An end-to-end funnel plus the founder-led sales playbook — DNA-extracted from 20 real founder calls — that the first AE can inherit on day one.
Founder-led sales is the only way to learn the real DNA of how customers buy. Without that codification, the first AE hire fails 70% of the time. This module captures, transcribes and structures the playbook so it survives the founder handing off sales.
A senior-led delivery sequence — not a template dump. Each phase is operated with your team, not handed over as a deck.
Record and transcribe 20 founder sales calls (live + retro), tag pain triggers, objections, decision criteria and language patterns.
Cross-call pattern analysis, ICP × use-case × objection matrix, identification of the repeatable winning motion vs. accidental wins.
Discovery framework v1 (pain → impact → urgency), top-20 objection battlecards, demo script and modular proposal template drafted with the founder.
TOFU → MOFU → BOFU stages defined with exit criteria, CRM pipeline configured (stages, fields, qualification rules) and dashboards wired.
Founder records the gold-standard 30-min demo with cue-sheet; mock discovery and objection drills run with the founding AE.
First AE onboarded against the playbook, 30/60/90 ramp plan installed, weekly deal-review cadence with the founder for the first quarter.
3–4 weeks