11. Motion Process Playbooks Certifications
Prospect
Land
Step 2: Add these pillars in the sales process
to the columnsExpand
Retain
12. Motion Process Playbooks Certifications KPIs + Scorecards
Prospect
Land
Step 2: Add these pillars in the sales process
to the columnsExpand
Retain
13. Motion Process Playbooks Certifications KPIs + Scorecards Tech Stack
Prospect
Land
Step 2: Add these pillars in the sales process
to the columnsExpand
Retain
14. Motion Process Playbooks Certifications KPIs + Scorecards Tech Stack
Prospect Demand Gen
Marketing Ops
Channel Ops
Sales Enablement
Product Marketing
Sales Enablement
HR
Partners
Business Insights
Data Science
HR
Business Systems
IT
Land
Step 3: Assign the interlock
departments as stakeholders
to the sales process pillars
Expand
Retain
15. Step 4: Assign key sales leaders as stakeholders to those selling motions
Prospect Sales Development
Land Inside/Direct/AE
Sales Engineering
Channel Sales
Expand Outside/Field/AM
Sales Engineering
Channel Sales
Retain Outside/Field/AM
Customer Success
16. Motion Process Playbooks Certifications KPIs + Scorecards Tech Stack
Prospect Lead Acquisition
Nurture Mapping
Lead Stages
Qualification
Land
Expand Step 5: Add in key
processes that
support the
prospecting selling
motionRetain
17. Motion Process Playbooks Certifications KPIs + Scorecards Tech Stack
Prospect Lead Acquisition
Nurture Mapping
Lead Stages
Qualification
Cold Cadence
Warm Cadence
MQL Cadence
ABM
Land
Expand Step 6: Add in the
customer facing
playbooks that run
the key processes
Retain
18. Motion Process Playbooks Certifications KPIs + Scorecards Tech Stack
Prospect Lead Acquisition
Nurture Mapping
Lead Stages
Qualification
Cold Cadence
Warm Cadence
MQL Cadence
ABM
Elevator Pitch
Qualification Criteria
Basic Demo
Value Proposition
Land
Expand Step 7: Add in
onboarding or
ongoing
certifications
Retain
19. Motion Process Playbooks Certifications KPIs + Scorecards Tech Stack
Prospect Lead Acquisition
Nurture Mapping
Lead Stages
Qualification
Cold Cadence
Warm Cadence
MQL Cadence
ABM
Elevator Pitch
Qualification Criteria
Basic Demo
Value Proposition
Net New Adds
Lead Response Time
Conversion Rates
Pipeline Adds
Land
Expand Step 8: Keep KPIs
very limited to
accurately measure
and manage to
Retain
20. Motion Process Playbooks Certifications KPIs + Scorecards Tech Stack
Prospect Lead Acquisition
Nurture Mapping
Lead Stages
Qualification
Cold Cadence
Warm Cadence
MQL Cadence
ABM
Elevator Pitch
Qualification Criteria
Basic Demo
Value Proposition
Net New Adds
Lead Response Time
Conversion Rates
Pipeline Adds
Outbound Outreach
Lead Score + Route
Analytics + Insights
Demand Mgmt
Land
Expand Step 9: Include key
technologies to
support the
processes and
playbooksRetain
21. Motion Process Playbooks Certifications KPIs + Scorecards Tech Stack
Prospect Lead Acquisition
Nurture Mapping
Lead Stages
Qualification
Cold Cadence
Warm Cadence
MQL Cadence
ABM
Elevator Pitch
Qualification Criteria
Basic Demo
Value Proposition
Net New Adds
Lead Response Time
Conversion Rates
Pipeline Adds
Outbound Outreach
Lead Score + Route
Analytics + Insights
Demand Mgmt
Land Step 10: Rinse and Repeat across the remaining selling motions
Expand
Retain
22. Motion Process Playbooks Certifications KPIs + Scorecards Tech Stack
Prospect Contact Acquisition
Nurture
Lead Stages
Qualification
Cold Cadence
Warm Cadence
MQL Cadence
ABM
Elevator Pitch
Qualification Criteria
Basic Demo
Value Proposition
Net New Adds
Lead Response Time
Conversion Rates
Pipeline Adds
Outbound Outreach
Lead Score + Route
Analytics + Insights
Demand Mgmt
Land Sales Stages
Deal Snapshot
Pipeline/Forecasting
Key Handoffs
Trial Conversions
Land in X with Y
Competitive Takes
Winbacks
Prospect Level 1
Storytelling
Objection Handling
Negotiation
Close Rate
Average Deal Size
Sales Cycle
Trial Conversions
Outbound Outreach
CPQ
Video Creation
Gamification
Expand
Retain
23. Motion Process Playbooks Certifications KPIs + Scorecards Tech Stack
Prospect Contact Acquisition
Nurture
Lead Stages
Qualification
Cold Cadence
Warm Cadence
MQL Cadence
ABM
Elevator Pitch
Qualification Criteria
Basic Demo
Value Proposition
Net New Adds
Lead Response Time
Conversion Rates
Pipeline Adds
Outbound Outreach
Lead Score + Route
Analytics + Insights
Demand Mgmt
Land Sales Stages
Deal Snapshot
Pipeline/Forecasting
Key Handoffs
Trial Conversions
Land in X with Y
Competitive Takes
Winbacks
Prospect Level 1
Storytelling
Objection Handling
Negotiation
Close Rate
Average Deal Size
Sales Cycle
Trial Conversions
Outbound Outreach
CPQ
Video Creation
Gamification
Expand Sales Stages
Deal Snapshot
Pipeline/Forecasting
Key Handoffs
Cohort Expansion
Data Scored Expand
Pilots
Unlimited Deals
Prospect Level 1
Storytelling
Objection Handling
Negotiation
Forecast Accuracy
Health Score
Cross-sell %
Upsell %
Outbound Outreach
Analytics + Insights
ABM
Gamification
Retain
24. Motion Process Playbooks Certifications KPIs + Scorecards Tech Stack
Prospect Contact Acquisition
Nurture
Lead Stages
Qualification
Cold Cadence
Warm Cadence
MQL Cadence
ABM
Elevator Pitch
Qualification Criteria
Basic Demo
Value Proposition
Net New Adds
Lead Response Time
Conversion Rates
Pipeline Adds
Outbound Outreach
Lead Score + Route
Analytics + Insights
Demand Mgmt
Land Sales Stages
Pipeline Mgmt
Pipeline/Forecasting
Key Handoffs
Trial Conversions
Land in X with Y
Competitive Takes
Winbacks
Prospect Level 1
Storytelling
Objection Handling
Negotiation
Close Rate
Average Deal Size
Sales Cycle
Trial Conversions
Outbound Outreach
Analytics + Insights
CPQ
Gamification
Expand Sales Stages
Pipeline Mgmt
Pipeline/Forecasting
Key Handoffs
Cohort Expansion
Data Scored Expand
Pilots
Unlimited Deals
Prospect Level 1
Storytelling
Objection Handling
Negotiation
Forecast Accuracy
Health Score
Cross-sell %
Upsell %
Outbound Outreach
Analytics + Insights
ABM
Gamification
Retain Sales Stages
Renewal Mgmt
Pipeline/Forecasting
Key Handoffs
Early Renewal
At Risk
High Potential
Leading a QBR
Leading a QBR
Storytelling
Objection Handling
Negotiation
Health Score
Net Retention
Gross Retention
QBRs Complete
Outbound Outreach
Analytics + Insights
Customer Mgmt
Gamification
25. Motion Process Playbooks Certifications KPIs + Scorecards Tech Stack
Prospect Contact Acquisition
Nurture
Lead Stages
Qualification
Cold Cadence
Warm Cadence
MQL Cadence
ABM
Elevator Pitch
Qualification Criteria
Basic Demo
Value Proposition
Net New Adds
Lead Response Time
Conversion Rates
Pipeline Adds
Outbound Outreach
Lead Score + Route
Analytics + Insights
Demand Mgmt
Land Sales Stages
Pipeline Mgmt
Pipeline/Forecasting
Key Handoffs
Trial Conversions
Land in X with Y
Competitive Takes
Winbacks
Prospect Level 1
Storytelling
Objection Handling
Negotiation
Close Rate
Average Deal Size
Sales Cycle
Trial Conversions
Outbound Outreach
Analytics + Insights
CPQ
Gamification
Expand Sales Stages
Pipeline Mgmt
Pipeline/Forecasting
Key Handoffs
Cohort Expansion
Data Scored Expand
Pilots
Unlimited Deals
Prospect Level 1
Storytelling
Objection Handling
Negotiation
Forecast Accuracy
Health Score
Cross-sell %
Upsell %
Outbound Outreach
Analytics + Insights
ABM
Gamification
Retain Sales Stages
Renewal Mgmt
Pipeline/Forecasting
Key Handoffs
Early Renewal
At Risk
High Potential
Leading a QBR
Leading a QBR
Storytelling
Objection Handling
Negotiation
Health Score
Net Retention
Gross Retention
QBRs Complete
Outbound Outreach
Analytics + Insights
Customer Mgmt
Gamification