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Enterprise Sales Guide: Sales Process Playbook

By Morgan Mackles, VP of Sales, x.ai The key to a truly scalable playbook is in the clarity and the simplicity it creates for your team to move sales opportunities from stage to stage. At a VC-backed startup, there is no time for “art and magic” within the basic framework of your org’s commercial playbook. The “Sales Process Playbook” template provides a solid starting-point by detailing ten specific, tactical stages of an Enterprise sales process, guiding you from raw lead to POC to closed/won. Each of these ten steps dives deep into the desired outcome to keep you focused on the goal of each stage, a detailed checklist of each member of the sales team and their unique deliverables at each stage, as well as examples of the tools your reps will need to move forward from stage to stage.

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10K views14 pages

Enterprise Sales Guide: Sales Process Playbook

By Morgan Mackles, VP of Sales, x.ai The key to a truly scalable playbook is in the clarity and the simplicity it creates for your team to move sales opportunities from stage to stage. At a VC-backed startup, there is no time for “art and magic” within the basic framework of your org’s commercial playbook. The “Sales Process Playbook” template provides a solid starting-point by detailing ten specific, tactical stages of an Enterprise sales process, guiding you from raw lead to POC to closed/won. Each of these ten steps dives deep into the desired outcome to keep you focused on the goal of each stage, a detailed checklist of each member of the sales team and their unique deliverables at each stage, as well as examples of the tools your reps will need to move forward from stage to stage.

Uploaded by

Work-Bench
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
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Download as PDF, TXT or read online on Scribd
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Sales Process Stages Playbook (Example)

Lead Qualification Opportunity Pipeline (begins at 40%)

10% 20% 30% 40% 50% 60%


SDR Team “Lead” Converted AE Call Scheduled AE Call Completed Trial/POC Trial/POC
converts raw leads to “Contact” => SAL + SFDC Onboarding Usage
=> MQL => SQL Opportunity Completed Confirmed

Forecast Pipeline (begins at 70%) Closed/WON Sale

70% 90%
80% 100%
MEDDICC Contract/MSA
Analysis Complete Verbal/Email SFDC stage =
in Review
(Enterprise) Commitment Closed/WON
(Enterprise)
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