TLDR
- 7‑day, playbook‑driven process designed for a mid‑to‑large facility services firm (500+ employees) selling to B2C customers with a short sales cycle.
- Prep reps with a one‑page brief (problem, outcome metric, minimum viable proposal) and a 60‑second qualification checklist; use a 3‑signal buyer map to push to a week‑ahead close when two signals and the decision‑maker is engaged.
- Daily runbook and quick debriefs to lock next steps; short‑cycle protections at every touchpoint to surface blockers and pause risky commitments until mitigated.
- Simple KVIs and governance: pilot quickly, track lift (win rate after debrief, time to close, risk snapshots), and scale only after measurable gains.
Prep Reps
They start with a single page. The page shows the problem, the outcome metric, and the minimum viable proposal. It also holds a 60‑second qualification checklist that asks three things: budget signal, timing window, and decision‑maker access.
Use a 3‑signal template to map buyer moves. Example signals: prior interactions (email + site visit), common objections (price or implementation), and the core value line (cut downtime 30%). These signals push the deal through a short buyer journey: interest → pilot → ROI → scale.
How does the rep know when to push for a week‑ahead close? Watch the three signals and the 60‑second qual. If two signals are live and the decision maker is engaged, ask for a concrete next step within seven days.
- Decision analytics
- Use simple Bayesian updates to shift close probability with each signal. Make the math visible: add or subtract fixed points per signal to keep scoring consistent.
- Usable AI
- Provide plain‑language prompts for in‑call probes. Example: "What would change this week to make a pilot useful?"
Daily Runbook
The runbook is the daily ritual. It keeps the single page and the qualification score at hand. It makes the next step explicit each call.
Quick ops — checklist and notes
- Pre‑call: load the one‑page playbook, run the 60‑second qual, update close probability.
- Start the meeting with an outcome question and use a short‑decision template to lock a week‑ahead next step.
- Use a library of field scenarios and scripts. A/B test objection replies and log the lift per script.
Examples for the library: two objection scripts for price, two for implementation. Track which script raised win rate this week.
Daily cadence: one short coaching note per rep based on yesterday’s ledger entry. Keep notes binary: pass / needs work.
Expanded examples and templates
Template: "Outcome question" — "By the end of next week, what change will show this meeting helped?"
Template: short‑decision script — propose a pilot week, a measurement, and a funding check. If yes, schedule kickoff within seven days.
Debrief Losses
They complete an after‑action within 48 hours. The form uses three questions: what happened, why, and what next. Add fields for decision criteria, observed competing offers, and value‑narrative gaps.
- Psychological safety prompt
- Start the debrief with: "Describe one root cause, not a person." This surfaces facts over blame.
- Taggable ledger entry
- Each debrief becomes a searchable entry. Link it to plays so experiments can use real examples.
Governance steps: review loss trends quarterly. Prioritize experiments (A/B objection tests) that address the top two root causes. Run small experiments with clear success criteria.
"The goal is to fix process, not point fingers."
Short‑Cycle Protections
At each touchpoint they run a rapid‑risk snapshot. The snapshot checks client need confidence, project feasibility, and mutual deadlines. Any failed check triggers a fast re‑engagement plan.
| Trigger | Action | Owner |
|---|---|---|
| Client need unclear | Send a clarifying one‑page with success metrics; request 15‑minute alignment call | Account rep |
| Feasibility unknown | Schedule a short technical check; capture blockers and mitigation | Solutions engineer |
| Decision timeline slips | Offer a phased delivery or a pilot with clear exit points | Sales lead |
| Compliance or cyber flag | Pause commitments until mitigation; document requirements and timelines | Security & Ops |
| Notes: Keep triggers short. Run the snapshot in less than 10 minutes. Look for patterns in tacked ledger entries to find common blockers. | ||
Operational checks to include in proposals: one‑line FTC‑style verification for disclosures and clear refund or guarantee wording to lower cancellation risk. Surface basic cyber hygiene checks — MFA, patching status, least‑privilege — in feasibility so implementation objections are reduced.
Warning: unresolved cyber or compliance flags pause commitments until mitigated.
Align proposals to defendable margins and phased delivery. Phases reduce buyer risk and make approvals easier within a week.
Scale & Ops Metrics
Track a small set of KVIs with data attributes so tools can read them. Use these to decide which plays to scale.
| Key value indicator | What it measures | Data attribute |
|---|---|---|
| Win rate after debrief | Percent of deals won after improving play from a debrief | data-win-rate |
| Time to close | Median days from first qualified contact to signed pilot | data-time-to-close |
| Avg time to resolve post‑loss insight | Days between debrief and implemented play change | data-resolve-lag |
| Rapid‑risk snapshot coverage | Percent of deals with a rapid‑risk snapshot run | data-risk-snapshot |
| Considerations: report these weekly. Use small cohorts for pilots and measure lift before scaling. | ||
Visual checks for readers and tools:
Next steps: build templates, pilot the 7‑day cycle with a small cohort, iterate using the searchable ledger outcomes. Every scaled change must show a measurable lift in one of the KVIs above before full roll‑out.
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