to:

• Understand the business

• Identify friction or execution gaps

• Explore priorities and blockers

• Determine whether there’s a meaningful fit

The best discovery calls feel like strategic conversations, not sales presentations.

Simple Discovery Flow

1. Open Naturally

Example:

“Appreciate you taking the time. I’ve been reconnecting with a few people in similar roles to better understand where teams are getting stuck operationally or execution-wise.”

Low pressure.

No hard sell.

2. Understand Their World

Ask:

“What’s the biggest focus right now?”

“Where are things moving slower than they should?”

“What’s been frustrating?”

Let them talk.

3. Diagnose the Breakdown

Ask:

“What have you tried so far?”

“Where does it tend to break down?”

“Is it alignment, consistency, visibility, accountability… or a mix?”

You are diagnosing problems, not pitching solutions yet.

4. Explore the Impact

Ask:

“If this continues, what does that impact?”

This helps surface urgency and importance.

5. Introduce the Possibility

Example:

“What we’ve been helping organizations with is improving execution and accountability around exactly these types of priorities without adding significant internal overhead.”

Keep it short and practical.

6. Define a Simple Next Step

Example:

“Let me pull together a simple recommendation based on what you shared, and we can see if it makes sense to explore further.”

No overcomplicated proposals needed early on.

Weekly Sales & Engagement Support

Every Monday, Goalster advisors participate in a live Sales & Engagement Meeting focused on helping advisors:

• Improve outreach and positioning

• Review active conversations and opportunities

• Refine messaging and discovery

• Learn from real advisor examples

• Build consistency and accountability

• Maintain momentum

You are not expected to figure this out alone.

The goal is to create a repeatable rhythm of:

• Outreach

• Conversations

• Opportunities

• Follow-up

• Revenue growth

The Most Important Mindset Shift

Stop thinking:

“I need the perfect offer.”

Start thinking:

“Who do I already know that has problems I can help solve?”

That shift changes everything.

Final Thought

The advisors who gain traction fastest are usually not the ones with the best pitch.

They are the ones who:

• Start conversations consistently

• Stay engaged

• Follow up

• Keep learning

• Leverage existing trust

• Maintain execution discipline themselves

Keep it simple.

Keep moving.

Momentum creates opportunities.