Playbook

The deal in order: discovery, qualification, demo, value, proof, RFx, objections and closing.

14 chapters

1
Sales Discovery
How to run sales discovery with BANT, CHAMP or MEDDIC, when presales should join, and what it costs to skip qualification.
16 min read
2
Qualification
Qualify early, qualify hard. How to use the OSD and an opportunity review call to decide which deals deserve your team's time.
9 min read
3
Functional & Technical Discovery
How to run functional and technical discovery: what to ask, how to structure it, and how the answers shape a demo that fits.
14 min read
4
FTQ: Functional and Technical Qualification
FTQ, the functional and technical qualification, checks whether your solution truly fits the prospect's requirements before you invest in a demo.
6 min read
5
Opportunity Scoping Document (OSD)
The Opportunity Scoping Document captures what you learned in discovery. How to structure it, write it and use it to qualify.
8 min read
6
The Demo (Tell the Story)
"The Demo (Tell the Story)" emphasises crafting a relatable, targeted product demonstration that goes beyond a simple feature walkthrough.
20 min read
7
Demo Automation
How click-through demos, personalised videos and demo tools let prospects see your product on their own time, and when to use them.
8 min read
8
The Return on Investment (ROI) & Value Calculation
How to calculate and present ROI and value, with tangible and intangible benefits, so the business case holds up with finance.
4 min read
9
Proof of Concept (PoC) in Sales: PoC vs PoV vs Pilot
A sales PoC is a short test that proves your software meets one key customer need. How it differs from a PoV and a pilot, and how to run one well.
11 min read
10
RFX Process: RFI, RFP and RFQ Explained
RFX is the umbrella term for the RFI, RFP and RFQ. What each request means, when to bid or walk away, and how presales writes answers that win.
13 min read
11
Objection Handling
A practical framework for handling technical and functional objections, plus how to deal with the ones that keep coming back.
6 min read
12
Closing
How presales helps close a deal: prepare the ground early, handle late objections and keep the relationship strong after the signature.
8 min read
13
Service Discovery
Service discovery finds the services a client needs to make your SaaS work for them. Why it matters and what to cover.
3 min read
14
Close Won / Close Lost Lessons learned
How to learn from Close Won and Close Lost deals, which questions to ask after each, and how to run a lessons-learned session that leads to action.
7 min read