Sales Prompts

Create comprehensive B2B sales playbook. Components: 1. Ideal Customer Profile (ICP) definition with firmographics. 2. Multi-touch outreach sequence (email, LinkedIn, phone). 3. Discovery call framework with BANT qualification. 4. Demo script with pain point mapping. 5. Objection handling guide for common blockers. 6. Proposal template with ROI calculator. 7. Negotiation tactics and pricing strategies. 8. Post-sale handoff process to customer success. Include CRM workflow automation and sales metrics tracking.

Draft a 4-step cold email outreach sequence for B2B sales. Flow: 1. Introduction (Personalized hook + Value prop). 2. Follow-up 1 (Case study/Social proof). 3. Follow-up 2 (Overcoming objections/Resources). 4. Break-up email (Final nudge). Guidelines: Keep subject lines under 50 chars. Focus on prospect's pain points. Include clear Call to Action (booking link). A/B testing variables.

Build reliable revenue forecasting system. Forecast categories: Commit (90%+ confidence, MEDDIC qualified). Best Case (50-70% confidence, active engagement). Pipeline (30-50% confidence, early stage). Methodology: 1. Reps submit weekly forecasts by category. 2. Manager reviews with rep 1:1 (challenge assumptions). 3. Roll up to leadership with commentary. 4. Track accuracy weekly (forecast vs. actuals). 5. Calculate variance (over-forecast or under-forecast). Improve accuracy: require evidence for Commit (verbal confirmation, signed terms). Stage-weight deals (10% for discovery, 50% for proposal, 90% for negotiation). CRM hygiene (close dates, next steps, MEDDIC scores current). Sanity check: Commit should be 70-90% of quota monthly. Review missed forecasts in post-mortems.

Apply Challenger methodology for high-value sales. Three principles: Teach, Tailor, Take Control. Teach: provide unique insight prospect doesn't know. 'Industry data shows companies like yours overspend 30% on [area] due to [reason].' Share provocative perspective that reframes their thinking. Tailor: customize message to stakeholder (CFO cares about costs, CTO cares about efficiency). Take Control: confidently push back when needed. 'I'd recommend postponing that feature discussion until we align on strategy.' Structure: 1. Warm up (build credibility). 2. Reframe (teach insight). 3. Rational drowning (overwhelming data). 4. Emotional impact (personalize consequences). 5. New way (your solution). 6. Your solution (specifics). Works best for complex, high-consideration sales.

Master voice techniques for phone sales. Tonality principles: 1. Vary pitch (avoid monotone, go up at questions, down at statements). 2. Enthusiasm (smile while talking, it changes voice). 3. Confidence (speak declaratively, not tentatively). 4. Match prospect (mirror their energy level). Pacing: speak 150-160 words per minute (conversational, not rushed). Slow down for: important points, pricing, next steps. Speed up for: less critical details. Use pauses: after asking question (don't fill silence), for emphasis (pause before key benefit). Vocal warmup: hum, tongue twisters, breathing exercises before call block. Record and review: identify filler words ('um', 'like', 'you know'), pitch patterns, pacing issues. Power words: 'exactly', 'absolutely', 'certainly' (show conviction). Avoid: 'I think', 'maybe', 'hopefully' (weaken message). Practice: read scripts aloud in different tones. Get feedback from manager. Tonality accounts for 38% of communication impact.

Qualify inbound leads with BANT framework. Budget: 'Have you allocated budget for this initiative?' or 'What's your expected investment range?' Authority: 'Who else is involved in this decision?' Identify all decision makers and influencers. Need: 'What's driving this evaluation now?' 'What happens if you don't solve this?' Timeline: 'When do you need this implemented?' 'What's driving that timeline?' Scoring: Each element 0-2 points. 7-8: hot lead (immediate action). 5-6: warm lead (nurture). 0-4: unqualified (marketing nurture or disqualify). Sample questions: 'Walk me through your decision-making process.' 'What does success look like?' Disqualify respectfully if not a fit. Document in CRM. Pass qualified leads to AE within 5 minutes for best conversion.

Win back lost opportunities. Lost deal classification: 1. Lost to competitor (know which one). 2. No decision/status quo. 3. Timing (not now). 4. Budget (couldn't afford). 5. Not a fit. Follow-up strategy by reason: Lost to competitor: Month 1: congratulate, stay in touch. Month 3: share customer win over that competitor. Month 6: 'How's it going with [competitor]?' Listen for dissatisfaction. No decision: Month 1: share new case study. Month 2: invite to webinar. Month 3: 'Checking in on [original pain point].' Timing: Month 3, 6, 9: 'Is now a better time?' Budget: Month 1: share ROI calculator. Quarter-end: 'We have flexibility this quarter.' Automation: add to nurture sequence in CRM. Personal touch: set reminder for rep to personally reach out quarterly. 10-20% of lost deals can be revived within 12 months. Track reactivation rate. Don't burn bridges.

Ramp new sales reps systematically. Days 1-30 (Learning): 1. Product training (features, use cases, demos). 2. Shadow 10 sales calls. 3. Listen to 20 recorded calls (wins and losses). 4. Study buyer personas and ICP. 5. Memorize pitch and objection handling. 6. Practice demos with peers. 7. Make 50 practice cold calls. Days 31-60 (Doing): 1. Own inbound leads. 2. Conduct 20 discovery calls. 3. Deliver 10 demos. 4. Close first deal (small account). 5. Build pipeline worth 3x quota. Days 61-90 (Owning): 1. Hit 50% of quota. 2. Cold outreach to targets. 3. Manage full sales cycle. 4. Forecast accurately. Assign mentor for entire period. Weekly check-ins with manager.

Engage multiple stakeholders in target accounts. Multi-threading definition: relationships with 3+ people in buying org. Why: single-threaded deals stall when champion leaves or loses political battle. Strategy: 1. Map org chart (LinkedIn, ZoomInfo). 2. Identify 5-7 key stakeholders. 3. Assign custom approach per person. Example: Economic Buyer (exec briefing, ROI focus), Champions (detailed demos, frequent touch), End Users (hands-on trial, training resources). Tactics: ask champion for intros ('Who else should evaluate this?'). Attend prospect events/conferences. Engage on LinkedIn. Send personalized gifts. Track relationship depth (0=unaware, 1=aware, 2=engaged, 3=advocate). Safeguard deals: if 1 person goes dark, others keep deal alive.

Build compelling ROI calculator for prospects. Inputs from prospect: 1. Current process metrics (time spent, volume, error rate). 2. Team size and labor costs. 3. Current tool costs. Calculations: 1. Time saved per transaction. 2. Annual time savings (volume × time saved). 3. Labor cost savings (hours × hourly rate). 4. Error reduction value. 5. Total annual benefit. Subtract your solution cost. Show payback period (solution cost ÷ monthly benefit). Example output: $50k solution, $15k/month benefit = 3.3 month payback, $130k first-year ROI. Make interactive (spreadsheet or web app). Use conservative estimates. Provide sources for assumptions. Include in proposals. Industry benchmarks add credibility.

Build a systematic cold email testing program. Setup: 1. Define hypothesis (subject line, CTA, length). 2. Split list into equal segments (minimum 100 contacts each). 3. Send variant A to segment 1, variant B to segment 2. 4. Wait 3-5 days for statistical significance. 5. Measure open rate, reply rate, meeting booked rate. 6. Calculate winner (minimum 95% confidence). 7. Roll out winner to remaining list. Variables to test: personalization depth, value proposition clarity, email length (50 vs 150 words), CTA placement. Use Lemlist or Woodpecker for tracking. Document learnings in playbook.

Qualify opportunities with MEDDIC. Metrics: quantifiable business impact ('20% faster processing'). Economic Buyer: identify and engage decision maker who controls budget. Decision Criteria: understand evaluation process, scoring matrix, must-haves. Decision Process: map timeline, stakeholders involved, approval steps. Identify Pain: technical and business pain points, implications if unsolved. Champion: find internal advocate who sells on your behalf. Score each element 0-10. Deals below 40/60 need more qualification. Update after every call. Forecast only MEDDIC-qualified deals. Prevents wasted time on unwinnable deals.

Design motivation-driving compensation structure. Components: Base salary (40-50% of OTE), Variable commission (50-60% of OTE). Tiers: 0-70% quota: 8% commission. 70-100% quota: 10% commission (standard rate). 100-120% quota: 15% commission (accelerator). 120%+ quota: 20% commission (super accelerator). Example: $100k OTE, $50k base, $600k quota. At 100% quota: $50k base + $60k commission (10% of $600k) = $110k. At 120% quota: $50k base + 12k (0-70%) + 18k (70-100%) + 21.6k (100-120%) = $101.6k. Add SPIFs for strategic goals. Pay monthly or quarterly. Include clawback clauses. Review annually.

Personalize outbound emails efficiently. Research (2-3 mins per prospect): 1. Recent LinkedIn post or company news. 2. Mutual connections. 3. Technology they use (BuiltWith, SimilarWeb). 4. Recent job postings (indicates growth/pain). Personalization tiers: High-value accounts (custom per person): '[Name], saw your post about hiring 3 SDRs. Are you also scaling your sales tech stack?' Medium-value (templated with custom first line): 'Noticed [company] is using [tool]. How is that working for [specific pain point]?' Low-value (segment-based): '[Industry] companies typically face [challenge]. Curious if you're experiencing this?' Tools: Phantombuster for data enrichment, ChatGPT for variation generation, Instantly/Lemlist for sending. Batching: research 50 prospects, write custom lines, plug into sequence. Track: personalized emails get 3-5x reply rate vs generic. Test different personalization levels to find ROI sweet spot.

Consistent LinkedIn routine for pipeline building. Morning (30 mins): 1. Post valuable content (industry insight, case study, poll). 2. Engage with 10 prospect posts (comment thoughtfully). 3. Send 5 personalized connection requests (reference recent activity). Afternoon (20 mins): 4. Respond to comments on your posts. 5. Share relevant article with commentary. 6. Message 3 warm connections (provide value, not pitch). Weekly: update profile, share customer win, publish long-form article. Tools: Shield Analytics for content performance, Sales Navigator for targeting. Track connection acceptance rate, reply rate, meetings booked from LinkedIn source.

Build accessible sales enablement repository. Content types: 1. Pitch decks (elevator, 10-min, 30-min versions). 2. One-pagers (product overview, vs competitors, feature sheets). 3. Case studies (by industry, company size, use case). 4. Demo scripts and recordings. 5. Email templates (prospecting, follow-up, closing). 6. Objection handling docs. 7. ROI calculators. 8. Security/compliance docs (GDPR, SOC 2, HIPAA). Organization: folder structure by sales stage (prospecting > discovery > demo > proposal > negotiation). Naming convention: [asset-type]_[topic]_[date].pdf. Platform: Highspot, Seismic, Sharepoint, or Notion. Onboarding path: curate 'new hire essentials' folder. Maintenance: monthly audit (update stats, remove old), contributor model (marketing creates, sales provides feedback). Track usage: what gets used most? What's missing?

Build formal mentorship for skill development. Program structure: Pair senior reps (mentors) with new/struggling reps (mentees). Duration: 6 months. Commitment: 1 hour/week. Mentor selection: top performers, willingness to teach, communication skills. Matching: by skill gap (new rep with veteran), territory (same vertical for relevance), personality (assessment fit). Activities: 1. Call shadowing (mentor observes mentee, provides feedback). 2. Reverse shadowing (mentee watches mentor calls). 3. Role-playing (practice discovery, objection handling). 4. Deal reviews (strategy sessions on active opportunities). 5. Goal setting (monthly targets, skill development areas). 6. Book club (read sales books together). Accountability: shared tracker, manager check-ins, end-of-program presentation. Incentives: mentors get bonus or recognition, priority for promotions. Benefits: faster ramp time (3 months vs 6), higher quota attainment (10-15% lift), retention improvement. Mentee feedback drives mentor improvements.

Maintain clean, actionable CRM data. Required fields for contacts: name, email, phone, company, title, lead source. For opportunities: amount, close date, stage, next steps, MEDDIC scores. Daily habits: 1. Log all activities immediately (calls, emails, meetings). 2. Update opportunity stage after every touch. 3. Add notes with key takeaways. 4. Set clear next steps and due dates. Weekly: 1. Update close dates for slipping deals. 2. Archive dead opportunities. 3. Merge duplicate contacts. 4. Enrich data (add missing phone numbers, job titles). Monthly: validation reports (missing data, stale opportunities over 90 days untouched). Automation: Zapier to enrich from LinkedIn, PersistIQ for bounce detection. Clean data enables: accurate forecasting, effective reporting, team collaboration. Manager spot-checks 10 records weekly.

Calculate and optimize pipeline velocity. Formula: (Number of Opportunities × Average Deal Size × Win Rate) ÷ Sales Cycle Length = Pipeline Velocity. Example: (50 opps × $10k × 25% win rate) ÷ 90 days = $1,389/day. How to improve: 1. Increase opportunities (better lead gen). 2. Increase deal size (upsell, target larger accounts). 3. Improve win rate (better qualification, demos). 4. Shorten sales cycle (remove friction, faster follow-ups). Track in CRM dashboard. Set weekly velocity targets. Identify bottleneck stages. Review with team in 1:1s.

Build winning sales team culture through consistent rituals. Monday kickoff (30 mins): 1. Review week's goals. 2. Celebrate last week's wins (ring gong for closed deals). 3. Share one learning from lost deal. 4. Set individual commitments. Wednesday pipeline review (45 mins): 1. Forecast updates. 2. Top 3 deals per rep (progression, risks, needs). 3. Team problem-solving on stuck deals. Friday wins recap (30 mins): 1. Closed deals (ACV, customer name, rep). 2. Rep of the week (most meetings, best discovery call). 3. Learning share (technique that worked). 4. Weekend kudos. Monthly: team lunch, skills workshop (objection handling, demo techniques), top performer presents. Quarterly: offsite strategy session, awards (top revenue, best teamwork, most improved). Cultural elements: transparency (public metrics), collaboration (help each other), celebrate effort not just results. Manager sets tone: vulnerability, enthusiasm, accountability.

Apply reciprocity to build sales relationships. Principle: people feel obligated to give back when they receive something of value. Sales applications: 1. Give before asking: share valuable insight, industry report, template, introduction before pitching. 2. Free trial or pilot: let them experience product value before buying. 3. Unexpected bonuses: throw in extra training, extended support at no cost during negotiation. 4. Personalized research: 'I analyzed your competitors and created this comparison for you.' Examples: send personalized video audit of their website, create custom ROI analysis, introduce them to potential client, share salary benchmarking data for their role. Important: value must be genuine and unconditional (don't explicitly ask for favor back). Creates goodwill, returned calls, agreement to meetings. Experiment: track response rate when leading with value vs direct pitch. Typically 2-3x higher engagement.

Set fair, achievable, stretching quotas. Inputs: 1. Company revenue goal. 2. Number of reps. 3. Historical attainment (what % hit quota). 4. Market capacity (total addressable market, saturation). 5. Sales cycle length. 6. Average deal size. Bottom-up calculation: Company needs $10M revenue. Reps: 10. Individual quota: $1M each (100% coverage). Add buffer for 80% attainment: $1M ÷ 0.8 = $1.25M quota per rep. Ramping: new reps 0% month 1-2, 50% month 3, 75% month 4, 100% month 5+. Segmentation: enterprise reps higher quotas ($2M), SMB reps lower ($750k). Validation: sanity check with outside data (SaaS benchmarks show similar company size has $1-1.5M quotas). Adjustments: ramp-up time, territory quality, available leads. Review quarterly: if <60% hitting quota, quotas too high. If >90% hitting, quotas too low. Sweet spot: 60-70% attainment rate. Communicate transparently: show math, rationale, FAQ doc.

Prevent churn for at-risk renewals. Identify at-risk signals: 1. Usage drop (30%+ decline). 2. Support ticket spike. 3. Champion left company. 4. NPS detractor response. 5. Decline QBR invitations. 6. 90 days to renewal. Intervention playbook: Day 1: Executive reach-out ('I noticed [usage drop]. What's going on?'). Day 7: Schedule rescue call with leadership team. Day 14: Present custom revival plan (address specific issues, quick wins, additional support). Day 30: Implement quick wins, show progress. Day 60: Review improvement, negotiate renewal terms. Negotiation leverage: multi-year commitment (lower price), pay-as-you-go (reduce risk), success-based pricing (align incentives). Last resort: pause option (3-month break, maintain data). Recovery tactics: assign new champion internally, executive sponsor program, dedicated CSM. Track save rate. Prevent: proactive usage monitoring, regular health checks, strong onboarding. Keeping customers cheaper than acquiring new ones.

Build repeatable referral system. Best timing: 1. After successful implementation. 2. After positive review/NPS score. 3. During quarterly business review. The ask: 'I'm glad you're seeing results. Who else in your network faces similar challenges?' Be specific: 'Do you know any [job title] at [company size] in [industry]?' Offer value exchange: refer them clients too, provide introduction template, offer referee incentive (Amazon gift card, discount). Process: 1. Identify top 20 happy customers. 2. Reach out personally (not bulk email). 3. Make ask easy ('Just reply with 2-3 names and I'll handle outreach'). 4. Send update when contact is made. 5. Report results back to referrer. Track referral source in CRM. Calculate referral conversion rate (typically 30-50% higher than cold). Incentivize reps: SPIF for most referrals monthly.

Navigate pricing discussions strategically. Anchor high: present highest tier first, then lower options seem reasonable. Discount guidelines: never discount on first ask ('Let me see what I can do'). Offer discounts for: 1. Annual prepayment (10-15%). 2. Case study participation (5%). 3. Larger commitment (more users/features, 10-20%). 4. End of quarter urgency (5-10%). Trade value for value: if discount, ask for faster close, reference, larger commitment. Avoid: one-time discounts (creates bad precedent), discounts without reason. Alternative to discount: add services (implementation, training), extend payment terms, include add-ons free for 6 months. Document approvals in CRM. Protect margins: calculate breakeven point before negotiating.

Multi-touch email campaign structure. Day 1: Introduction email (50 words, single CTA). Subject: '[Name], quick question about [pain point]'. Day 3: Value email (share case study, specific results). Day 5: Social proof email (customer quote, G2 review). Day 8: Video email (1-min personalized Loom). Day 12: Content email (share relevant blog post, no ask). Day 17: Different angle email (new pain point). Day 23: Break-up email ('Should I close your file?'). Track: open rate, click rate, reply rate. Stop sequence if prospect replies. Personalize first line each email. Use tool: Outreach, SalesLoft, Apollo. A/B test subject lines continuously.

Leverage AI to augment sales efficiency. AI tool categories: 1. Conversation Intelligence (Gong, Chorus): call recording, transcription, coaching insights. 2. Email Writing (Lavender, Jasper): generate personalized emails at scale. 3. Prospecting (Clay, Apollo): enrich data, find lookalikes, trigger alerts. 4. Meeting Intelligence (Fireflies, Otter): transcribe meetings, auto-create follow-up tasks. 5. Lead Scoring (Madkudu, 6sense): predict conversion likelihood. Workflow integration: 1. Gong records all calls, highlights keywords, action items. 2. Clay enriches prospect list with company data, growth signals. 3. Jasper drafts personalized emails using prospect data. 4. Apollo sequences emails automatically. 5. Fireflies sends meeting summary to CRM. 6. Madkudu flags high-intent leads for priority follow-up. Human role: review AI outputs, add personal touch, strategic decisions. Time saved: 10-15 hours/week. ROI: higher activity (20% more outreach), better quality (personalization improves response 3x). Train reps on AI tools in onboarding.

Navigate executive assistants to reach decision makers. Mindset shift: EA is valuable ally, not obstacle. Respectful approaches: 1. Befriend EA: 'I'm trying to reach [Executive] about [specific topic]. Can you help me understand the best way to get on their calendar?' 2. Be specific: vague requests get blocked. 'I'd like 15 minutes to discuss [specific value prop].' 3. Provide context: 'We work with [similar companies] on [problem]. Is this something [Executive] handles?' 4. Ask for guidance: 'What's the best time/way to reach them?' 5. Reference trigger event: 'I saw [company news]. Wanted to discuss implications.' Alternative routes: LinkedIn message (EA may not monitor), attend industry events, mutual connection introduction. EA intelligence: ask EA about priorities, org changes, budget cycles. Send thank you note to EA. If stonewalled repeatedly: respect it, try different contact at company. Never antagonize EA - they control calendar and influence opinion.

Design balanced sales territories for maximum coverage. Data inputs: accounts by geography, revenue potential, current customer concentration, sales rep capacity. Criteria for balance: 1. Equal revenue opportunity ($2-3M per rep). 2. Manageable account count (50-75 active accounts). 3. Geographic proximity (minimize travel). 4. Industry expertise alignment. Process: 1. Map all accounts on visualization tool. 2. Identify natural clusters. 3. Assign territories. 4. Calculate opportunity per territory. 5. Adjust for balance. 6. Get rep buy-in. Review quarterly. Tools: Maptive, Badger Maps, Salesforce Territory Management. Prevents neglected accounts and rep burnout.

Deliver personalized demos that convert. Pre-demo research (30 mins): 1. Company website, recent news, LinkedIn. 2. Prospect's role, responsibilities, pain points from discovery. 3. Current tools they use (from conversation or SimilarWeb). Demo customization: 1. Use prospect's company name in demo environment. 2. Import sample data relevant to their industry. 3. Show workflow that mirrors their process. 4. Address specific pain points discovered. 5. Skip features they don't care about. Opening: 'Based on our conversation, I've customized this to show...' Throughout: ask confirming questions ('Is this how you currently do it?'). End: clear CTA and next steps. Follow-up: personalized recap email with screenshots.

Leverage social proof throughout sales process. Proof types: 1. Customer logos (use in deck, website). 2. Case studies (detailed success stories with metrics). 3. Testimonials (quotes from customers). 4. G2/Capterra reviews (third-party validation). 5. Video testimonials (authentic endorsement). 6. Advisory board (industry experts). 7. Media mentions (press coverage). Collection process: After successful implementation, ask happy customers: 'Would you be willing to share your experience?' Offer value exchange: early access to features, discount on renewal. Make it easy: provide questions, draft for their approval. When to use: Prospecting email: 'We help companies like [logo] achieve [result].' Discovery call: 'Similar companies faced X, here's how they solved it.' Demo: weave in customer stories. Proposal: include 2-3 relevant case studies. Close: 'Here are 3 references in your industry.' Organize by industry, company size, use case for relevance. Update quarterly.

Structure demos as compelling stories. Narrative arc: 1. Setup (current state/pain): 'Most companies handle [process] manually, which leads to [problems].' 2. Conflict (implications): 'One company I worked with was spending 40 hours/month on this, causing delayed decisions.' 3. Resolution (solution): 'Here's how we solve this.' then demo specific workflow. 4. Transformation (future state): 'Now they complete this in 2 hours and make decisions in real-time.' Story principles: be specific (use names, numbers), create relatability (similar to their situation), show don't tell (actually do it in the product vs talking about it). Pacing: slow down for key moments, pause for questions, check understanding ('Does this make sense for your workflow?'). Return to their pain points: 'Remember you mentioned [pain]? This is how we address it.' Practice delivery 10x before client-facing.

Equip sales team with competitive intelligence. Battlecard structure per competitor: 1. Company overview (size, funding, target market). 2. Strengths (what they do well, when they win). 3. Weaknesses (gaps, common complaints). 4. Differentiation (why you win against them). 5. Objection traps (questions to ask that expose weaknesses). 6. Proof points (case studies where you won against them). 7. Pricing comparison. Research sources: G2 reviews, Reddit discussions, sales calls (ask 'who else are you evaluating?'), competitor websites, former employees. Update quarterly. Make easily accessible (Wiki, PDF with search). Train reps on delivery: never bash competitor, focus on your strengths. Landmine questions: 'How important is [feature they lack] to you?'

Master SPIN methodology for complex B2B sales. Structure: Situation Questions (5 mins): understand current setup, tech stack, team size. Problem Questions (10 mins): uncover pain points, bottlenecks, missed opportunities. Implication Questions (5 mins): quantify impact of unsolved problems, budget implications. Need-Payoff Questions (5 mins): lead prospect to realize solution value themselves. Example flow: 'Walk me through your current process' → 'Where do delays occur?' → 'What's the cost of those delays monthly?' → 'How would solving this impact your team?' Active listening: take notes, pause before responding, mirror concerns.

Run efficient, outcome-driven sales meetings. Pre-meeting (24 hours before): send agenda email. 'Looking forward to our call. My understanding is we'll cover: 1. [Agenda item]. 2. [item]. 3. [item]. I'll share [specific outcome]. Please let me know if you'd like to add anything.' Meeting structure: 1. Rapport (2 mins): genuine small talk, reference something personal from LinkedIn. 2. Agenda alignment (1 min): 'I have us for 30 minutes to discuss X, Y, Z. Sound good?' 3. Discovery or demo (20 mins): bulk of meeting. 4. Questions (5 mins): open floor, address concerns. 5. Next steps (2 mins): 'Based on this, what are the next steps?' Schedule next meeting before hanging up. Post-meeting (1 hour after): send recap email with action items, links discussed, calendar hold for next meeting. Use meeting note template in CRM for consistency.

Create accountability with mutual action plans (MAP). Structure: shared document (Google Doc) co-created with prospect. Sections: 1. Success criteria (what 'go-live' looks like). 2. Timeline with milestones. 3. Tasks for vendor (demos, security review, pricing proposal). 4. Tasks for buyer (stakeholder intros, legal review, budget approval). 5. Decision date. 6. Owners and due dates for each task. Benefits: surfaces objections early, creates urgency, aligns expectations, prevents ghosting. Update in real-time during calls. Review weekly. Red flags: prospect won't commit to dates, won't share internal tasks. Example tools: Accord, Recapped. Close rate improves 30%+ with MAPs.

Handle objections with LAER method. Listen: let prospect finish completely, don't interrupt. Acknowledge: validate their concern ('I understand that's important'). Explore: ask questions to understand root cause ('Tell me more about that'). Respond: address with evidence (case study, data, testimonial). Common objections: 'Too expensive' → Surface budget, show ROI, offer payment plans. 'Need to think about it' → Uncover real objection, create urgency. 'Happy with current solution' → Find gaps, demonstrate differentiation. 'Not the right time' → Understand timeline, stay in touch. Practice responses, role-play with team. Document successful responses in playbook.

Navigate complex enterprise procurement. Procurement stages: 1. Vendor approval (get on approved vendor list). 2. Security review (fill SOC 2, ISO certs, questionnaire). 3. Legal review (redline MSA, negotiate terms). 4. Purchase order (PO issued by procurement). What procurement needs: W9, insurance certificate, banking details, security documentation, references. Acceleration tactics: 1. Submit all documents upfront in 'procurement package'. 2. Engage procurement early (don't surprise them post-verbal commit). 3. Offer standard terms (less negotiation). 4. Escalate blockers to executive sponsor. 5. Understand their fiscal calendar (Q4 may be frozen). Red flags: 'we'll get back to you on legal', missing PO number, new stakeholders late in process. Relationship: befriend procurement contact, make their job easy. Most enterprise deals require 30-60 days for procurement after verbal agreement.

Support underperforming reps with structured plan. Trigger PIP when: consecutive quarters below 70% quota, activity metrics low, skill gaps evident. PIP structure (30-60 days): 1. Clear expectations: '[Reach 80% quota next month. Book 15 meetings weekly. Demo 8 accounts.]' 2. Success metrics: specific, measurable, time-bound. 3. Support provided: daily check-ins, call shadowing, shared templates, dedicated training. 4. Timeline: weekly milestones, final review date. Documentation: initial meeting notes, weekly progress tracking, final outcome. Manager responsibilities: meet daily first week, thrice weekly after. Listen to calls together, provide real-time coaching. Identify root cause: activity problem (increase outreach), skill problem (training), fit problem (wrong role). Fair warning: clarify consequences of not meeting goals. Success rate: 30-40% turn around. If unsuccessful: respectful exit, reference based on strengths, alumni network.

Systematic outbound calling approach. Daily structure: 1. Block time 9-11am and 2-4pm (best connect rates). 2. Batch prepare: research 20 prospects (5 mins each). 3. Power hour: dial 40-50 numbers in 60 mins. 4. Log outcomes immediately in CRM. Opening script: 'Hi [Name], this is [You] from [Company]. The reason I'm calling is I work with [role] at [similar companies] who struggle with [pain point]. Do you have 27 seconds for me to explain why I called?' Pattern interrupt: use odd number (27 seconds). If interested: transition to discovery questions. If not interested: 'I appreciate your time. Can I send you a brief email about [value] for future reference?' Track metrics: dial-to-connect rate (aim 10%), connect-to-meeting rate (aim 20%). Improve: practice opening 50x, record and review calls, vary approach.

Create comprehensive sales playbook for consistency. Sections: 1. ICP and Buyer Personas (who we sell to, pain points, motivations). 2. Value Propositions (core message, differentiation per persona). 3. Sales Process (stages, exit criteria, average time per stage). 4. Methodology (MEDDIC, Challenger, SPIN - which we use). 5. Prospecting (channels, scripts, templates, cadences). 6. Discovery Questions (by persona, problem area). 7. Demo Guidelines (structure, key features to show, customization tips). 8. Objection Handling (top 10 objections, proven responses). 9. Closing Techniques (negotiation tactics, discount policies). 10. Tools and Resources (CRM, sales engagement, enablement content). 11. Metrics and KPIs (what we measure, targets). Format: living Wiki or PDF, searchable, visual (screenshots, flowcharts). Ownership: sales ops maintains, reps contribute. Update: quarterly reviews. Usage: onboarding (week 1 reading), certification (test knowledge), ongoing reference.

Develop account strategies for key customers. When: annually for top 20% revenue-generating accounts. Account plan components: 1. Executive Summary (current state, opportunity, goal). 2. Account Overview (org chart, decision makers, influencers, power dynamics). 3. Current Relationship (products used, contract value, renewal date, satisfaction score). 4. SWOT Analysis (Strengths in account, Weaknesses, Opportunities for growth, Threats to retention). 5. Whitespace Analysis (departments not using product, potential use cases). 6. Growth Strategy (upsell targets, cross-sell products, expansion timeline). 7. Relationship Plan (who to engage, how often, topics). 8. Success Metrics (revenue target, meetings per quarter, new contacts added). 9. Risks and Mitigation (churn risk, competitive threats, mitigation plans). Review: quarterly with sales and CS leadership. Update: after major account changes (budget cycles, leadership shifts, M&A). Output: guide AE and CSM actions, align cross-functional support (product, marketing).

Create compelling sales proposals. Structure: 1. Executive Summary (1 page): problem, solution, value, investment. 2. Customer Situation (0.5 page): restate their pains from discovery. 3. Proposed Solution (2 pages): how you solve each pain point, features mapped to benefits. 4. Implementation Plan (1 page): timeline, milestones, resources needed from each side. 5. Success Metrics (0.5 page): how you'll measure ROI. 6. Investment (1 page): pricing table, payment terms, what's included. 7. Why Us (1 page): relevant case studies, social proof. 8. Next Steps (0.5 page): clear CTA, decision timeline. Design: branded template, visuals (charts, screenshots), white space. Personalization: use their company name, industry-specific examples, reference past conversations. Follow-up: send via DocuSign or PandaDoc for tracking. Call to review within 24 hours.

Deliver strategic QBRs to enterprise customers. Preparation (1 week before): 1. Pull usage analytics. 2. Calculate ROI realized. 3. Gather customer feedback/support tickets. 4. Prepare personalized slide deck. Attendees: customer champion, economic buyer, your CSM and AE. QBR agenda (60 mins): 1. Welcome and agenda (5 mins). 2. Wins this quarter (10 mins): adoption metrics, business impact, user stories. 3. Challenges and solutions (10 mins): address any issues, show resolution. 4. Industry trends and benchmarking (10 mins): how they compare, what peers are doing. 5. Roadmap preview (10 mins): upcoming features relevant to them. 6. Strategic planning (10 mins): goals for next quarter, actions to drive more value. 7. Q&A and next steps (5 mins). Deliverables: deck PDF, action item list, schedule next QBR. Goals: increase stickiness, identify expansion opportunities, reduce churn risk.

Sell on value, not features. Discovery questions for value: 1. 'What's the cost of the current problem?' (time, money, opportunity). 2. 'What happens if you don't solve this?' (quantify downside). 3. 'How would solving this impact the business?' (revenue increase, cost reduction, risk mitigation). Calculate value together: Current cost: 'You mentioned 3 people spend 10 hours/week on manual reporting, that's 1,560 hours/year. At $50/hour, that's $78k annually.' Solution value: 'Our automation reduces this to 2 hours/week, saving $65k/year.' ROI pitch: '$65k saved, our solution is $30k/year, that's 2.2x ROI and 5.5-month payback.' Compare to alternatives: status quo cost vs. solution cost. Document in mutual plan or proposal. Align pricing to value (if $65k saved, $30k fee is justified). Ask: 'Does that ROI make sense for your business?' Makes price objections irrelevant.

Grow revenue from existing customer base. Qualify for expansion: 1. Health score green (high usage, NPS 8+). 2. Growth signals (new hires, funding, new departments). 3. Product usage indicating need (hitting limits, using workarounds). Expansion motions: 1. More seats (new team members). 2. Higher tier (need advanced features). 3. Cross-sell (complementary products). 4. Longer commitment (3-year vs 1-year). Touch model: 1. CSM identifies opportunity, introduces AE. 2. AE consults on growth needs. 3. Demo additional capabilities. 4. Provide expansion proposal. 5. Negotiate and close. Timing: QBRs, renewal conversations (90 days before), usage milestones. Tools: Gainsight for expansion signals, Salesforce for tracking. Expansion ARR often easier than new logos (50% higher win rate, 2x faster cycle).

Improve free trial conversion rates. Trial design: optimal length 14-30 days (long enough to see value, short enough to create urgency). Friction: minimal (credit card optional for PLG). Activation: define 'aha moment' (e.g., send first campaign, create first report). Drive to activation: Day 1: welcome email with quick-start guide. Day 2: in-app prompts to complete setup. Day 3: personal outreach from AE if high-value. Day 7: success check-in call. Day 10: case study email. Day 14: upgrade prompt with limited-time offer. Metrics: signup-to-activation rate (target 40%+), activation-to-paid rate (target 25-40%). Improve conversion: 1. Reduce time-to-value (better onboarding). 2. Demonstrate ROI during trial (analytics emails). 3. Offer incentives (20% off if paid before trial ends). 4. Human touch for enterprise (white-glove onboarding). 5. Remove friction from payment (one-click upgrade). Track where trial users drop off, optimize those moments.

Learn from recorded sales calls systematically. Tools: Gong, Chorus, Fireflies. Analysis framework: 1. Talk-listen ratio (aim for 40:60, rep talks 40%). 2. Question count (discovery calls need 10+ questions). 3. Monologue length (keep under 2 minutes). 4. Next steps clarity (was next meeting scheduled?). 5. Competitor mentions (were traps set?). Review process: weekly self-review (listen to 2 own calls), monthly peer review (present 1 call to team), quarterly manager review (review all calls, spot patterns). Scoring: 1-5 on discovery depth, rapport building, objection handling, closing. Create highlight reel of best calls for training. Common improvements: ask more questions, slow down, pause after questions, recap pain before pitching solution.

Navigate complex enterprise deals with stakeholder maps. Identify roles: Economic Buyer (budget owner), Champion (internal advocate), Technical Buyer (evaluates solution), End Users (day-to-day users), Influencers (sway opinion), Blocker (resistant to change). For each stakeholder: document name, title, priorities, concerns, relationship status (cold/warm/hot). Map influence level (high/medium/low) and support level (advocate/neutral/blocker). Strategy: 1. Engage champion first. 2. Multi-thread (meet multiple stakeholders). 3. Address blockers' concerns directly. 4. Provide tailored materials for each role. Update map after every interaction. Share with sales team. Critical for deals over $50k.

Handle commission conflicts fairly. Common disputes: 1. Split credit (two reps claim same deal). 2. Deal attribution (inbound vs. outbound claimed). 3. Clawback timing (customer churned, commission retracted). 4. Rule interpretation (new comp plan unclear). Resolution process: 1. Rep submits written dispute with evidence (CRM notes, emails, timestamps). 2. Sales ops reviews within 3 business days. 3. Gather facts: CRM history, manager input, email trail. 4. Compare to comp plan terms. 5. Make decision with rationale. 6. Communicate outcome with explanation. 7. Escalation path if unresolved (VP Sales). Prevention: 1. Crystal-clear comp plan documentation. 2. Lead routing rules documented. 3. Split rules defined upfront (50-50 for equal contribution, 70-30 if lopsided). 4. Clawback terms clarified (typically 90-day window). 5. Regular comp plan training. Manager involvement: mediate before escalation. Transparency builds trust.