Sales Process Designer
The Sales Process Designer is a tool you can use to map out your sales process in a way that's objective and easy to understand by everyone on your team.
Use this guide to walk through your demos in an organized, repeatable manner. You can adapt this to include your up front contract, your discovery questions, your trial closes, and qualifications. It also includes space for objections and responses, and your script.
Discovery Call Guide
Use this Discovery Call Guide to run through the different stages of your discovery call. It includes our suggested stages, the questions we ask at each stage, and blank space for your notes.
Sales Playbook Template
Here's the playbook template we use to keep sales teams organized and on track. Download it, follow the instructions on each page, and you'll end up creating an important resource for your team now and in the future!
SDR: Tracking Sheet
Most teams don't have a handle on their numbers. This is the sheet we use to solve that problem, and it's hands down one of the most important assets we use with our clients.
Market maps are the most efficient way to give your team a complete look at who you're selling to, what they're struggling with, and how your solution helps.
SDR Job Description: Template
It’s really important that you’re able to attract the right talent, then choose the right person for your team. We spend a lot of time and energy on finding great candidates and matching them with the right companies, and a great job description is essential. Here’s the template we use for our SDR job descriptions
Battle Card Template Tool
How do you stack up against each of your top competitors? A battle card is the best way to summarize the key points about the other players in your market. It's part research doc, part reference doc. Your reps can use these on calls, in follow-up emails, and in onboarding/training.
Personalization, Framework, Prompts, and Examples
We train reps to look for genuine connection points to start great conversations. We've got a 4-level system to find these hooks on someone's LinkedIn profile or website in <5 minutes (includes 90 prompts and examples).
The 5 Key-Sales Metrics
You've got a revenue target to hit. What's your plan to get there? When we look at targets, we always work backwards to these 5 key metrics!
1:1 Meeting Templates: For SDRs, AEs, SDR Managers, and AE Managers
How do you structure your 1:1 meetings with the individuals on your sales team? We try and balance our meetings between hard stats, an open-ended check-in, and a chance for specific coaching.
What do you do to reactivate prospects who had a sales call with you but chose not to buy? These "lost opportunities" often get filed away and forgotten about - but they might still need your help! This script is a great way to restart the conversation without being salesy.
There are A LOT of different definitions of deal stages. How many there are, how to qualify each one, and when to move a prospect on to the next stage. This is what we use and you're welcome to grab a copy for yourself and your team!
The Gatekeeper Script
Does your team struggle getting past gatekeepers? This script will help! (it also includes our video walkthrough)
Lead Statuses Free Tool
Are you tracking your leads properly? Use this table and flowchart to keep things organized and clean for the whole team!
A Strategy on a Page
Need to keep your team focused on the right things? Here's a one page template that'll summarize your key objectives and translate them into clear supporting actions. It also includes a simple status section that'll help you and your team clear about where things stand and what needs extra attention.
Sales Manager-Rep Persona Sheet
We talk about customer personas all the time....but what about the personas on your team? Here's the tool we use to identify the strengths of the individuals on a team and use these strengths to manage, train, and coach them.
Performance Improvement Plan Template
Poor performance can be tough to handle. It's tough for a rep who cares about their work to go through a dry streak. It's tough for a manager who cares about their reps to watch this happen. It's tough for the whole team when one person starts struggling. Here's the template we use to give underperforming reps a clear path back to strong performance.
Revenue-Target Model Calculator
Some people pull revenue target numbers out of thin air. But, there’s a better way! Here’s the calculator we use to set healthy revenue targets based on the size of the team you have (or plan to have).
SDR Coaching Program: Template
We stagger our SDR coaching into 3 stages - ramping, on, and senior. Use this program to help develop your reps consistently as they progress in terms of skills, responsibilities, and challenges.
Problem Impact Chart
Use this chart to map out your prospects' problems, what they *really* mean, and how they're affecting their lives. Nail this and you'll nail your messaging!
SDR Job Description Template
It’s really important that you’re able to attract the right talent, then choose the right person for your team. We spend a lot - A LOT - of time and energy on finding great candidates and matching them with the right companies, and a great job description is essential. Here’s the template we use for our SDR job descriptions