Sales
A sales motion that does not depend on the founder.
Diagram: a large field of candidates moves through nine stages: universe, qualification, prioritization, research, outreach, conversation, opportunity, proposal and closed. At each stage a share leaves the flow, so every stage holds fewer than the one before it, and only a few reach closed. Illustrative only.
Accounts move from a broad universe through qualification, research, outreach and opportunity to closed, narrowing at each stage.
Stages
1 of 5
Who could buy, and who should we ignore?
What you get
Ranked account list
What we do
What we do
Accounts
Who could buy, ranked by fit and timing.
Outreach
Research and messages written for the person reading them.
Process
Deal stages with clear entry and exit criteria.
Cadence
A weekly pipeline review leadership trusts.
Works with
Selected work
Where we have done it.
Automotive driver assistance · Venture backed
A dealership sales program for driver-assistance technology.
A contractor sales team selling a driver-assistance retrofit through car dealerships, with its own CRM and dealer program page.
SalesGo-to-marketEngineering
Developer infrastructure for AI agents · Early stage
Taking AI agent infrastructure to market.
Positioning, pricing and packaging, and a target-account motion for a developer platform for AI agents.
Go-to-marketSalesProduct
Start with the objective.
Usually a sprint, then ongoing if you want it. See the sprint.