#methodology

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.

Implement Scrum framework. Elements: 1. Product backlog (prioritized list). 2. Sprint planning (2-4 week sprints). 3. Daily standups (15 min sync). 4. Sprint review (demo to stakeholders). 5. Sprint retrospective (team improvement). 6. Roles (Product Owner, Scrum Master, Team). 7. Burndown charts. 8. Definition of Done. Use tools like Jira. Focus on delivering value incrementally. Adapt based on retros.

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.

Code qualitative data systematically. Process: 1. Familiarize with data (read transcripts multiple times). 2. Generate initial codes (open coding, line-by-line). 3. Organize codes into categories (axial coding). 4. Identify themes and patterns (selective coding). 5. Create codebook with definitions and examples. 6. Code data using software (NVivo, Atlas.ti, MAXQDA). 7. Check inter-rater reliability. 8. Write analytic memos. Use inductive or deductive approach. Ensure saturation. Triangulate with other data sources. Report themes with supporting quotes.

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.

Practice test-driven development. Workflow: 1. Write failing test first (Red). 2. Write minimal code to pass (Green). 3. Refactor while keeping tests green. 4. Repeat cycle. Benefits: Better design, confidence, documentation. Write tests for: edge cases, error handling, happy path. Use describe/it structure. Keep tests fast and isolated. Mock external dependencies.

Validate with lean startup methodology. Process: 1. Define riskiest assumption. 2. Create minimum viable product. 3. Build-Measure-Learn loop. 4. Customer interviews for insights. 5. Quantitative metrics tracking. 6. Pivot or persevere decisions. 7. Iterate rapidly. 8. Validated learning over vanity metrics. Start with landing page or prototype. Test willingness to pay early. Fail fast and cheap.