Sales Playbook

Close More Deals With Predictable and Scalable Sales Processes

An unstreamlined sales process leads to wasted selling time, unpredictable forecasts, poor knowledge transfer and onboarding, and a team that's hard to scale.

And AI raises the stakes. AI can significantly increase sales efficiency, but none of it works without a solid foundation. With a streamlined process and a documented sales playbook, we can change that and help your team grow and close more deals.

Book a discovery call

See the playbook live

77%

of sellers say they struggle to complete their assigned tasks efficiently

40%

of a seller's time is spent actually selling. The rest goes elsewhere

2.6x

more likely to achieve commercial growth, for teams giving sellers AI-guided next best actions

Sources:

Gartner seller survey (2023)

Salesforce State of Sales (2026)

Gartner sales survey (2026)

Four Ways an Unstreamlined Process Costs You

Your team is probably good at selling. The problem is that each of them is good at it differently.

It isn't consistent

Every rep qualifies, pitches and handles objections their own way. Two similar deals get worked completely differently, so you can't tell whether a loss was the deal or the handling.

It isn't predictable

Stage definitions live in people's heads, so your roll-up inherits one interpretation of "stage three" per rep. Pipeline review turns into a negotiation about what the numbers mean.

It isn't transferable

Your best rep worked out what wins over several years and never wrote it down. New starters spend their first months rediscovering it by asking colleagues, and when that rep resigns the method leaves with them.

It isn't scalable

With no shared criteria, the only way to find out whether a deal is real is to open it and ask the rep. So you manage deal by deal instead of reading the funnel, and every rep you hire adds to the queue.

Let's change that

What We Professionalise

These are the five areas where the conversations we have with revenue leaders keep landing. We work through them with your team, decide the standard together, then document it.

Lead qualification

One definition of a qualified lead, applied the same way by everyone, with the disqualifying signals written down too.

Stage entry and exit criteria

What has to be true for a deal to enter a stage and to leave it, written so two reps put the same deal in the same place.

Objection handling

The 10 or so objections your buyers actually raise, with the answer your strongest reps give, including the price push-back everyone currently improvises.

Pricing

What a rep can offer alone, what needs approval and what a discount costs you further down the P&L.

CRM policies

What gets logged, when and by whom, with fields your reps fill in because the data comes back useful to them.

See all five in a real playbook

What Changes for the Team

Six things start working differently once the process is agreed, documented and used.

Reps sell more of the week

Less time rebuilding material, chasing internal answers and working accounts that were never going to close.

Onboarding gets faster

New starters follow a documented path instead of shadowing whoever is free, which also frees your managers to coach.

Quality levels up

Your median rep starts handling deals closer to the way your best one does, because the difference is now written down.

The forecast means something

When everyone applies the same stage criteria, managers can read the funnel instead of interviewing every deal in it.

Less key-person risk

The method stays in the business when someone resigns, goes on leave or moves into a different role.

A foundation your AI can use

A documented process gives AI tools something real to work with: criteria to check, agreed answers to retrieve, a stage definition to test a deal against.

Make this true for your team

How the Engagement Runs

Same senior team from the first call to handover. You own everything we produce, and your team can maintain it without us.

Phase 01: Diagnose

We listen before we write anything.

✓  Sit in on live calls across the team
✓  Interview your strongest reps properly
✓  Find where documented and real process diverge
✓  Map where leads leak and time is lost

Output: an honest picture of how you sell today

Phase 02: Codify

We run the decisions with your team, then write them down.

✓  Qualification criteria, including what disqualifies a lead
✓  Stage entry and exit criteria
✓  Objection responses, price push-back included
✓  Pricing rules: what a rep can offer, what needs approval
✓  CRM policy: what gets logged, when and by whom

Output: an agreed standard, built into the playbook

Phase 03: Embed

Documentation nobody adopts is worth nothing, so we stay for this part.

✓  Roll out with the team on live deals
✓  Coach managers to use it in one-to-ones
✓  Usage data on what gets opened and skipped
✓  Handover to your enablement owner

Output: a process that survives without us

Start with Diagnose

Built on How You Already Sell

We work with your methodology and the tools your team is already in. No migration, and no new login for reps to forget.

MEDDIC

MEDDPICC

SPICED

Challenger

BANT

Salesforce

HubSpot

Slack

Gong

Outreach

Your own framework

Tell us what you already use

Let's Look at How Your Team Sells

30 minutes, no deck. Tell us where the process breaks and we'll tell you what we'd do about it, what it would take and what it would cost.

Thanks, that's with us.

We'll come back within two working days to find a time. If it's urgent, ring 089 / 18 94 65 40.

You can only automate what you've standardised, and a sales playbook is how you standardise the way your team sells.

Fabian Dill, Managing Partner, DieProduktMacher

Something went wrong sending that. Try again, or email us directly.

Placeholder — replace with portrait of Fabian Dill

Fabian Dill, Managing Partner