Set targets and define your ICP

Begin with precision. Tight, well-defined targets sharpen every sales play down the line.

  1. ICP and segmentation builder Act as a SaaS go-to-market analyst. Input: [paste CRM export including industry, employee count, ARR, cycle length, role, region]. Task: Categorize your customers and prospects into three ICP tiers. Define key firmographics, technographics, buying triggers, and clear exclusion rules. Output a table with columns: Tier, Rationale, Pain Themes, Example Accounts, ACV Band, Priority. Recommend three focus hypotheses to test in the next quarter. Initiate by asking three clarifying questions.

  2. Jobs-to-be-done problem statements Act as a JTBD researcher for B2B SaaS. Use these roles: [CRO, RevOps, Sales Manager, SDR]. Draft ten JTBD statements: “When I..., I want to...;, so I can...”. Link each job to measurable outcomes and the customer’s current workaround. Present as a table: Role, Job, Outcome, Current Workaround, Risk of Inaction. Request additional roles if necessary.

  3. Value proposition matrix Act as a SaaS value architect. Input: [list of top features and corresponding proof points]. Map features to pains and measurable results for CFO, CTO, CRO. Output a matrix with: Feature, Pain, Business Outcome, KPI Impact, Proof Artifact, Risk Removed. Propose three concise value headlines, each under 12 words.

  4. Persona pain-message grid Act as a sales messaging strategist. Personas: [list relevant roles and key responsibilities]. Identify five main challenges for each persona and their impact. Create tailored messages, subject lines, and 30-second call openers for each scenario. Output a table: Persona, Pain, Impact, Message, Subject, Opener.

  5. Sales motion selection by ACV Act as a revenue strategist. Input ACV bands: [Self-serve $, Commercial $, Enterprise $$]. Recommend appropriate mixes of inbound, outbound, partner, and product-led strategies per band. Include funnel goals, expected SLAs, and headcount assumptions. Summarize as a one-page plan with risks and mitigation for each ACV band.

Prospecting and messaging plays

Email, calls, and social scripts

Engage ideal prospects through crisp, relevant outreach. Prioritize brevity and real value.

  1. Five-step outbound email sequence Act as an SDR leader. ICP: [describe target]. Trigger: [e.g., new funding, recent hiring, tech shifts]. Compose five emails, each capped at 100 words. Vary your use of proof, insight, question, and CTA to maintain engagement. Output: Day, Subject, Body, CTA, Personalization Token. Ensure CAN-SPAM compliance on tone and clarity.

  2. Cold call opener and path Act as a call coach. Draft a 60-second opener using insight, agenda, and consent. Offer two styles: direct and inquisitive. Include three follow-up questions and a gentle CTA. Structure scripts in blocks with pause cues.

  3. LinkedIn message trio Act as a social prospecting coach. Goal: book a brief discovery conversation. Craft three succinct messages: connection request, value follow-up, CTA nudge. Keep each message under 280 characters. Include one placeholder for a relevant asset link. Output using [personalization brackets].

  4. Persona translation pack Act as a messaging translator. Input: core value statement [one sentence]. Translate for CFO, CTO, CRO, RevOps, and end-user. Return three alternatives for each role, limited to 18 words each.

  5. Social proof insert kit Act as a proof editor. Input: [bullet points from case studies]. Turn each into a one-liner fit for email, call, or deck. Include a metric, time frame, and source for credibility. Present as a table: Channel, Proof Line, Placement Tip.

Qualification and discovery that dig deeper

Diagnose needs and qualify rigorously , all without slowing down momentum.

  1. MEDDICC field map for your CRM Standardize your qualification with consistent and visible fields. Act as a sales operations lead. Product: [describe]. Sales cycle: [weeks]. Average ACV: [$]. Adjust MEDDICC to required CRM fields. List field names, descriptions, owners, and stage gates for fully traced qualification. Suggest sample discovery questions for each field. Output a table formatted for CRM admin workflow.

  2. Discovery question map Guide discovery calls with a proven question framework. Act as a discovery coach. Create a structured question set covering: Problem, Impact, People, Process, Priorities, Plan. Offer two probing questions for each area. Indicate “red flag” answers and provide pivot tactics. Output as a checklist for easy reference.

  3. Impact calculator prompt pack Help customers put a number to their pain , and your solution’s value. Act as a value engineer. Industry: [industry]. Roles: [roles]. List key questions to capture baseline metrics and costs. Outline a direct formula for ROI and payback calculation. Include an example calculation using mock data.

  4. Champion and org map Visualize organizational power and influence to navigate your deal. Act as a deal strategist. Input: known contacts and titles [list]. Identify evaluator, champion, economic buyer, and blockers. Clarify procurement steps and common sources of delay. Output: Role, Influence, Interests, Access Strategy table.

  5. Mutual action plan builder Replace ambiguity with a concrete path to go-live , shared with your customer. Act as a project-based seller. Deal: [describe]. Target go-live date: [date]. List milestones, accountable owners, deliverables, and risks. Draft a short and clear summary email for customer alignment. Output: milestones table and customer-ready email text.

Demos, trials, and value proof

  • Engage your audience with a compelling narrative, not just a walkthrough.

  • Prove your impact with credible numbers and usage metrics.

  • Set clear next steps before ending the screen share.

  1. Three-scene demo storyboard Ensure your demo is clear, focused, and memorable. Act as a demo director. Audience: [role]. Desired outcome: [metric change]. Create a three-part storyboard: Before (current state), After (solution in action), and Bridge (how they get there). Include suggested narrations, supporting evidence, and clickable steps. Finish with a recommended next step and proof asset to share.

  2. Industry-specific demo flow Tailor your demo to mirror your prospect’s real daily workflow. Act as a vertical solutions consultant. Industry: [vertical]. Compliance requirements: [list]. Connect product features to three main jobs performed by each role. Include key talk tracks and common pitfalls to avoid. Output a step-by-step flow with time allocations.

  3. Trial activation checklist Drive more conversions from product trials by guiding users every step of the way. Act as a product-led sales coach. Trial period: 14 days. Users: [count]. Plan game-changing actions for Day 0, Days 1-2, Days 3-7, Days 8-14. Include a mix of emails, in-app nudges, and personal outreach. Define success milestones and instant alerts for risks.

  4. ROI model and one-pager Support finance and leadership with transparent, direct ROI calculations. Act as a value engineer. Inputs: license cost, time/labor saved, increased conversion, retention benefits, services expenses. Draft a simple ROI model and clarify payback period. Produce a one-pager including assumptions and a sensitivity summary. Add a paragraph tailored for CFO review.

Objections, pricing, and negotiation

Anticipate pushbacks. Respond calmly. Tie every concession to customer and business value.

  1. Objection handling library Prepare for resistance with structured, consistent answers. Act as an objection coach. Catalog the top fifteen objections, sorted by stage. Respond using: Probe, Validate, Reframe, Prove, Close. Add a one-sentence fallback to each answer. Output in table: Objection, Primary Response, Proof, Fallback.

  2. Pricing and packaging talk track Discuss pricing confidently, emphasizing outcomes and flexibility. Act as a pricing coach. Input: list tiers, limits, and add‑ons. Lead with value and results, not just features or price. Show how to move up or down tiers, with triggers for each. Add three probing questions for price sensitivity.

  3. Security and legal Q&A pack Streamline compliance reviews with ready-made answers to common legal/security questions. Act as a compliance communicator. Input: SOC 2, ISO 27001, GDPR, DPA status [details]. Draft concise and detailed answers for all standard queries. Add placeholders for links to artifacts. Present answers in a table: Topic, Short Answer, Long Answer, Owner.

  4. Discount rationale memo Frame discounts as planned investments, not arbitrary concessions. Act as a deal desk advisor. Input: deal size, contract term, competitor, risk, strategic value. Write a brief, finance-minded summary , cover Context, Options, Proposed Terms, Give-Get, Expected ROI. Limit memo to 200 words max.

Close, handoff, and expansion

Seal deals smoothly while setting up long-term growth from day one.

  1. Close plan and internal handoff Align sales and post-sale teams with a joint plan. Act as a revenue program manager. Deal: [insert deal name]. Start date: [date]. List remaining close tasks and identify owners for each. Draft the internal handoff summary noting customer goals and potential risks. Output as sections with clear tables for tracking.

  2. Expansion signal playbook Spot and seize growth opportunities using reliable data triggers. Act as a customer growth strategist. Input: product events, seat expansion, feature adoption, support tickets/tags. Define clear signals for both expansion and churn risk with actionable thresholds. Add a playbook: who acts, with what message and offer. Present as a table, plus three ready-to-use outreach templates.

Operationalize your playbook next week

Embed these prompts into routine practice. Assign clear owners. Set regular review cadences , automate handoff steps for efficiency wherever possible.

  • Publish each playbook asset into your CRM and shared workspace.

  • Begin training with one team and rapidly expand after first wins.

  • Track results via reply rates, stage conversions, and improved sales cycle times.

ai-prompts-saas-sales-playbook

For quick automations that drive results, check out these B2B sales automation ideas. They’ll help you trigger alerts, scale prospecting, and ensure data integrity at scale.

FAQ

How do I effectively define my Ideal Customer Profile (ICP)?

Defining your ICP is more than just a list of demographics; it requires in-depth segmentation and a focus on firmographics, technographics, and buying triggers. Avoid generic categories and dive into key details that differentiate your ideal prospects from mere possibilities.

What is the risk of not having a structured outbound email sequence?

Lack of a structured sequence leads to inconsistent messaging and lost engagement. Without a tailored approach, your emails will blend with the noise, reducing potential engagement and damaging your credibility.

Why should I align sales motions with different deal sizes?

Aligning sales motions by deal size allows for strategic resource allocation and avoids under or over-servicing clients. Failure to do so can lead to mismanaged priorities and inefficient sales cycles.

What is the significance of translating value propositions for different personas?

Value proposition translation ensures that each decision-maker sees your solution’s relevance to their unique challenges. Ignoring persona-specific needs risks potential buy-in, creating barriers to closing deals even if the overall company sees value.

How can the Jobs-to-be-Done (JTBD) framework improve my sales messaging?

By focusing on JTBD, you can craft messages that align precisely with what your customers seek to achieve with your solution. Overlooking JTBD could mean your campaigns miss the mark, solving problems your customer doesn’t prioritize.

Why is a mutual action plan vital for deal progression?

A mutual action plan prevents ambiguity by setting clear paths and expectations, crucial for keeping deals on the fast track. Without it, deals risk slipping through due to misaligned objectives and commitments.

What is the value of understanding cold call pathways?

A structured cold call pathway ensures you can quickly establish rapport and qualify the prospect, setting the stage for the sales cycle. Without clear guidelines, calls can become aimless and ineffective, wasting both time and opportunity.

How does creating an ROI model benefit stakeholder approval?

An ROI model articulates the financial benefits, ensuring key stakeholders see the economic rationale of adopting your solution. Neglecting this aspect might result in stakeholder pushback due to unclear value justification.