SalesOps Appendices
Appendix A — Sales Communication Assets
Appendix A1 — Outreach Philosophy & Standards
Purpose:
- Define tone, intent, and rules of engagement
- Ensure consistency across reps and channels
Includes:
- What outreach exists to accomplish
- What outreach must never do
- Boundaries between persistence and pressure
- B2B vs B2C tone differences
Appendix A2 — Cold Outreach Scripts
Purpose:
- Provide baseline talk tracks aligned to the framework
Includes:
- Cold call openers (B2B / B2C)
- First-touch emails
- First-touch texts
- Voicemail structures
Scripts are starting points, not crutches.
Appendix A3 — Follow-Up & Re-Engagement Scripts
Purpose:
- Maintain momentum without stagnation
Includes:
- Short-term follow-up
- Long-term nurture check-ins
- Re-engagement after silence
- Break-up language (clean exits)
Appendix B — Qualification & Discovery Toolkits
Appendix B1 — Qualification Question Banks
Purpose:
- Standardize fit and intent discovery
Includes:
- B2B qualification questions
- B2C qualification questions
- Disqualification indicators
- Red flags
Appendix B2 — Discovery Question Frameworks
Purpose:
- Support Unit 5 without scripting conversations
Includes:
- Problem discovery questions
- Impact and consequence questions
- Decision process questions
- Stakeholder clarity questions
Appendix B3 — Stakeholder & Decision Mapping
Purpose:
- Prevent late-stage surprises
Includes:
- Decision-maker identification
- Influence mapping
- Approval pathways
- Risk signals
Appendix C — Nurture, Momentum & Objection Handling
Appendix C1 — Nurture Sequence Structures
Purpose:
- Guide intentional follow-up design
Includes:
- Early-stage nurture
- Mid-stage education
- Late-stage reassurance
- Dormant deal revival
(No channel-specific automation here — structure only.)
Appendix C2 — Objection Handling Library
Purpose:
- Create consistency in objection response
Includes:
- Price objections
- Timing objections
- Authority objections
- Trust objections
- Competition objections
Each objection framed as:
- What it actually means
- What system failure caused it
- How to respond
Appendix D — Proposal, Negotiation & Close Assets
Appendix D1 — Proposal Structure Templates
Purpose:
- Standardize decision documents
Includes:
- Proposal outline
- Good / Better / Best logic
- Scope clarity language
- Expectation-setting language
Appendix D2 — Negotiation Guardrails
Purpose:
- Protect margin and integrity
Includes:
- Concession rules
- Trade-off logic
- Discount boundaries
- Escalation thresholds
Appendix D3 — Close Readiness Checklists
Purpose:
- Prevent stalled or false closes
Includes:
- Close readiness indicators
- Authority confirmation
- Commitment validation
- Post-close expectation alignment
Appendix E — Sales Management & Coaching
Appendix E1 — Pipeline Review Templates
Purpose:
- Enable diagnostic, non-performative reviews
Includes:
- Deal review questions
- Stage health checks
- Momentum assessment
- Exit decisions
Appendix E2 — Coaching Frameworks
Purpose:
- Improve skill without pressure
Includes:
- Call review structure
- Deal debriefs
- Skill gap diagnosis
- Improvement planning
Appendix E3 — Performance Scorecards
Purpose:
- Align metrics with system health
Includes:
- Leading indicator scorecards
- Lagging indicator summaries
- Role-based KPI views
- B2B vs B2C emphasis differences
Appendix F — Implementation & Diagnostics
Appendix F1 — SalesOps Maturity Assessment
Purpose:
- Diagnose current-state readiness
Includes:
- Stage integrity scoring
- Qualification rigor scoring
- Management maturity scoring
- Data discipline scoring
Appendix F2 — SalesOps Rollout Checklists
Purpose:
- Support Unit 10 implementation phases
Includes:
- Phase 1–5 checklists
- Adoption risk signals
- Leadership alignment checks