Sales Playbook

Stage-by-stage sales process with discovery, qualification, demo, and close motions.

# Sales Playbook â [Product or motion name] ## Audience Account executives selling [product] into [segment]. New AEs should be able to read this top-to-bottom on day 1 and run a discovery call by end of week 1. ## ICP definition - Company size: [revenue band, headcount band] - Industry: [list / exclude list] - Buying triggers: [list] - Disqualifiers: [list] ## Stages | Stage | Definition | Exit criteria | Typical duration | |---|---|---|---| | Prospect | Identified, no contact | First meaningful response | â | | Discovery | Active conversation | Mutual fit confirmed, champion identified | 2 weeks | | Demo | Tailored solution shown | Technical questions answered, business case acknowledged | 1 week | | Proposal | Pricing + terms shared | Pricing accepted in principle | 1 week | | Closing | Paperwork moving | Signature received | 2 weeks | | Closed-won | Contract signed | Implementation kickoff scheduled | â | ## Stage 1: Prospecting motion - Source: [outbound channels, inbound MQL, partner-sourced] - First-touch cadence: 5 touches over 14 days across email + LinkedIn + phone - Disposition rules: response â discovery; bounce â re-route; ignore after touch 5 â re-add to nurture in 90 days ## Stage 2: Discovery Use the discovery script (separate template). Capture in CRM: - Metrics they care about - Economic buyer identified - Decision criteria - Decision process - Identified pain - Champion (advocate inside the account) ## Stage 3: Demo - Tailored to the specific pain identified - Maximum 30 min demo + 30 min discussion - Always end with a confirmed next step on the calendar before the call ends ## Stage 4: Proposal - Standard pricing structure: [link to pricing doc] - Approved discount ladder: [link] - Custom-clause approvals: [name + workflow] ## Stage 5: Closing - Legal review SLA: [N days] - Standard MSA: [link] - Procurement-questionnaire library: [link] ## Forecasting categories - Commit - Best case - Pipeline - Omitted (explicit removal â record why) ## Quota and ramp - Annual quota: [$] - Ramp: month 1-3 at 25%, month 4-6 at 50%, month 7+ full quota - Variable comp plan: [link]

Price: Free
State: approved