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Unit 3 — Lead Qualification & Routing
Purpose of This Unit This unit defines how leads are controlled, protected, and assigned once they enter the SalesOps system. Lead generation creates inputs.Qualification determines truth.Routing determines ownership. Without clear qualification and routing...
Unit 4 — Nurture & Pipeline Momentum
Purpose of This Unit This unit defines how SalesOps maintains forward motion once a lead has been qualified and routed. Qualification establishes truth.Routing establishes ownership.Momentum ensures progress. Without intentional momentum, pipelines stall, f...
Unit 5 — Discovery & Sales Control
Purpose of This Unit This unit defines how SalesOps ensures that sales conversations create clarity, control, and commitment. Momentum moves deals forward.Discovery determines why they should move at all. Without disciplined discovery, sales becomes: fea...
Unit 6 — Proposal, Negotiation & Close
Purpose of This Unit This unit defines how SalesOps turns clarity into commitment. Discovery creates understanding.Proposals formalize value.Negotiation aligns reality.Close secures commitment. SalesOps exists to ensure this sequence is controlled, predicta...
Unit 7 — Sales Management System
Purpose of This Unit This unit defines how SalesOps ensures visibility, accountability, and improvement across the sales system. Selling produces outcomes.Sales management governs behavior, consistency, and truth. SalesOps does not manage people emotionally...
Unit 8 — B2B vs B2C Execution Models
Purpose of This Unit This unit defines how SalesOps adapts execution without changing principles. SalesOps is universal.Execution is contextual. B2B and B2C selling differ in pace, complexity, and buyer behavior — but they do not require different systems. ...
Unit 9 — Sales Data, CRM & Measurement
Purpose of This Unit This unit defines how SalesOps creates truth, visibility, and trust through data. Sales conversations are subjective.Decisions must not be. SalesOps uses data to: replace opinion with evidence expose system friction enable accurate...
Unit 10 — SalesOps Implementation Roadmap
Purpose of This Unit This unit defines how the SalesOps framework is implemented, stabilized, and scaled. A framework only matters if it is adopted.Adoption only happens when change is intentional. SalesOps implementation is not a rollout.It is a system tra...
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...
Appendix A1 — Outreach Philosophy & Standards
Purpose of This Appendix This appendix defines the philosophy, intent, and standards that govern all sales outreach. Before scripts, sequences, or channels are introduced, SalesOps must establish how outreach is meant to function within the system. Outreach...
Appendix A2 — Cold Outreach Scripts
Purpose of This Appendix This appendix provides baseline cold outreach scripts that align with the SalesOps Framework. These scripts exist to: reduce improvisation create consistency protect the brand accelerate onboarding They do not exist to: r...
Appendix A3 — Follow-Up & Re-Engagement Scripts
Purpose of This Appendix This appendix defines approved follow-up and re-engagement structures used after initial outreach. Follow-up is where most sales systems fail — not because reps don’t try, but because: follow-up lacks intent messages repeat witho...
Appendix B1 — Qualification Question Banks
Purpose of This Appendix This appendix provides standardized qualification question banks used to determine fit and intent before a deal advances. Qualification is not about curiosity.It is about protecting the system. These questions exist to: surface t...
Appendix B2 — Discovery Question Frameworks
Purpose of This Appendix This appendix provides structured discovery question frameworks that support Unit 5 — Discovery & Sales Control. Discovery questions exist to: create clarity surface truth define value reduce decision risk They do not exist ...
Appendix B3 — Stakeholder & Decision Mapping
Purpose of This Appendix This appendix defines how SalesOps identifies, maps, and manages decision dynamics. Most deals do not fail because the solution is wrong.They fail because the decision system was misunderstood. Stakeholder and decision mapping exist...
Appendix C1 — Nurture Sequence Structures
Purpose of This Appendix This appendix defines how nurture is structured inside SalesOps. Nurture exists because: not all buyers are ready now decisions require time trust compounds over exposure silence does not equal disinterest SalesOps designs n...
Appendix C2 — Objection Handling Library
Purpose of This Appendix This appendix standardizes how objections are understood and handled inside SalesOps. Objections are not resistance.They are signals. SalesOps treats objections as indicators of: missing clarity unresolved risk misaligned expec...
Appendix D1 — Proposal Structure Templates
Purpose of This Appendix This appendix defines the standard structure for sales proposals. Proposals are not marketing documents.They are decision documents. SalesOps uses proposal structure to: reinforce discovery outcomes reduce decision friction pre...