Templates/Sales Process
SalesIntermediateFree Template

B2B SaaS Sales Process Template

Complete founder-led sales playbook with scripts, scorecards, and objection handling. Built from closing 100+ early-stage deals. Includes BANT qualification, discovery calls, demos, and closing techniques.

Template Type
PDF Guide
Time to Customize
2-3 hours
Sales Stages
7 Stages
Based On
100+ Deals

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Get instant access to the complete playbook with scripts, frameworks, objection handling, and email templates.

7-Stage Sales Process

A proven framework for founder-led sales, with clear exit criteria and activities for each stage.

Stage 1

Prospecting

Identify and qualify potential customers

EXIT CRITERIA:

  • Identified decision maker
  • Confirmed budget availability
  • Verified need/problem exists
  • Timeline established

KEY ACTIVITIES:

  • LinkedIn outreach
  • Email sequences
  • Cold calling
  • Referral requests
  • Content engagement
Stage 2

Qualification

Assess fit using BANT framework

EXIT CRITERIA:

  • Budget confirmed (BANT)
  • Authority verified (BANT)
  • Need validated (BANT)
  • Timeline confirmed (BANT)

KEY ACTIVITIES:

  • BANT qualification call
  • Discovery questions
  • Pain point identification
  • Decision process mapping
Stage 3

Discovery

Deep dive into customer needs and challenges

EXIT CRITERIA:

  • Full problem understanding
  • Current solution identified
  • Decision criteria clear
  • Stakeholders mapped

KEY ACTIVITIES:

  • Discovery call (30+ questions)
  • Stakeholder interviews
  • Process documentation review
  • ROI calculation
Stage 4

Demo/Presentation

Show how your solution solves their problem

EXIT CRITERIA:

  • Product fit confirmed
  • Value demonstrated
  • Objections addressed
  • Next steps agreed

KEY ACTIVITIES:

  • Customized demo
  • Use case walkthrough
  • ROI presentation
  • Q&A session
Stage 5

Proposal

Present pricing and terms

EXIT CRITERIA:

  • Proposal delivered
  • Pricing discussed
  • Terms reviewed
  • Timeline confirmed

KEY ACTIVITIES:

  • Proposal creation
  • Pricing presentation
  • Contract terms review
  • Implementation timeline
Stage 6

Negotiation

Address concerns and finalize terms

EXIT CRITERIA:

  • All objections handled
  • Terms agreed upon
  • Pricing finalized
  • Contract ready

KEY ACTIVITIES:

  • Objection handling
  • Term negotiation
  • Pricing discussions
  • Legal review
Stage 7

Closing

Finalize the deal and onboard

EXIT CRITERIA:

  • Contract signed
  • Payment received
  • Onboarding started
  • Success metrics defined

KEY ACTIVITIES:

  • Contract execution
  • Payment processing
  • Onboarding kickoff
  • Success plan creation

BANT Qualification Framework

budget - Budget

Qualification Questions:

  • What budget have you allocated for solving this problem?
  • How do you typically budget for software purchases?
  • What's the approval process for this type of purchase?
  • Have you purchased similar solutions before? What was the budget?

Red Flags:

  • ×No budget allocated
  • ×Budget significantly below your pricing
  • ×Unclear approval process
  • ×Budget approval takes 6+ months

authority - Authority

Qualification Questions:

  • Who else is involved in this decision?
  • What's your role in the decision-making process?
  • Who needs to approve this purchase?
  • Have you made similar decisions before?

Red Flags:

  • ×Not the decision maker
  • ×Multiple stakeholders with conflicting priorities
  • ×Decision requires board approval (long timeline)
  • ×No clear decision process

need - Need

Qualification Questions:

  • What problem are you trying to solve?
  • How is this problem impacting your business today?
  • What happens if you don't solve this?
  • What solutions have you tried before?

Red Flags:

  • ×Problem is not urgent
  • ×Current solution is working fine
  • ×No clear pain point
  • ×Problem is not a priority

timeline - Timeline

Qualification Questions:

  • When do you need this problem solved?
  • What's driving the timeline?
  • Are there any deadlines or events that affect timing?
  • What would need to happen to move faster?

Red Flags:

  • ×No clear timeline
  • ×Timeline is 12+ months away
  • ×Timeline keeps getting pushed
  • ×No urgency or deadline

Common Objections & Responses

Objection: "We don't have budget right now"

Response:

I understand budget constraints. Let's explore if there's a way to start small or if we can demonstrate ROI that justifies the investment. What would need to happen for budget to become available?

Prevention:

Qualify budget early in the process using BANT framework

Objection: "We're already using [competitor]"

Response:

That's great - it means you see value in this type of solution. What's working well with [competitor], and what challenges are you facing? Many of our customers switched because of [specific differentiator].

Prevention:

Research their current solution before the call and prepare competitive positioning

Objection: "We need to think about it"

Response:

Of course. To help you make the best decision, what specific concerns or questions do you need to address? I'm happy to provide additional information or connect you with similar customers.

Prevention:

Create urgency with limited-time offers or implementation timeline benefits

Objection: "The price is too high"

Response:

I understand price is a consideration. Let's break down the ROI - if this saves you [X hours/week] at [Y rate], that's [Z value]. What would the price need to be for this to make sense?

Prevention:

Establish value before discussing price. Use ROI calculator during discovery

Objection: "We're not ready to make a decision"

Response:

I appreciate that. What would need to happen for you to be ready? Is it a timing issue, or are there specific concerns we should address?

Prevention:

Understand decision process and timeline early. Set clear expectations

When to Hire Your First Sales Rep

Signs You're Ready:

  • You've closed 10+ customers yourself and have a repeatable process
  • You have more qualified leads than you can handle
  • Sales process is documented and can be taught
  • You have product-market fit and consistent demand
  • Unit economics support hiring (LTV:CAC > 3:1)

What to Look For:

  • Experience selling similar products to your ICP
  • Comfortable with founder-led sales process (not just enterprise)
  • Coachable and willing to learn your process
  • Self-motivated and comfortable with ambiguity

Related Playbooks & Resources

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Track sales metrics and conversion rates

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