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Your First Sales Process: How to Move from Founder-Led to ...
startupcoach.co.uk
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You have a clear qualification framework “You have discovery questions written down and tested” Your pipeline stages have real entry/exit criteria
Documentation isn't about creating bureaucracy. It's about making your tacit knowledge explicit. When you close a deal, there are dozens of micro-decisions happening that feel instinctive — how you qualify, how you handle objections, when you push and when you back off. None of that gets transferred by osmosis. You have to pull it out of your head and put it somewhere your team can actually use. “The goal is a simple sales playbook. Not a 60-page document. A living, usable guide that a new rep can onboard from in their first 30 days.” The Five Stages Every B2B Sales Process Needs
2. Qualify “The simplest framework: Budget (do they have money and authority to spend it?), Authority (are you talking to the person who decides?), Need (is the problem you solve actually painful for them right now?), Timeline (is there urgency?).” 3. Discover