Playbook

The opinionated default scorecards. Mid-market finance buyer; edit weights & anchors to fit your motion.

discovery scorecard

weights = 100

Talk-to-listen target 43:57 (rep:prospect). Question target 11+, well spread.

  • 1. Agenda set + buy-inw 5

    5/5 — Explicit agenda signposted, buyer confirms

    1/5 — Launched into pitch, no agenda

  • 2. Question depth & spread (target 11+)w 15

    5/5 — 11+ targeted questions across past/present/future

    1/5 — Under 6, front/back-loaded

  • 3. Pain quantified in $ or dayshighest signalw 20

    5/5 — Got a number — DSO, FTE hours, $ at risk/written off

    1/5 — "Yeah, it's a problem" (qualitative only)

  • 4. Economic Buyer namedw 10

    5/5 — EB confirmed by name + role + approval process probed

    1/5 — EB assumed/skipped/unmentioned

  • 5. Champion testw 10

    5/5 — Contact volunteered stakeholders, named names, shared frustration

    1/5 — Single contact, no internal pull

  • 6. Multi-thread setupw 10

    5/5 — Surfaced 2+ names; committee mapped

    1/5 — One contact, no committee map

  • 7. Talk ratio 40–46% repw 10

    5/5 — In band, no monologue >2 min

    1/5 — Above 60% / under 30%; or monologue >2 min

  • 8. Implication question landedw 10

    5/5 — SPIN Implication → buyer named a consequence number

    1/5 — No future-state question, or no buyer number

  • 9. Next step lockedw 10

    5/5 — Specific date + attendees (incl. EB) + agenda

    1/5 — "Let's reconnect next week"

demo scorecard

weights = 100

Talk-to-listen inverts: target 55–65% rep. Rep drives structure, invites reaction at checkpoints.

  • 1. Anchored to prior discoveryhighest signalw 20

    5/5 — Referenced buyer's exact words/data, quoted back

    1/5 — Generic demo, no anchors

  • 2. Tell-Show-Tell structurew 15

    5/5 — Context → Capability → Impact arc each capability

    1/5 — Feature dump, no structure

  • 3. Customized data (logo, realistic numbers)w 10

    5/5 — Prospect's logo + realistic numbers

    1/5 — Generic Acme Corp data

  • 4. Interactive checkpoints (every 5–7 min)w 10

    5/5 — "Is this how it happens today?" cadence

    1/5 — Monologue, no check-ins

  • 5. ROI moment tied to buyer-named outcomew 15

    5/5 — Capability tied to a quantified buyer-named outcome

    1/5 — "And then we have this dashboard"

  • 6. Objection invitation (proactive)w 10

    5/5 — Proactively surfaced 1+ objection

    1/5 — Reactive only

  • 7. Pricing timing (40–49 min, 3–4 mentions)w 5

    5/5 — Discussed 40–49 min in, 3–4 mentions

    1/5 — Avoided entirely or front-loaded

  • 8. Talk ratio 55–65% repw 5

    5/5 — In band, no monologue >2 min

    1/5 — Above 80% / under 40%; or monologue >4 min

  • 9. Firm future commitw 10

    5/5 — Next step with EB or champion+sponsor on calendar

    1/5 — "I'll send the deck over"

Proposal & Close scorecards are researched and ship in the full playbook (SPEC §11). In-app editing is roadmap.