7 stages
B2B complex saleLong cycle, many stakeholders, high trust.01 Discover02 Evaluate03 Decide04 Onboard05 Adopt06 Expand07 Advocate
1. The sale · not the org chart
Who is in this sale,
and what do they owe that.
A view of how a sale can go: who feels the stuckness, how the moment lands, what breaks for the selling team, a move with no company name, then one named way.
The cast · 17 roles
The people in the sale.
Condensed labels are the people. The offer — that — stays in serif. Not a department map.
In the marketVisitorIn the marketProspectIn the marketCustomerIn the marketDistributorDemandMarketerDemandContent writerDemandCreativeDemandMedia opsRevenueSales Development RepresentativeRevenueSellerRevenueApplication engineerRevenueTender managerRevenueLegalRevenueSales opsAfter the yesSuccessAfter the yesSupportChannelPartner manager
The plays · six sale types
Start from how they actually move.
Every stage is on the card. Open a play for the possible total outcome. The company name stays last.
6 stages
SME service customerLocal or specialist services, short memory, high expectation.6 stages
SaaS product journeySelf-serve interest, activation, expansion.01 Aware02 Try03 Activate04 Subscribe05 Use06 Renew & expand
6 stages
Agency–client engagementHow an agency is hired, briefed, and retained.6 stages
Ecommerce & retail digitalDiscover, buy, receive, come back.6 stages
Partner & channel revenueRecruit, activate, co-sell, and grow through partners.01 Recruit02 Activate03 Align04 Sell05 Protect margin06 Grow