Sales Process
Sales Process Consulting — Shared Definitions & Accept Rules
For founders whose marketing and sales argue about lead quality with nothing written down. You keep the definitions, accept and return rules, and how the first conversation runs.
- Definitions and accept rules
- Month to month
- You own the accounts
First working piece in about a week
Where sales process work usually breaks
The SLA lives only in Slack
Someone typed “respond in a day” in chat. Next week nobody can find it, so every lead starts another argument.
Rejects with no written reason
Sales returns a lead as “not a fit” and stops. Marketing cannot fix the source, and the same fight repeats on the next batch.
Marketing celebrates MQLs sales never open
The dashboard climbs. Reps skip the queue because the bar was never shared. Volume looks healthy while conversations stay flat.
A twelve-page script nobody opens
The hire ships a long playbook. The first call still has no shared steps, so the team keeps improvising under pressure.
How I lock definitions, returns, and the first conversation
01
Write what “qualified” means for both teams
I draft MQL, SQL, and opportunity criteria from how you actually sell — not a generic funnel deck. Goal: one definition both sides can open.
From you: One marketing contact and one sales contact on the same session.
You leave with: Written definitions you can hand the team.
02
Name accept and return rules with reject reasons
We set when sales must accept, when a lead returns to nurture, and which reject reasons are allowed. No more blank “junk” returns.
From you: Sign-off on the short reject list and response SLA.
You leave with: Accept / return rules with reject reasons and response time.
03
Map how the first conversation runs
We document the first call or meeting — opening, must-ask checks, next step — short enough to use, not a twelve-page script.
From you: The founder or sales lead runs ten real conversations on the new definition after we write it.
You leave with: First-conversation steps the team can follow.
04
Separate what automation can do later
Routing, tasks, and sequences are not this engagement. When rules are stable, we note what a later hire on sales-automation or CRM can wire — without robots in week one.
From you: Agreement that process comes before workflow build.
You leave with: Handoff notes for a separate automation or CRM month.
Day 7 is definitions and accept / return rules you can open — not live routing or sequences. The under-$1K starter is that one artifact; not this full month and not robots in week one.
See what the first month includes →What is included — and what is not
Included
- → Shared MQL → SQL → opportunity definitions
- → Accept and return rules with required reject reasons
- → Response-time SLA both teams can cite
- → First-conversation steps without a thick playbook
- → Handoff notes for a later automation or CRM build
- → Short review so both teams can maintain the rules without me in every dispute
Not included
- → Building routing, tasks, or email sequences (that is sales-automation)
- → Hiring SDRs or running your deals as a closer
- → Turning robots on in the same week as the definitions workshop
Accounts and materials stay with you.
Who this is for
Sample SLA card — not a close-rate chart, and not an email-sequence board.
- Definition
- Accept
- Reject reason
- Response time
How this path compares
A fit
- → Marketing and sales argue about lead quality, and there is no written process.
- → You need shared definitions, accept / return rules, and how the first conversation runs — not a sequence board.
- → Someone on your side will own the rules after handover.
- → The founder (or sales lead) will personally run ten conversations on the new definition.
Not a fit
- → The founder will not personally run ten conversations on the new definition.
- → You want me to run your deals or replace VP Sales / closer.
- → You need routing, tasks, and sequences built this month — hire sales-automation instead (or after definitions land).
Day 7, Day 30, Day 90
Who does the work
This operator: One senior operator writes definitions, returns, and first-conversation steps with you
First artifact
This operator: Definitions and accept / return rules you can open
Who owns accounts
This operator: You — rules and docs stay in your accounts
How you pay
This operator: Starter under $1K (definitions + accept / return); monthly from $1K
What you will not get
This operator: Live routing or sequences, deal closing, or forced MQL acceptance
What this sales process work costs
Day 7
Written definitions and accept / return rules you can open — not live routing or sequences.
Day 30
The team uses one acceptance rule.
Day 90
Shared first-conversation steps and response SLA in use; automation (if any) is a separate hire on sales-automation or CRM.
Questions before you hire sales process consulting
One-time starter under $1,000: definitions plus accept / return rules you can open — one artifact, not a cheap automation month.
Monthly from $1,000: process work month to month — first-conversation steps, response SLA, one acceptance rule. No annual lock.
CRM seats and sales tools stay on your cards. Routing and sequences are a separate hire when you want them built.
Ready to scope sales process work — take the quiz
Ready to scope sales process work — take the quiz
Answer a few questions about how marketing and sales hand off today. You leave with a clear next step — starter definitions or a monthly process month — without a pitch deck. Primary CTA: Match a budget in the quiz Secondary CTA: See plans