Your pipeline
Rate yourself on each behavior. Be honest — we'll tell you where to focus.
Phase 1 — Identify
1
Select
Pick the right fights
Qualify before you invest time
Map the stakeholders early
Prioritize pipeline over activity
80% of effort on deals you can win
2
Prospect
Reach the decision maker
Personalize every outreach
Lead with relevance, not features
Follow up systematically
3x more replies from the right people
3
Prepare
Know your terrain
Know your market and competitive landscape
Build genuine product conviction
Prepare your story before every meeting
Walk in ready — product, market, and story aligned
Phase 2 — Convert
4
Analyse
Diagnose before you prescribe
Ask open questions before presenting
Listen for what they don't say
Summarize before you solve
Know the real problem before the second meeting
5
Propose
Make the decision obvious
Frame value in their language
Anchor on outcomes, not features
Make the next step obvious
Proposals that get signed, not shelved
6
Present
Deliver with impact
Deliver your pitch with clarity and confidence
Tailor the message to each stakeholder
Demo the outcome, not the feature
Presentations that move deals forward, not sideways
Phase 3 — Secure
7
Close
Get the yes, hold your price
Name the objection before they do
Hold your price with confidence
Ask for the decision
Fewer discounts, more signed deals
8
Accompany
Grow the relationship
Check in without selling
Grow the account from inside
Turn clients into referrals
Referrals and upsells from every account
9
Expand
Grow through value
Drive upsells through product updates
Think CSM — client success is your growth
Turn every account into a case study
Revenue that grows from inside existing accounts