Playbook
Build a Sales Engine
Turn selling from founder heroics into a system that closes.
Understandings, beliefs, and readiness gates for a Revenue Zone
I get a structured definition of my Revenue Zone for one product: exactly three understandings and three beliefs (each mapped to demand or trust) plus the budget and impending-event readiness questions, so my team and partners share one bar for 'ready to buy'.
20 creditsRevenue Zone Matrix prospect classification grid
I get a structured grid that plots each of my prospects on demand (awareness/interest/demand) and trust (know/like/trust) and derives which of the three zones they sit in, with no prospect left unplaced.
20 creditsBuild a Buyer Persona x Buyer Journey matrix
I get a complete buyer-persona by buyer-journey matrix where every persona and stage combination has exactly one populated cell, so no segment or stage falls through a gap.
20 creditsDemand-gen lead-stage definition register
The buyer gets a register where each required lead stage (e.g. MCL, MEL, MQL, SQL) has a definition, a funnel phase, an owning team, an entry criterion, and a lead-score threshold, with thresholds increasing down the funnel.
20 creditsProspect purchase-readiness register on budget and impending event
I get a structured readiness register: for each prospect already in the Revenue Zone, whether they clear the budget gate and have a named impending event, and a derived purchase-ready verdict that requires both, so reps stop forecasting deals with no trigger.
20 creditsVerified prospect list sized to your goal
A validated, deduplicated prospect list that stays inside your ICP (industry / role / location / size), carries a reachable contact per row, and is large enough to hit your meeting target.
30 creditsDesign a repeatable sales funnel (generate, qualify, close)
I get a repeatable sales funnel whose stages cover the generate, qualify, and close phases, each with a clear exit criterion and a conversion metric, so the process is measurable end to end.
20 creditsBuild a bidirectional Sales and Marketing SLA (SMarketing)
I get a two-way Sales and Marketing SLA where marketing commits to a qualified-lead volume and definition and sales commits to a follow-up speed and cadence, so both obligations are explicit.
20 creditsBuild a Sales Objection Handling Register
A register of recurring sales objections surfaced from a fixed document set, each categorized, counted by occurrence, and paired with a suggested rebuttal, so a rep can prep before the next meeting.
20 creditsBuild a Sales Enablement Asset Register
A sales enablement asset register that, for each asset (one-sheet, case study, battlecard, demo video, ROI calculator, etc.), records the buyer question it answers, the funnel stage to send it, its format, and a valid link, so sellers know exactly which asset to send and when.
20 creditsWeighted sales forecast from your pipeline
A weighted, discount-adjusted forecast: each deal weighted by its stage probability and rolled up by month.
20 creditsCustomer lifetime value (simple and discounted)
The customer lifetime in years, the simple LTV, and the discount-adjusted LTV you can put against CAC.
20 creditsSaaS magic number
Your SaaS magic number (annualized new revenue over prior-quarter sales-and-marketing spend) with an efficiency band telling you whether to scale acquisition.
15 creditsDesign SDR and AE specialization with ramp
I get an SDR and AE role split where each role owns distinct responsibilities, carries a ramp period and a full-ramp quota, and hands off leads on explicit criteria.
20 creditsBuild a weighted sales-hire interview scorecard
I get a weighted interview scorecard whose total is the exact sum of its weighted criteria, plus a sales hiring decision that follows deterministically from that total against my threshold.
20 creditsDesign a stage-appropriate sales compensation plan
I get a sales compensation plan whose base and variable split sums to one hundred percent, whose components each tie to a metric, and that stays simple when my company is early stage.
20 creditsV3 post-sale revenue-expansion plan per customer
I get a structured post-sale expansion plan for each new customer: concrete velocity/value/validation actions, expansion opportunities tagged by the three types, and a defined ambassador path, so revenue expansion is planned not left to chance.
20 credits