How you find, qualify, and close new business. This page should make any team member capable of running a sales conversation — not just the founder.
| Stage | Goal | Key Activities | Exit Criteria | Avg Duration |
|---|---|---|---|---|
| 1. Lead Generation | Fill the top of funnel | Outreach, referrals, content, events | Qualified lead identified | Ongoing |
| 2. Discovery | Understand the problem | Discovery call, research, needs analysis | Problem clearly defined, budget range known | 1-2 weeks |
| 3. Proposal | Present the solution | Scope, price, present proposal | Proposal delivered | 1 week |
| 4. Negotiation | Align on terms | Handle objections, adjust scope/price | Verbal agreement | 1-2 weeks |
| 5. Close | Sign and kick off | Contract execution, payment terms | SOW signed | 1 week |
The discovery call is where deals are won or lost. Get this right and proposals almost write themselves.
| Time | Section | What to Cover |
|---|---|---|
| 0-5 min | Rapport | Introductions, agenda setting |
| 5-20 min | Their World | What's the business context? What are they trying to achieve? What's driving the urgency? |
| 20-35 min | The Problem | What have they tried? What's working / not working? Where does AI fit in their thinking? |
| 35-50 min | Fit Assessment | Can we help? What would an engagement look like? What's their timeline and budget range? |
| 50-60 min | Next Steps | Clear next action, timeline to proposal, who else needs to be involved? |
Understanding the problem:
Understanding the buyer: