Sales Prompts

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 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.

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.

Design balanced sales territories for maximum coverage. Methodology: 1. Analyze market potential by geography/industry/company size. 2. Assess current account distribution and revenue. 3. Define territory boundaries (geographic, vertical, account-based). 4. Balance workload and opportunity across reps. 5. Assign accounts based on rep skills and relationships. 6. Set territory-specific quotas. 7. Plan for coverage gaps and transitions. Use CRM data and market intelligence. Minimize disruption to customer relationships. Review semi-annually. Aim for <20% variance in territory potential.

Conduct win-loss analysis to improve sales effectiveness. Process: 1. Interview recent wins and losses (within 30 days). 2. Ask about decision criteria, evaluation process, and competitors. 3. Identify patterns in wins (what we do well). 4. Uncover reasons for losses (product gaps, pricing, sales execution). 5. Quantify impact of each factor. 6. Share insights with product, marketing, and sales teams. 7. Implement improvements and track impact. Use neutral third party for honest feedback. Aim for 20+ interviews per quarter. Create action plan from findings.

Design a motivating sales compensation plan. Components: 1. Base salary (40-60% of OTE). 2. Variable commission (tied to quota attainment). 3. Accelerators (>100% quota achievement). 4. SPIFs for strategic initiatives. 5. Team vs individual targets. Models: straight commission, tiered, revenue vs profit-based. Align with business goals (new logos, expansion, retention). Set achievable quotas (60-80% of reps hit). Pay frequently (monthly). Keep plan simple and transparent. Review annually. Benchmark against industry standards.

Execute account-based selling for enterprise deals. Process: 1. Identify target accounts (ICP fit, high revenue potential). 2. Research account (org chart, tech stack, initiatives). 3. Map stakeholders and buying committee. 4. Develop account plan (strategy, messaging, touchpoints). 5. Multi-threaded outreach (multiple contacts). 6. Coordinate with marketing for ABM campaigns. 7. Executive sponsorship for C-level relationships. Use tools like LinkedIn Sales Navigator, ZoomInfo. Focus on 10-20 high-value accounts. Measure account engagement score.

Deliver a compelling product demo that sells. Structure: 1. Set context (recap their pain points). 2. Show the 'aha moment' first (most valuable feature). 3. Walk through their specific use case. 4. Highlight differentiators vs competitors. 5. Address concerns proactively. 6. End with clear next steps. Best practices: customize for audience, use their data/examples, keep to 30 min, make it interactive (ask questions), avoid feature dumping. Follow up with demo recording and trial access. Aim for 40%+ demo-to-opportunity conversion.

Handle common sales objections with confidence. Framework: 1. Listen fully without interrupting. 2. Acknowledge and validate concern. 3. Clarify with questions. 4. Respond with evidence. 5. Confirm resolution. Common objections: 'Too expensive' (reframe as ROI), 'Not the right time' (cost of inaction), 'Need to think about it' (uncover real concern), 'Happy with current solution' (differentiation). Practice responses. Role-play scenarios. Document successful rebuttals. Turn objections into opportunities to add value.

Design a high-converting cold email sequence. 7-email cadence: Email 1: Problem-focused (no pitch). Email 2: Case study/social proof. Email 3: Value proposition. Email 4: Breakup email (last chance). Email 5: Different angle/resource. Email 6: Direct ask for meeting. Email 7: Final touchpoint. Best practices: personalize first line, keep under 100 words, single CTA, A/B test subject lines. Send over 2 weeks. Track open and reply rates. Optimize based on data. Aim for 5-10% reply rate.

Optimize sales pipeline in CRM (Salesforce, HubSpot). Best practices: 1. Define clear stage criteria (qualification, demo, proposal, negotiation, closed). 2. Set expected close dates and deal values. 3. Track activities (calls, emails, meetings). 4. Automate follow-up reminders. 5. Forecast revenue by stage probability. 6. Identify bottlenecks and drop-off points. 7. Regular pipeline reviews (weekly). Maintain data hygiene. Archive stale deals. Focus on high-value, high-probability opportunities. Target 3x pipeline coverage.

Create a winning enterprise sales proposal. Sections: 1. Executive Summary (problem, solution, value). 2. Company Overview (credibility, case studies). 3. Proposed Solution (tailored to their needs). 4. Implementation Plan (timeline, milestones). 5. Pricing and Packages (transparent, tiered). 6. ROI Analysis (quantified business impact). 7. Terms and Conditions. 8. Next Steps. Use professional design. Personalize for each prospect. Include social proof and testimonials. Address objections proactively. Make it easy to say yes.

Master the sales discovery call using BANT framework. Structure: 1. Build rapport and set agenda (5 min). 2. Budget (what's allocated for this problem?). 3. Authority (who makes the decision?). 4. Need (what's the pain point and impact?). 5. Timeline (when do you need this solved?). Use open-ended questions. Practice active listening. Take detailed notes. Identify red flags early. Qualify or disqualify quickly. End with clear next steps. Aim for 30-45 min calls. Follow up within 24 hours with summary email.