Discovery
The eight to twelve questions that qualify or disqualify, in the order that respects the buyer's time, with what a good answer sounds like.
Qualification
A plain standard for what a real opportunity is, so the pipeline stops carrying polite conversations that will never close.
The call structure
How a first call runs: the opening, the demonstration or walkthrough shaped to the buyer's problem, pricing said out loud, and the close that sets a date rather than "circling back".
Proposal and follow-up
A short proposal format that repeats the buyer's words back to them, and a follow-up cadence with a reason for each touch.
The CRM behind it
HubSpot, Pipedrive or what you already run, configured to the playbook’s stages, so every deal has an owner, a stage and a recorded next step.
Training and handover
We run the playbook with the founder on live deals until it holds, and leave it written so the first sales hire ramps on your deals rather than their last job's habits.
The measure
Enquiry-to-meeting rate, meeting-to-proposal rate, proposal-to-close rate, and the share of open deals with a recorded next step. Reviewed monthly against the pipeline, not remembered at the quarter.
