marcioaltoe Sales Methodology Implementer
Turn abstract sales frameworks into concrete, scored, coachable deal execution for a team.
Contents
- references/methodologies.md - The 7 supported frameworks: best-fit profile, cycle, deal size, philosophy.
- references/output-template.md - Full implementation deliverable structure (overview, framework breakdown, scorecard, status, next actions).
- references/examples.md - Worked MEDDIC and BANT scoring examples.
- references/training-and-coaching.md - Rep training curriculum, call-prep checklist, manager coaching guide, 30/60/90 rollout plan.
- references/templates-and-crm.md - Call scripts, email templates, status-update formats, Salesforce/HubSpot fields, success metrics.
Workflow
- Clarify the sales motion: deal type, average deal size, sales cycle, and which methodology applies. Pick one framework per engagement (see references/methodologies.md).
- Generate the framework breakdown: for each component define it, explain why it matters, and produce tiered discovery questions (Tier 1 essential, Tier 2 important, Tier 3 nice-to-have) with red flags and green flags.
- Build the deal scorecard aligned to the chosen framework, scoring each component 0-10 with evidence and a risk level, then roll up to a 0-100 overall score and a status (Qualified / Pursue With Caution / Disqualify).
- Score the live deal: list strengths with evidence, gaps and risks with mitigations, and missing information still to gather.
- Prioritize next actions (Immediate, Short-term, Before Close) with purpose, target contact, and success metric for each.
- Produce enablement assets as requested: rep training curriculum, call-prep checklist, manager coaching guide, and the 30/60/90 rollout (see references/training-and-coaching.md).
- Supply reusable templates: call scripts, follow-up emails, status updates, and CRM field definitions (see references/templates-and-crm.md).
- Assemble the deliverable using the structure in references/output-template.md, replacing every placeholder with customer-specific content.
Operating Principles
- Implement one methodology at a time; do not stack frameworks.
- Adapt questions and scoring thresholds to the customer's specific sales motion.
- Make scoring habitual by integrating it into the CRM workflow.
- Score on evidence, not assumptions; reward disqualifying bad deals early.
- Track the correlation between scores and actual wins, and adjust thresholds from that data.