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Plan
Order of process, not of time
Foundations
Plan
Source
Prioritize
Engage
Qualify
Advance
Close
Grow
Stage 01
Plan
Decide whom to sell to and how the team will operate.
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Market
Define the ideal customer profile
Specify the account and buyer characteristics the team intends to serve.
5 products
Breadcrumbs
HG Insights
Keyplay
Leadsforge
Lusha
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Size the addressable market
Estimate and segment the relevant account universe.
5 products
6sense
HG Insights
Keyplay
Ocean.io
PitchBook Platform
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Coverage & targets
Plan territories
Allocate account or geographic ownership for sales coverage.
3 products
CaptivateIQ
Forma.ai
Varicent
Plan sales capacity
Determine staffing and coverage required for the sales plan.
3 products
CaptivateIQ
Forma.ai
Varicent
Set quotas and targets
Assign measurable sales goals and supporting targets.
7 products
CaptivateIQ
Everstage
Forma.ai
QuotaPath
Spiff
Varicent
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Process
Define process and playbooks
Define repeatable sales steps and guidance; delivering or teaching them is separate.
6 products
Altify
Guru
Highspot by Seismic
HummingDeck
Responsive
Spinify
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