This month, we're excited to share Lauren’s inspiring founder story and practical sales strategies to help you grow. Today, we’ll cover:

1. Lauren’s founder journey

2. Building a sales strategy

3. Implementing your sales strategy

Know another wellness founder who could use a little inspiration and guidance? Share this newsletter, and let’s uplift and support each other on this journey! Together, we can reach our goal of launching 100 wellness businesses. 🙏

FOUNDER FEATURE

How Lauren Hornacek Found Balance and Wellness

⚖️Lauren helps ambitious women lead more balanced lives

Lauren Hornacek is an Executive Coach who empowers highly accomplished women in corporate settings to navigate the often-overlooked challenges of success. Many of Lauren's clients, despite impressive achievements, find themselves feeling disconnected, exhausted, and searching for deeper fulfillment. They know change is needed but feel paralyzed about their next steps.

🌅Lauren’s journey and why she started her business

As a former Project Manager at Goldman Sachs, Lauren spent over a decade pursuing career milestones, convinced that success would eventually lead to happiness. Despite her accomplishments, she faced severe stress and burnout. Through a decade of self-discovery and coaching, Lauren transformed her life and founded her executive coaching business four years ago to help other women do the same.

🦄What sets Lauren apart

Lauren’s transformation is not just a story; it’s a blueprint for others. She offers:

• Comprehensive Coaching: Integrating professional and personal goals to create a life that balances career, wellness, and happiness.

• Tailored Support: Customized approaches for each client’s unique journey.

• Firsthand Insight: Drawing from her own experiences, Lauren genuinely understands the pressures women face, providing true empathy and support.

👉 Take the first step

If you’re ready to redefine your success, Lauren is here to guide you toward a balanced, energized, and fulfilling life.

📋How Lauren’s journey can inspire your own wellness business:

• Embrace your authentic story – it’s your most powerful asset

• Balance business goals with your personal wellness mission

• Connect deeply with your audience through shared experiences

WELLNESS BUSINESS TIPS

An Entrepreneur’s Guide to an Effective Sales Strategy

Building an effective sales strategy might feel overwhelming, but with a clear plan, you'll find it's not as daunting as it seems. Here’s how you can start connecting with your audience, just like Lauren did.

🏢Enterprise sales: Targeting large organizations

When selling to large enterprises, the key to success is creating a value proposition that resonates with decision-makers across the organization.

• Research decision-makers and stakeholders within the organization

• Focus on relationship-building through personalized outreach and regular check-ins

• Use CRM tools to track interactions and map the buyer’s journey

• Focus on solving enterprise-wide problems, not just departmental issues

Risks to consider: Budget additional capital to account for longer sales cycles. Be sure to research regulatory requirements BEFORE you select your target enterprise customer.

🏬SMB sales: Quick ROI and scalability

Small and medium-sized businesses (SMBs) often prioritize solutions that are easy to implement and offer a quick return on investment (ROI). For example, if you’re offering virtual yoga sessions to small businesses, focus on showing how easy and effective it is for their employees to get started. You should also:

• Focus on deal volume — selling to many SMBs at once

• Highlight quick wins, testimonials and immediate ROI in your pitch

• Use email marketing and automation to reach a large audience

• Keep your sales process simple, focusing on ease of use and onboarding

Risks to Consider: SMBs have tighter budgets, which can affect customer lifetime value (LTV). Diversify your funnel and align sales efforts with their budget cycles.

🛒B2C sales: Focusing on consumer markets

Brand loyalty is critical in B2C, where repeat customers drive substantial value. Here are a few tactics that can turn one-time buyers into repeat customers:

• Focus on emotional appeals and personal connections

• Streamline the buying process for quick conversions, utilizing tactics like limited-time offers, discounts, or product bundles

• Use social proof and influencer marketing to build credibility

Risks to Consider: Brand building requires a significant investment. Plan for 30% of topline revenue to support sales and marketing expenses.

📝Your sales strategy cheat sheet:

• 🏢 Enterprise: Long sales cycles; focus on relationships and tailored solutions

• 🏬 SMB: Quick wins and scalability; emphasize ROI

• 🛒 B2C: Emotional connection; invest in brand loyalty

Building and Training your Sales Team

With your sales strategy in place, how do you build and guide a successful sales team?

🎯Inside sales vs. field sales: Choosing the right approach

Inside and field sales represent two different approaches for your sales team, and choosing the right method depends on your target market, goals, and product complexity.

• Inside Sales: This model relies on remote communication (phone, email, video conferencing) to engage prospects. It is more cost-effective and scalable, making it a good fit for SMBs or products with shorter sales cycles.

• Field Sales: This involves in-person meetings and is often better suited for high-value enterprise deals where relationship-building is crucial. Field sales tend to be more expensive but can lead to deeper client relationships and the closing of complex deals.

👩‍💼👨‍💼Structure your sales team and define roles

A high-performing sales team requires clear role definitions and strong incentives. Whether generating leads, closing deals, or managing accounts post-sale, each member of your team should understand their responsibilities. Key sales roles include:

• Sales Development Representatives (SDRs): Focus on lead generation and qualification.

• Account Executives (AEs): Handle the main sales process and close deals.

• Customer Success Managers (CSMs): Ensure client satisfaction and manage renewals.

Founders should also invest in training and development programs for their sales teams. Regular training on new techniques, product features, and objection handling can significantly improve performance.

💻Essential tools for your sales team

Start simple with a CRM tool like HubSpot to keep track of your leads and client relationships. It’s an easy way to stay organized and prevent opportunities from slipping through the cracks. You’ll also want to use these tools to track metrics such as:

• Lead-to-customer conversion rate: Percentage of leads that become paying customers.

• Average deal size: The average revenue per sale.

• Sales cycle length: The time it takes to close a deal.

• Customer lifetime value (LTV): Total revenue generated from a customer over their lifecycle.

Tip: Founders should evaluate these metrics quarterly and fine-tune their sales strategies based on trends.

NEXT STEPS

Ready to Take Action? Here’s How You Can Start Growing Your Wellness Business Today

• ✅ Step 1: Identify your target market (Enterprise, SMB, or B2C)

• ✅ Step 2: Structure your sales team and define clear roles

• ✅ Step 3: Leverage CRM tools to track and optimize your sales efforts

💡Need more guidance?

Access our Premium Membership for in-depth worksheets, step-by-step guides, and personalized coaching to supercharge your sales strategy.

CONTACT US

Ready to take your wellness business to the next level? Reach out today! We’re on a mission to help 100 entrepreneurs thrive – and you could be next.