On-demand webinar
Get the process right, then let AI supercharge it
What you’ll learn :
- Why systems and structure, not individual heroics, make revenue repeatable and predictable
- The baseball diamond view of a sales process, and why reps who start pitching at first base stall deals
- What belongs on a one-page sales process: milestones, probability, velocity, KPIs, steps and actions, questions and a qualifying checklist
- How Ask Penny uses your plan and process to research prospects and build a discovery call playbook
What's covered
Inside the session. Watch a clip, then get the full recording.
When sales depend on the founder or one or two superstars, revenue drops the moment they are diverted. Paul on why some founders scale and others don't: what's in the way is systems.
Both, says Jono. AI works when there is a strategy and a foundation underneath it. Without one you get AI slop: generic output created for the sake of it.
A documented playbook everyone follows, documented but not consistently followed, in people's heads, or every rep their own way. The panel unpacks the results and what individual heroics cost in predictability.
A clear process with milestones, steps and actions becomes repeatable, then predictable. The CRM is the engine and only works when aligned to the process. AI is the supercharger.
Lead, first meeting, deep discovery, solution, close. Reps who pitch as soon as they reach first base skip the questions that matter, and deals stall when not enough pain is identified at second base.
Get the team in a room with sticky notes, then distil it to a one-pager: milestones, probability, velocity, KPIs, steps and questions, and a qualifying checklist that acts as a gate. Then make the CRM mirror it.
Jono builds a sales process for an Australian wastewater company, then has Ask Penny research prospects, map the buying committee and DISC profile, and produce a discovery call playbook with tension questions.
CRM integration, how to get access, an attendee's company put through Ask Penny live, and how call transcripts can be reviewed against a discovery or cold call rubric.
Resources
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Frequently asked questions
Common Questions
Because when it's all up to one or two people, sales go down whenever they are away or diverted. Individual heroics can't be duplicated, which leads to inconsistency, forecasts that are hard to predict and slow ramp-up for new salespeople. The panel also describes star reps holding the company to ransom: the tail wagging the dog.
If ten salespeople use different large language models, a sales leader ends up managing ten different ways of selling, and the answers can be random. Paul's point is that AI has to come back to structure. Ask Penny is grounded in SalesStar's IP and in the plan and process the team has agreed, so everyone gets consistent answers.
Key milestones along the buyer journey, and for each one: the probability of closing, velocity, best practice KPIs, the objective of the phase, the steps and actions including the questions to ask, and a qualifying checklist. Paul recommends keeping it to one page, because you can't scale complexity.
Typically because not enough pain was identified during discovery, or because something on the qualifying checklist was never ticked off. The panel's example is a rep who went straight from the greeting to the pitch and ended up fielding questions about price and competitors.
At the time of this session, CRM integrations were on the product roadmap for the following few months. In the meantime you can export from your CRM and import into Ask Penny, which then gives insight into your pipeline based on that export.
Yes. Upload call transcripts to Ask Penny and it reviews them against the SalesStar discovery call or cold call rubric, with feedback on how to improve. The panel suggests sales managers use this as a foundation for one-on-ones.
The next step
Stop running on heroics. Start engineering revenue.
Whichever way you work with us, the same proven Revenue OS runs underneath. Book a growth session and we’ll show you where to start.