Free GTM Skills / Build / Playbook 7
Sales enablement
A discovery call that qualifies and learns, a demo that shows the buyer their own problem solved and ends with the ask, and one page a salesperson works from with every script, asset, price and template at the step where it is used. Plus the process for turning happy customers into testimonials and case studies.
Why it matters
The founder knows how to sell this and nobody else does. Writing the call down, and putting every asset in one place, is what lets a new salesperson run a week without asking where anything is, and what makes every call produce the same notes.
Order of operations
- Define what a qualified buyer looks like in four or five facts.
- Write the discovery structure, the question bank and the call notes template.
- Write the demo script and the deck outline around the buyer's situation.
- Build the command center: the process steps with every asset linked, prices, objections, competitors and rules.
- List the gaps with owners and dates.
- Set the testimonial and case study process.
- Test the page with someone who has never sold the product; fix every question they ask.
Skills in this playbook
- Play2
- Play
Discovery and demo
Build the discovery call structure, qualification questions, demo script and deck outline for a B2B sale, so every call runs the same way and ends with a clear next step.
discovery-and-demo - Play
Sales command center
Build the one page a salesperson works from: the sales process in order with every script, asset, pricing range, template and link embedded at the step where it is used, plus the testimonial and case study request process.
sales-command-center