A complete b2b sales process playbook with frameworks and scripts for every stage of a deal.
This playbook breaks the b2b sales process into six stages: pre-call prep, discovery, demo, mid-cycle management, negotiation, and closing.
Each stage comes with specific frameworks, like a 15-minute prep routine, a method for mapping your next step on every call, and a way to build relationships with multiple people inside an account before you even pick up the phone.
It also covers how to keep deals moving once they're in motion.
You get scripts for follow-up emails, a method for turning one champion into several, and stakeholder mapping tools for navigating buying committees.
The later stages focus on sales closing techniques and negotiation, including how to set up mutual success plans and stay visible during legal and security review.
What you will learn:
How to maintain control of complex deals from first call to signed contract.
How to build champions who actively sell for you inside the account.
How to move deals forward in a predictable way instead of leaving them to chance.
How to handle pricing and negotiation conversations with a clear structure.
What to do at each of the 6 stages of the deal cycle.
Ideal for: B2B sales reps, SDRs, and account executives who want a structured process for closing more deals.