Is this a fit?
Help B2B service businesses modernize their sales process using AI-powered intent monitoring, signal-based outreach, and multi-channel sequences. You become the fractional sales strategist who implements the new playbook.
Skills to bring or develop
- B2B Sales Strategy
- AI Tools (CRM, Intent Data, Outreach)
- LinkedIn Social Selling
- Content Strategy
- Sales Process Design
The starting sequence
- Master the modern B2B sales playbook (signal-based selling, multi-channel outreach)
- Get certified as a Waymaker Signal Sales Strategist
- Build your assessment offer and case study portfolio
- Land first 3 clients through LinkedIn social selling
- Scale to retainer-based engagements with recurring revenue
Find your first customers
Treat this customer profile as a starting hypothesis. Talk to people in this role and find out what they already do, what it costs them, and whether they want help.
Role
Founder/CEO of B2B Service Business
Company size
5-50 employees
Industry
B2B Services (agencies, consulting, IT, professional services)
Problems to investigate
- Sales pipeline is inconsistent — feast or famine revenue cycles
- Relying on referrals and word-of-mouth with no proactive outbound
- Tried cold calling and cold email but got terrible results
- Knows AI could help but doesn't know where to start
- No dedicated sales process — founder does all the selling
- Competitors are showing up on LinkedIn and stealing deals
Channels to test
- Referrals
- Content Marketing
- Cold Email
First launch approach
Practice the playbook on yourself first — use signal-based selling, LinkedIn social selling, and assessment offers to land your own clients. Your own results become your first case study.
Ways to find your first customer
- Offer 5 free Sales Readiness Assessments to service business owners in your network
- Post daily on LinkedIn about B2B sales insights, AI tools, and signal-based selling
- Join B2B founder communities and provide value around sales strategy
- Partner with marketing agencies who don't offer sales consulting
- Run a free "Is Your Sales Process Stuck in 2019?" workshop on LinkedIn Live
Content ideas
- Why cold calling is dead (and what replaced it)
- The 5-minute research rule that 5x's your reply rates
- How AI-powered intent monitoring actually works
- Assessment offers: stop pitching, start diagnosing
- Multi-channel outreach: the week-by-week playbook
Shape the offer & delivery
These are example packages to adapt, not current market rates or promises of sales. Choose one deliverable, set a revision limit, and test the scope with a real buyer before expanding.
Sales Audit
$1,500 one-time example price
- Full sales process audit using the 4-part framework
- Intent monitoring setup assessment
- Outreach sequence review
- Personalized recommendations report
- 30-minute debrief call
Sales Engine Build
$3,500/mo example price
- Complete sales process redesign
- Intent monitoring tool setup & training
- Multi-channel outreach sequence creation
- LinkedIn social selling coaching
- Assessment/audit offer design
- Weekly strategy calls
- AI tool integration & training
Fractional Sales Leader
$6,500/mo example price
- Everything in Sales Engine Build
- Ongoing pipeline management
- AI-assisted lead scoring & outreach
- Thought leadership content creation
- Sales team training & coaching
- Monthly performance analytics
- Direct access via Slack/Voxer
Build and deliver the offer
Service delivery
Packages
Name
Sales Process Audit
Deliverables
- Full pipeline/CRM audit
- Intent-data + tooling recommendations
- New playbook document
Timeline
2 weeks
Included in this example
- Current-state interview with sales team
- Written playbook with sequences and triggers
Name
Fractional Sales Strategist Retainer
Deliverables
- Ongoing playbook implementation
- Weekly pipeline review
- Tool/vendor management
Timeline
Ongoing, monthly
Included in this example
- CRM + intent-data tool setup
- Rep coaching on new sequences
Client onboarding
Step
Get CRM access and current sales process documentation
Who handles it
client
Step
Interview sales reps/leadership on current pain points
Who handles it
you
Step
Deliver audit findings and get sign-off on the new playbook
Who handles it
you
Kickoff conversation
- Review current pipeline metrics and conversion rates
- Identify the 2-3 biggest process gaps
- Set the audit timeline and stakeholder interview schedule
Your launch roadmap
Work through the phases at your own pace. Durations and task hours are estimates; client conversations, sales, and other outcomes depend on the response you receive. Growth and exit steps are optional later decisions.
0 of 24 tasks checked
01 · Foundation 1 week · suggested pace
Master the modern sales playbook and build your consulting toolkit
Read and internalize the 4-part system: intent monitoring, thought leadership, social selling, and assessment offers. Understand the data, tools, and sequences.
Target deliverable: Completed playbook study with personal notes
Tool examples: Waymaker, Notion
Planning allowance: 4 hours · AI can assist; review the output
Create accounts on key tools: LinkedIn Sales Navigator, Apollo or Leadfeeder (free tiers), Fireflies.ai, and a CRM. Build your prompt library for AI-assisted research and outreach drafting.
Target deliverable: All tools configured + prompt library
Tool examples: LinkedIn Sales Navigator, Apollo, Fireflies.ai, ChatGPT
Planning allowance: 4 hours
Create the audit framework you'll use with prospects: score them on intent monitoring (0-10), content/thought leadership (0-10), social selling (0-10), and assessment offers (0-10). Design the scorecard deliverable.
Target deliverable: Sales Readiness Assessment template + scorecard PDF
Tool examples: Google Docs, Canva, ChatGPT
Planning allowance: 3 hours · AI can assist; review the output
Create 3 tiers: Sales Audit (one-time), Sales Engine Build (monthly retainer), Fractional Sales Leader (premium retainer). Write clear deliverables for each.
Target deliverable: Service packages document + one-pager
Tool examples: Google Docs, Canva
Planning allowance: 2 hours
Rewrite your headline, about section, and featured content to position you as a B2B sales strategist. Add relevant keywords: signal-based selling, AI sales, B2B outreach.
Target deliverable: LinkedIn profile optimized for consulting
Tool examples: LinkedIn
Planning allowance: 2 hours
02 · Launch 2 weeks · suggested pace
Start social selling and land your first assessment clients
Use LinkedIn Sales Navigator to find service business owners (agencies, consultants, IT firms, professional services) with 5-50 employees. Prioritize those who are active on LinkedIn but have weak outbound.
Target deliverable: Target prospect list of 50 accounts
Tool examples: LinkedIn Sales Navigator, Google Sheets
Planning allowance: 3 hours
Post 3-5x/week using content from the playbook: signal-based selling insights, AI tool tips, sales process frameworks, contrarian takes on cold calling. Use AI to draft, add your voice.
Target deliverable: 10+ LinkedIn posts published
Tool examples: LinkedIn, ChatGPT, Claude
Planning allowance: 5 hours · AI can assist; review the output
Comment thoughtfully on 5-10 target prospects' posts daily. Add real insights, not "Great post!" Build familiarity before outreach.
Target deliverable: 50+ meaningful comments on prospect content
Tool examples: LinkedIn
Planning allowance: 5 hours
Reach out to warm contacts and LinkedIn connections. Offer a free 30-minute audit of their sales process using your assessment template. This is your entry point.
Target deliverable: 5 assessments delivered + follow-up proposals sent
Tool examples: LinkedIn, Zoom, Google Docs
Planning allowance: 8 hours
Follow up with assessment recipients. Present findings and propose your Sales Engine Build retainer. Aim for 1-2 conversions from the 5 free assessments.
Target deliverable: 1-2 paid clients signed
Tool examples: Zoom, Google Docs, Stripe
Planning allowance: 3 hours
03 · Growth 1 month · suggested pace
Scale your client base and build case studies
Set up intent monitoring, build multi-channel outreach sequences, create thought leadership content calendars, and design assessment offers for each client. Document results meticulously.
Target deliverable: Fully implemented sales system for 2-3 clients
Tool examples: HubSpot, Apollo, Leadfeeder, LinkedIn
Planning allowance: 20 hours · AI can assist; review the output
After 30 days, document before/after metrics: reply rates, meetings booked, pipeline value, sales cycle length. Turn these into LinkedIn posts and PDF case studies.
Target deliverable: 2-3 case studies with real metrics
Tool examples: Google Docs, Canva, ChatGPT
Planning allowance: 6 hours · AI can assist; review the output
Continue social selling, ask every client for 2 referrals, and use your case studies in outreach.
Target deliverable: 5 active retainer clients
Tool examples: LinkedIn, Zoom, CRM
Planning allowance: 10 hours
Standardize your intake process: questionnaire, kickoff call agenda, first-30-days plan, reporting template. Use AI to generate personalized onboarding docs per client.
Target deliverable: Repeatable onboarding system with templates
Tool examples: Notion, ChatGPT, Loom
Planning allowance: 6 hours · AI can assist; review the output
Complete the certification program to add credibility and join the referral network of certified consultants.
Target deliverable: Certification earned + badge on LinkedIn
Tool examples: Waymaker
Planning allowance: 8 hours
04 · Scale 2 months · suggested pace
Productize your expertise and build leverage
Package the 4-part system into a self-paced course: video lessons, templates, checklists, and implementation guides. This creates revenue that doesn't require your time.
Target deliverable: Self-paced course launched
Tool examples: Waymaker, Loom, Notion, ChatGPT
Planning allowance: 15 hours · AI can assist; review the output
Instead of 1:1 only, run a cohort-based program for 8-12 service business owners. Meet weekly for 8 weeks.
Target deliverable: Group program launched with first cohort
Tool examples: Zoom, Waymaker, Notion
Planning allowance: 8 hours
Customize the playbook for specific industries: med spas, insurance agencies, law firms, financial advisors. Each vertical version becomes a lead magnet and entry point for that niche.
Target deliverable: 4+ vertical playbooks created
Tool examples: ChatGPT, Claude, Google Docs
Planning allowance: 10 hours · AI can assist; review the output
Form referral partnerships with marketing agencies, CRM consultants, and business coaches who serve the same market but don't offer sales consulting. Offer them a referral fee or reciprocal arrangement.
Target deliverable: 3-5 active referral partnerships
Tool examples: LinkedIn, Email
Planning allowance: 4 hours
05 · Exit 60 days · suggested pace
Prepare your AI sales consulting practice for sale, acquisition, or hands-off operation
Create comprehensive standard operating procedures covering every repeatable process in your AI sales consulting practice — client onboarding, delivery workflows, billing, and support. A buyer needs to run this without you.
Target deliverable: Complete SOP handbook with video walkthroughs
Tool examples: Notion, Loom, Google Docs
Planning allowance: 12 hours · AI can assist; review the output
Record the questions this step raises for your business, location, and circumstances. Confirm requirements and assumptions with current official sources and a qualified professional before acting.
Target deliverable: Valuation estimate with supporting financials
Tool examples: Google Sheets, ChatGPT
Planning allowance: 6 hours · AI can assist; review the output
Organize all financial records, contracts, customer data, IP documentation, and legal documents into a virtual data room that a buyer or their advisor can review.
Target deliverable: Organized virtual data room
Tool examples: Google Drive, Google Sheets
Planning allowance: 10 hours
Identify every area where the business depends on you personally. Delegate, automate, or document each one. Test by taking 2 weeks off and measuring impact.
Target deliverable: Owner dependency scorecard (before/after)
Tool examples: Notion, Zapier, Slack
Planning allowance: 20 hours
Create a teaser document (blind profile) for your AI sales consulting practice and either list on marketplaces (Acquire.com, Flippa, Quiet Light) or reach out directly to 5-10 potential acquirers.
Target deliverable: Teaser document + 5-10 buyer conversations started
Tool examples: Acquire.com, Google Docs, Email
Planning allowance: 8 hours · AI can assist; review the output
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Tools, budget & effort
These are tools named in the original playbook, offered as examples to evaluate. Check current capabilities, pricing, licensing, and data handling with the provider before subscribing. Start with the tools you already have.
- HubSpot
- Apollo
- Leadfeeder
- LinkedIn Sales Navigator
- Fireflies.ai
- ChatGPT/Claude
Tools to evaluate
Item
Access to the client's CRM and intent-data tools
Why consider it
You need hands-on visibility into their actual pipeline to audit and improve it
Item
A written playbook/audit template
Why consider it
The Sales Process Audit package is defined by a real written deliverable
Make the numbers your own
Include setup, subscriptions, selling, fulfillment, revisions, support, and your time. Use your actual inputs and compare a cautious case with a better case.
Open the experiment calculator →AI roles & prompt templates
Assign a clear job, provide approved inputs, and review the result. These are role and prompt ideas; this page does not run AI or connect your accounts.
Sales Optimizer
Help me audit this client's current sales pipeline stages for gaps
Business Advisor
Help me frame this sales-process finding in terms of revenue impact
Use the first task above as your opening prompt. Include your audience, desired output, constraints, and how you will judge quality.
Your first small test
- Choose one customer. Find five people who have the problem described in this guide.
- Show one useful sample. Ask about their current process, priorities, and objections.
- Offer a clearly scoped pilot. Agree on deliverables, a price to test, and what success means.
- Record the evidence. Track responses, costs, hours, and what the buyer actually used. Decide whether to continue, change, or pause.
Explore related ideas
Adapted from Ashley’s Waymaker side-hustle playbooks, imported October 15, 2026. This is a published snapshot, not a live connection to your Waymaker account. Source examples are planning material, not verified customer outcomes. Explore Waymaker.