What if you could generate over one million dollars and build recurring revenue B2B every single year—without a sales team?
It is possible. I have done it repeatedly. And I built a founder-led sales system to help others generate $1M ARR solo, too.
Whether you are a B2B marketing leader or an early-stage founder building out your first go-to-market motion, your success depends on one thing: predictable revenue.
Want to build a repeatable solo B2B sales strategy for revenue growth? Schedule a Discovery Call to learn how to structure your sales and marketing around what actually drives results.
Step 1: Define a Precise Ideal Customer Profile
Most teams skip this or do it halfway. That is a mistake.
If you want to create a consistent founder-led sales system, you need a detailed view of who you are targeting. Go beyond industry or company size.
Ask:
- What roles are involved in the buying decision?
- What does their buying process actually look like?
- Who are the influencers and blockers inside the deal?
- Can this person take action, or do they need buy-in?
- What patterns show up across wins and losses?
Then translate that into something you can search and target inside LinkedIn Sales Navigator. If your ICP cannot be queried, it is not defined clearly enough.
Step 2: Build a Clear and Compelling Value Proposition
Now that you know who you are targeting, you need a short, powerful positioning statement that answers three questions:
- What problem do you solve?
- How do you solve it better than anyone else?
- How can you prove it?
This is your elevator pitch. It belongs in your cold emails, LinkedIn messages, sales decks, and conversations. If it is too long or vague, it will be ignored.
Practice it. Sharpen it. Use it every day.
Step 3: Choose the Right Go-to-Market Channels
A solo B2B sales strategy may fail when they try to use every channel simultaneously. Instead, focus on what you can execute well with your resources.
Ask:
- What channels have you used successfully in the past?
- Where are your strengths—content, outbound, partnerships, paid?
- What do you have time and budget to execute consistently?
Start where you already have traction or skill. Use that as your foundation. Once you have momentum, you can layer on other channels.
Step 4: Package and Price for Simplicity and Clarity
Whether you are selling SaaS, services, or a productized offer, your pricing and packaging need to be simple and clear.
Make it easy to understand and easy to buy. Bundle services. Create logical add-ons. Reduce friction.
Productizing your service offering helps your prospects grasp value quickly and speeds up sales cycles.
Step 5: Execute Founder-Led Sales and Outbound
If you are at an early stage, you are the sales team.
You need a lightweight CRM, a target list, and a simple outbound process. Use email, LinkedIn, and personal content to warm up cold contacts.
And once you get them on a call, you need a clear discovery process that leads to commitment. Prepare for objections. Guide the conversation. Show value fast.
This part is repeatable. One founder or executive can generate $1M ARR solo, with consistency and process.
Read More: How to Build Better Buyer Personas for B2B Marketing
Step 6: Build a Strategic Thought Leadership Engine
People do research. If your name shows up with clear, insightful content, your cold outreach will not feel cold.
Use LinkedIn, YouTube, podcasts, or articles to share what you know. Post regularly. Focus on the problems your customers are dealing with.
When your name starts showing up in search, inboxes, and internal Slack messages, it gets easier to build recurring revenue B2B.
Even better, that content can be repurposed into outbound messages, sales enablement, and follow-up materials that get shared inside buying committees.
Step 7: Track the Right Metrics Early
Closed deals are not your only success metric. Look for early indicators of traction.
- Are your target profiles engaging with your content?
- Is cold outreach getting replies?
- Are discovery calls converting to next steps?
These are the trend lines that tell you if your system is working before the revenue shows up.
Step 8: Take Action Within 30 Days
You do not need a perfect plan. You need a first version and momentum.
In the first 30 days, you should publish content, reach out to leads, and test your pitch. Get feedback, make changes, and keep moving.
Execution always beats planning. And fast feedback shortens the path to traction.
Print the template. Write your plan. Choose your channels. Reach out to your market. Measure what happens. Then do it again. That is how it works.
Additional Resources
→ My Lead Generation Reading List
$100M Offers by Alex Hormozi
$100M Leads by Alex Hormozi
Expert Secrets by Russell Brunson
The Art and Business of Writing by Nicolas Cole
Founder Brand by Dave Gerhardt
Predictable Revenue by Aaron Ross & Marylou Tyler
The Challenger Sale by Matthew Dixon & Brent Adamson
→ My Sales & Marketing Stack
