Sales Process Training- Kickoff

New Sales Process 2025

Kickoff Call!

Key Mindset Shifts

The What & Why

New Process Overview

And how it is "buyer-first"

Needed for success

What's changing & why | WIIFM

The What & Why

What's Changing, Why, and What's in it for YOU?

Strong product knowledgeStrong discovery & conversion rates Killer demo skills Amazing team, talent, and culture = winning formula Overall, a solid foundation for success

Not to fix what's broken, but to elevate our approach to the modern buyer journey & ensure we are making it "easier to buy" with our process, adapting to the complexities of our customer.

When Adopted Successfully, You Get:

• Predictable pipeline
• Larger deals
• Shorter sales cycles
• Clearer path to quota

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Goal of Changes

WIIFM

What's Going Well

Title

Title

Title

Change decisions don't come lightly.

What's in it for you?

If it ain't broke, don't fix it.

Write a brief description here

Write a brief description here

Write a brief description here

What's Changing

SF, EC +2 Wins

Discovery

Qualification

Success Factors & Exit Criteria for each stage; The 2 Closes

Heavy problem emphasis, more time to build business case

More At Bat's

+ info

+ info

+ info

Buyer-focused Success Factors at each stage. Exit Criteria must be met before moving forward. Every deal has 2 wins: focusing on these will ensure we don't lose control at the finish line.

We'll take more time in early stages to more deeply understand problem, pain, impact before full demo (and introduce SPICED framework to enable deeper discovery).

With new qualification criteria, we'll increase the number of "at bats" (prospects) we move to an initial discovery call.

Key Mindset Shifts

How we need to adjust our thinking to ensure success.

OLD Way vs new way

The old way is good- this isn't BROKEN! It's common to run a sales process this way as a startup. Our goal is to get to an elevated process as we're growing & scaling. The old way will not work for higher ACV, which drives more complexity in deals.

old way (80/20 rule)

Strict qualification criteria- disqualifying deals early.

Shorter discovery to go faster into a demo.

Demo without full presence of buying committee.

Good

Lack of true champion in many deals.

Deals stalling last minute.

OLD Way vs new way

The old way is good- this isn't BROKEN! It's common to run a sales process this way as a startup. Our goal is to get to an elevated process as we're growing & scaling. The old way will not work for higher ACV, which drives more complexity in deals.

old way (80/20 rule)

new way (80/20 rule)

Qualify more early, give AEs more at-bats.

Strict qualification criteria- disqualifying deals early.

Deeper discovery to uncover more layers of the "onion".

Short discovery calls - quickly jumping to demo.

Small, mini demos in discovery.

Big demo without full knowledge of buying committee.

Good

Great

Save big demos for full committee.

Lack of true champion in most deals.

Orchestration with champion, maintaining constant momentum.

Deals stalling last minute.

Our New Process

And How it Aligns with the Buyer's Journey

GATEKEEPER SALES PROCESS

Qualify

Demonstrate & Orchestrate

Discovery

Propose & Negotiate

Contracting & Close

Pipeline

Commit

Best Case

Problem Identification

"We need to do something"

The Buyer's "Jobs to be Done"

Solution Exploration

"What's out there to solve our problem?"

Requirements Building

"What exactly do we need the purchase to do?"

Modern B2B buying doesn't follow a predictable, linear order but involves customers looping across six distinct jobs they must complete.

Supplier Selection

"Does this do what we want it to?"

Validation

+ info

"We think we know the right answer, but we need to be sure."

Consensus Creation

"We need to get everyone on board."

Getting the "Buying" Job Done

Qualify

Problem Identification

"We need to do something."

Discovery

Solution Exploration

"What's out there to solve our problem?"

Requirements Building

"What exactly do we need the purchase to do?"

Demonstrate & Orchestrate

Supplier Selection

"Does this do what we want it to?"

Propose & Negotiate

Validation

"We think we know the right answer, but we need to be sure."

Contracting & Close

Consensus Creation

"We need to get everyone on board."

Success Factors & Exit Criteria

What & Why

Become Their Trusted Advisor

With success factors & exit criteria, we ensure alignment.

Today, we're introducing 2 new concepts to our Process- Success & Exit Criteria. These critical components in our sales process ensure we're constantly aligned with the buyer at every step, positioning you as their trusted guide, not just another vendor, while also maintaining deal control & momentum.

We feel aligned, but the buyer doesn't.

The Modern B2B Reality

Your Buyers Have Already Started Their Journey- This is Not News to You, but should help you understand why it's so challenging in certain stages of your deal cycle.

Compare multiple vendors simultaneously.

Expect sellers to understand where they are.

Involve 6-20 stakeholders in decisions.

The Opportunity: When you can understand & align tightly with their process & where they are, you become their perferred partner- the one who "just gets it".

Done extensive research before engagement.

The Challenge

Their Journey is Not Linear & Has Many Twists & Turns

Our buyers don't start at Stage 0 (Qualification) like us nor do they go in a linear process. They might be deep in evaluation on the first call, or could be unaware they even have a problem worth solving, or could be ready to make a selection and quickly pivot back to requirements building. Success means meeting them exactly where they are and guiding them forward collaboratively.

These Are Your Navigation Tools

Two Components That Create Sales & Buyer Alignment to Navigate the Twists & Turns in the Buyer's Journey

Exit Criteria

Success Factors

Your actions that move the buyer forward.

Mutual agreement that you're both ready to advance

• Shared milestones both parties acknowledge.
• Confirmation you're solving the right problem & gaining the right insights.

• Strategic activities that advance their evaluation
• Proven moves that build trust & momentum

Success Factors

What They Really Are:

• Expert moves that help your buyer navigate their complex evaluation process.

You're not selling:

• You're facilitating their decision making journey.

What Your Champion is Thinking

Without Success Factors Partnership

• "I need to figure this out myself"
• "How do I sell this internally?"
• "What am I missing?"
• "This feels risky"

With Success Factors Partnership

• "They really understand our business"
• "I have everything I need for the CFO"
• "This vendor won't make me look bad"

• "We're making progress together"
• "They will have good customer support"

Example

Studies show that reps who systematically execute Success Factors, buyers are 2-3x more likely to choose them over others in their decision.

Your buyers are trying to make the right decision with a fear of messing up (FOMU). Aim to be the partner they need to make the most informed, prepared, and least risky decision.

Exit Criteria

A Guide is Always in Control

Without Clear Exit Criteria

• Buyers go dark unexpectedly
• Deals mysteriously stall
• You're chasing for updates
• Forecast calls are guesswork
• Lost momentum you can't recover

What They Really Are:

• Agreed-upon proof points that confirm both you and your buyer are ready to take the next step together. No assumptions, just alignment.

The Power of Mutual Agreement:

• Both parties know exactly where they stand
• Eliminates the "surprise stall"
• Creates psychological commitment
• Builds momentum naturally

With Validated Exit Criteria

• Maintain Deal Control: You know exactly where you stand - no surprises
• Drive Momentum: Clear next steps keep deals moving forward
• Accurate Forecasting: Binary criteria = confident commit calls
• Coaching Clarity: Manager knows exactly how to help you succeed
• Buyer Accountability: Mutual agreement creates psychological commitment

Example

The Importance of Exit Criteria: Late Stage

Why Exit Criteria gives YOU control

With Validated Exit Criteria- Late Stage

• Lock in Vendor of Choice: Public commitment from buying committee & EB
• Control the Timeline: MAP agreed by Economic Buyer = dates stick
• Surface All Stakeholders Early: No surprise players in the 11th hour
• Maintain Deal Terms: Business case already validated = defend your value
• Negotiate from Strength: "Preferred vendor" status = less discount pressure

• Champion Empowerment: They can defend the decision internally

❌Without Clear Exit Criteria

Last minute requests for price cuts in contracting right before quarter-end threatening the deal.

Looks good but we're not ready to move forward

We need to think about it

Endless Demo requests

Title

Legal Review becomes a black hole

"The CFO wants to revisit the business case"

Deal pushed to next quarter...AGAIN.

Champion goes dark after great demo / proposal.

"Actually, procurement wants to run an RFP"

Surprise competitors appear in the 11th hour

Budget got reallocated to another project

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"Can we see it one more time?"

Subtitle

With no clarity on "why"

(eternal evaluation)

Training Resources (Can Be Found in our Google Site & Basecamp)

Up Next

• Google Site w/ Training Calendar
• This presentation
• Full Process Playbook (continuously being updated)
• Simulation Room (Coming Soon!)

In our next session, we'll take a deeper dive into the Qualify & Discover stages.

Next Live Session

• Thursday, Nov 6

Requirements Building

• Set requirement for the solution
• Build RFP and tools to evaluate and compare options
• Request and receive demo for the solution
• (Possibly) revisit the desired purchase global

Demonstrate & orchestrate (stage 2)

Demonstrate & Orchestrate

⚡ Key Activities ✅Deliver 60-minute tailored demo addressing specific pain points ✅Run custom scoping calls with Technical Buyers (InfoSec, Legal, IT, Procurement) ✅Map and engage the full buying committee ✅Validate Champion and build relationship with Economic Buyer ✅Co-build proposal with Champion ✅Provide Champion with all resources needed to sell internally

🎯GoalPresent a tailored demonstration that proves value & engages all stakeholders, co-create proposal with champion, focus actions on securing the verbal commitment ('Win #1') in the next stage.

📅Key Meetings📋 Pre-Demo Prep

• Align on agenda, attendees & success criteria

👩‍💻 Tailored Demo

• 60-min solution for specific silos

🔧 Technical Scoping

• InfoSec, Legal, IT, Procurement deep dives

🤝 Proposal Co-Building

• Partner with Champion for winning proposal

🎪 Dry Run

• Run through final proposal with Champion before formal pitch

Got an idea?

Bring it to life with an interactive window

Create a new layer with all the Genially features.

• Generate experiences with your content.
• It’s got the Wow effect. Very Wow.
• Make sure your audience remembers the message.
• Activate and surprise your audience.

S- Situation Relevant background facts or circumstances about the buyer's world; high-level problems or jobs to be done that the prospect is looking to solve with a potential new vendor. Search for P: Pain & I: Impact, but not required to move forward.

SPICED

None

Pipeline Stage

Discovery Stage SF Example

✅SF8: "Identify and quantify the Cost of Inaction with Champion agreement"

• Translation: Help your buyer build the internal business case they need

Why Buyers Love This

• You bring structure to their chaotic process
• You help them avoid common pitfalls
• You make them look good internally
• You accelerate their time to value

Prospecting

The initial outreach and research phase where we identify potential buyers, craft compelling problem hypotheses, and initiate meaningful conversations with target accounts. 📅Meetings + ✅Activities

• Research & intel gathering on target accounts within designated territory
• Outbound or inbound prospecting activities
• Schedule meeting (moves to qualify stage)

Success Factors

Exit Criteria

Demonstrate & orchestrate (stage 2)

Demonstrate & Orchestrate

⚡ Key Activities ✅Deliver 60-minute tailored demo addressing specific pain points ✅Run custom scoping calls with Technical Buyers (InfoSec, Legal, IT, Procurement) ✅Map and engage the full buying committee ✅Validate Champion and build relationship with Economic Buyer ✅Co-build proposal with Champion ✅Provide Champion with all resources needed to sell internally

🎯GoalPresent a tailored demonstration that proves value & engages all stakeholders, co-create proposal with champion, focus actions on securing the verbal commitment ('Win #1') in the next stage.

📅Key Meetings📋 Pre-Demo Prep

• Align on agenda, attendees & success criteria

👩‍💻 Tailored Demo

• 60-min solution for specific silos

🔧 Technical Scoping

• InfoSec, Legal, IT, Procurement deep dives

🤝 Proposal Co-Building

• Partner with Champion for winning proposal

🎪 Dry Run

• Run through final proposal with Champion before formal pitch

Discovery (Stage 1)

Discovery

⚡ Key Activities ✅Conduct deep discovery call using SPICED framework ✅Diagnose the 3D Silo Problem (data, technology, team) ✅Quantify rational and emotional impact ✅Identify Critical Event and create urgency ✅Begin to map the buying committee and decision process ✅Build Mutual Action Plan (MAP) with Champion

🎯GoalConduct deep diagnostic to truly understand full scale of problem, impact, key buying influences, and critical event(s) driving the need for change to drive urgency and tailored value in the demo and build a true champion.📅Key Meetings 👀Discovery Call

• 60 minute deeper discovery call to diagnose full problem & demonstrate immediate value.

🤝Champion Alignment | Demo Prep

• Follow up calls to build, prepare, and litmus test your champion, pre-demo prep calls with Champion

Demonstrate & orchestrate (stage 2)

Demonstrate & Orchestrate

⚡ Key Activities ✅Deliver 60-minute tailored demo addressing specific pain points ✅Run custom scoping calls with Technical Buyers (InfoSec, Legal, IT, Procurement) ✅Map and engage the full buying committee ✅Validate Champion and build relationship with Economic Buyer ✅Co-build proposal with Champion ✅Provide Champion with all resources needed to sell internally

🎯GoalPresent a tailored demonstration that proves value & engages all stakeholders, co-create proposal with champion, focus actions on securing the verbal commitment ('Win #1') in the next stage.

🔧 Technical Scoping

• InfoSec, Legal, IT, Procurement deep dives

🤝 Proposal Co-Building

• Partner with Champion for winning proposal

🎪 Dry Run

• Run through final proposal with Champion before formal pitch

📅Key Meetings📋 Pre-Demo Prep

• Align on agenda, attendees & success criteria

👩‍💻 Tailored Demo

• 60-min solution for specific silos

Consideration Stage

Buyer is Thinking Examples:

CFO: Do we even have this problem? How big is it? Do we need to solve this now or are there bigger issues? Legal: Who is Gatekeeper? Do we have a preconception of them?

QUALIFy (Stage 0)

Qualify

🎯GoalValidate that the prospect has a real business problem worth solving, confirm there's potential urgency, and earn the right to a deeper discovery discussion.

⚡ Key Activities ✅Conduct initial qualification call (15-30 minutes) ✅Validate ICP fit (company size, industry, role) ✅Surface initial pain points or challenges ✅Use 'small demo' (90-second feature teaser) if needed to build credibility (optional for SDRs) ✅Schedule full discovery call with AE

📅Key Meetings🤳Qualification Call

• 15-30 minute call to validate fit and surface initial problems/ pain/ fit

🧭Initial Discovery Meeting with AE

• 30 minute discovery meeting with AE to further uncover problems, pain, impact, and critical event(s).

Discovery (Stage 1)

Discovery

⚡ Key Activities ✅Conduct deep discovery call using SPICED framework ✅Diagnose the 3D Silo Problem (data, technology, team) ✅Quantify rational and emotional impact ✅Identify Critical Event and create urgency ✅Begin to map the buying committee and decision process ✅Build Mutual Action Plan (MAP) with Champion

🎯GoalConduct deep diagnostic to truly understand full scale of problem, impact, key buying influences, and critical event(s) driving the need for change to drive urgency and tailored value in the demo and build a true champion.📅Key Meetings 👀Discovery Call

• 60 minute deeper discovery call to diagnose full problem & demonstrate immediate value.

🤝Champion Alignment | Demo Prep

• Follow up calls to build, prepare, and litmus test your champion, pre-demo prep calls with Champion

Propose & negotiate (stage 3)

Propose & Negotiate

🎯GoalDeliver formal proposal to buying committee, handle objections, negotiate strategically, and secure verbal commitment ('Win #1').

⚡ Key Activities ✅Present formal proposal to buying committee ✅Address last-mile objections with empathy and evidence ✅Negotiate pricing and terms without reflexive discounting ✅Provide proof points and customer case studies ✅Secure verbal 'yes' from Champion and Economic Buyer

📅Key Meetings👩‍💻 Formal Proposal Presentation

• 60-min: present to full buying committee including Economic Buyer

🕒 Proposal Debrief with Champion

• Gather feedback within 24 hours of presentation

🤝 Negotiation Meetings

• Live calls to address pricing, scope, or terms concern

✍️Deal Review with Manager

• Strategy session and coaching support

Problem Identification

• Identify and learn about a business problem
• Size/scope the business problem
• Consider budget

Propose & negotiate (stage 3)

Propose & Negotiate

⚡ Key Activities ✅Present formal proposal to buying committee ✅Address last-mile objections with empathy and evidence ✅Negotiate pricing and terms without reflexive discounting ✅Provide proof points and customer case studies ✅Secure verbal 'yes' from Champion and Economic Buyer

🎯GoalDeliver formal proposal to buying committee, handle objections, negotiate strategically, and secure verbal commitment ('Win #1').

📅Key Meetings👩‍💻 Formal Proposal Presentation

• 60-min: present to full buying committee including Economic Buyer

🕒 Proposal Debrief with Champion

• Gather feedback within 24 hours of presentation

🤝 Negotiation Meetings

• Live calls to address pricing, scope, or terms concern

✍️Deal Review with Manager

• Strategy session and coaching support

Contracting & close (stage 4)

⚡ Key Activities ✅Initiate legal, InfoSec, and procurement reviews ✅Drive the paper process (don't wait for Champion) ✅Conduct weekly/bi-weekly Champion check-ins ✅Defend value against late-stage competitive threats ✅Monitor company news and internal changes ✅Plan implementation timeline and resources ✅Remove blockers immediately as they surface

Contracting & Close

🎯GoalManage contract through legal, security, and procurement while maintaining momentum and defending value to secure signed contract ('Win #2').

📅Key Meetings✅ Weekly or Bi-Weekly Champion Check-In Calls

• 15-30-min: Maintain momentum, stay engaged, & stay informed on contract status.

👩‍💼 Stakeholder Calls

• Direct engagement with Legal, InfoSec, Procurement, Executives to remove blockers

⭐Implementation Planning

• Align on post-contract timeline and resources.

Consensus Creation- CONTINUOUS

• Build and shared understanding of the problem within the buying group
• Educate stakeholders outside the immediate buying group
• Surface and resolve disagreements; engage in debate
• Build a business case and secure budget

Validation- CONTINUOUS Through Process

• Confirm independent learning
• Corroborate supplier’s claims
• Solicit end-user feedback and customer references
• Consult peer/professional acquaintances
• Review third-party expert analysis

Discovery (Stage 1)

Discovery

⚡ Key Activities ✅Conduct deep discovery call using SPICED framework ✅Diagnose the 3D Silo Problem (data, technology, team) ✅Quantify rational and emotional impact ✅Identify Critical Event and create urgency ✅Begin to map the buying committee and decision process ✅Build Mutual Action Plan (MAP) with Champion

🎯GoalConduct deep diagnostic to truly understand full scale of problem, impact, key buying influences, and critical event(s) driving the need for change to drive urgency and tailored value in the demo and build a true champion.

📅Key Meetings👀Discovery Call

• 60 minute deeper discovery call to diagnose full problem & demonstrate immediate value.

🤝Champion Alignment | Demo Prep

• Follow up calls to build, prepare, and litmus test your champion, pre-demo prep calls with Champion

Contracting & close (stage 4)

Contracting & Close

⚡ Key Activities ✅Initiate legal, InfoSec, and procurement reviews ✅Drive the paper process (don't wait for Champion) ✅Conduct weekly/bi-weekly Champion check-ins ✅Defend value against late-stage competitive threats ✅Monitor company news and internal changes ✅Plan implementation timeline and resources ✅Remove blockers immediately as they surface

🎯GoalManage contract through legal, security, and procurement while maintaining momentum and defending value to secure signed contract ('Win #2').

📅Key Meetings✅ Weekly or Bi-Weekly Champion Check-In Calls

• 15-30-min: Maintain momentum, stay engaged, & stay informed on contract status.

👩‍💼 Stakeholder Calls

• Direct engagement with Legal, InfoSec, Procurement, Executives to remove blockers

⭐Implementation Planning

• Align on post-contract timeline and resources.

Solution Exploration

• Explore the different solutions that solve the problem
• Learn what peers use
• Narrow field of potential suppliers and solutions.

Contracting & close (stage 4)

⚡ Key Activities ✅Initiate legal, InfoSec, and procurement reviews ✅Drive the paper process (don't wait for Champion) ✅Conduct weekly/bi-weekly Champion check-ins ✅Defend value against late-stage competitive threats ✅Monitor company news and internal changes ✅Plan implementation timeline and resources ✅Remove blockers immediately as they surface

Contracting & Close

🎯GoalManage contract through legal, security, and procurement while maintaining momentum and defending value to secure signed contract ('Win #2').

📅Key Meetings✅ Weekly or Bi-Weekly Champion Check-In Calls

• 15-30-min: Maintain momentum, stay engaged, & stay informed on contract status.

👩‍💼 Stakeholder Calls

• Direct engagement with Legal, InfoSec, Procurement, Executives to remove blockers

⭐Implementation Planning

• Align on post-contract timeline and resources.

Propose & negotiate (stage 3)

Propose & Negotiate

🎯GoalDeliver formal proposal to buying committee, handle objections, negotiate strategically, and secure verbal commitment ('Win #1').

🤝 Negotiation Meetings

• Live calls to address pricing, scope, or terms concern

✍️Deal Review with Manager

• Strategy session and coaching support

📅Key Meetings👩‍💻 Formal Proposal Presentation

• 60-min: present to full buying committee including Economic Buyer

🕒 Proposal Debrief with Champion

• Gather feedback within 24 hours of presentation

QUALIFy (Stage 0)

Qualify

⚡ Key Activities ✅Conduct initial qualification call (15-30 minutes) ✅Validate ICP fit (company size, industry, role) ✅Surface initial pain points or challenges ✅Use 'small demo' (90-second feature teaser) if needed to build credibility (optional for SDRs) ✅Schedule full discovery call with AE

🎯GoalValidate that the prospect has a real business problem worth solving, confirm there's potential urgency, and earn the right to a deeper discovery discussion.📅Key Meetings 🤳Qualification Call

• 15-30 minute call to validate fit and surface initial pain

🧭Discovery Meeting with AE

• 30 minute discovery meeting with AE to further uncover problems, pain, and impact

Demonstrate & orchestrate (stage 2)

Demonstrate & Orchestrate

🎯GoalPresent a tailored demonstration that proves value & engages all stakeholders, co-create proposal with champion, focus actions on securing the verbal commitment ('Win #1') in the next stage.

📅Key Meetings📋 Pre-Demo Prep

• Align on agenda, attendees & success criteria

👩‍💻 Tailored Demo

• 60-min solution for specific silos

🔧 Technical Scoping

• InfoSec, Legal, IT, Procurement deep dives

🤝 Proposal Co-Building

• Partner with Champion for winning proposal

🎪 Dry Run

• Run through final proposal with Champion before formal pitch

Discovery (Stage 1)

Discovery

🎯GoalConduct deep diagnostic to truly understand full scale of problem, impact, key buying influences, and critical event(s) driving the need for change to drive urgency, test & develop champion, & co-create a tailored demo strategy with champion.

📅Key Meetings👀Deep Discovery Call

• 60 minute deeper discovery call to diagnose full problem & demonstrate immediate value.

🤝Champion Alignment | Demo Prep

• Follow up calls to build, prepare, and litmus test your champion, pre-demo prep calls with Champion

Supplier Selection

• Compare RFP responses and demos
• Engage suppliers with final-mile questions
• Consider tradeoffs
• Evaluate implementation challenges
• Solicit end-user feedback and references
• Eliminate suppliers

Propose & negotiate (stage 3)

Propose & Negotiate

⚡ Key Activities ✅Present formal proposal to buying committee ✅Address last-mile objections with empathy and evidence ✅Negotiate pricing and terms without reflexive discounting ✅Provide proof points and customer case studies ✅Secure verbal 'yes' from Champion and Economic Buyer

🎯GoalDeliver formal proposal to buying committee, handle objections, negotiate strategically, and secure verbal commitment ('Win #1').

📅Key Meetings👩‍💻 Formal Proposal Presentation

• 60-min: present to full buying committee including Economic Buyer

🕒 Proposal Debrief with Champion

• Gather feedback within 24 hours of presentation

🤝 Negotiation Meetings

• Live calls to address pricing, scope, or terms concern

✍️Deal Review with Manager

• Strategy session and coaching support

See alignment in action

Exit Criteria Example

What This Looks Like: "As a recap: Your CFO and I aligned that implementing before Q3 saves $450K in compliance penalties (Impact validated). Your evaluation team confirmed Gatekeeper scored highest across all criteria - security, integrations, and ease of use (Vendor of choice). We've updated our Mutual Action Plan with Linda from procurement joining next week. Thank you for introducing me to your legal team for parallel contract review- that is underway. And finally, we've confirmed that we're all aligned on the 6-week timeline."

Mutual Checkpoints (Exit Criteria):

• ✅ Economic Buyer agreed on remaining steps and timeline in our Mutual Action Plan
• ✅ Buying Committee confirms we are vendor of choice ("Win #1")

Red Flags

• They are not an A or B target account
• They are not a typical buyer persona
• They have pushed the call more than once

What's Crucial

Validation and Consensus creation are "always on" throughout the entire buying process, happening simultaneously while customers work to complete the other four jobs

QUALIFy (Stage 0)

Qualify

🎯GoalValidate that the prospect has a real business problem Gatekeeper can solve within our ICP fit accounts & conduct intial discovery to uncover the scope of the problem & position value, gaining commitment to deeper discovery.

📅Key Meetings🤳Qualification Call

• 15-30 minute call to validate fit and surface initial problems/ pain/ fit

🧭Initial Discovery Meeting with AE

• 30 minute discovery meeting with AE to further uncover problems, pain, impact, and critical event(s).

Contracting & close (stage 4)

Contracting & Close

🎯GoalProject Manage contract through legal, security, and procurement while maintaining momentum and defending value to secure signed contract ('Win #2').

📅Key Meetings✅ Weekly or Bi-Weekly Champion Check-In Calls

• 15-30-min: Maintain momentum, stay engaged, & stay informed on contract status.

👩‍💼 Stakeholder Calls

• Direct engagement with Legal, InfoSec, Procurement, Executives to remove blockers

⭐Implementation Planning

• Align on post-contract timeline and resources.

QUALIFy (Stage 0)

Qualify

⚡ Key Activities ✅Conduct initial qualification call (15-30 minutes) ✅Validate ICP fit (company size, industry, role) ✅Surface initial pain points or challenges ✅Use 'small demo' (90-second feature teaser) if needed to build credibility (optional for SDRs) ✅Schedule full discovery call with AE

🎯GoalValidate that the prospect has a real business problem worth solving, confirm there's potential urgency, and earn the right to a deeper discovery discussion.📅Key Meetings 🤳Qualification Call

• 15-30 minute call to validate fit and surface initial pain

🧭Discovery Meeting with AE

• 30 minute discovery meeting with AE to further uncover problems, pain, and impact