GTM & Sales-Process Playbook

The sales-process architecture Provecta deploys on engagements, written so you can run it yourself.

Stage 0 · Pre-work

• Define your ICP in one sentence and a hard anti-ICP (who you decline).
• Write a 5-question qualification screen. Fail two and the lead does not advance.

Stage 1 · Qualify (speed wins)

• SLA: first human touch in under 5 minutes for inbound.
• Capture pain, impact (in $ or hours), timeline, authority, current alternative.

Stage 2 · Discovery (quantify the pain)

• Open → narrow → quantify. Never present before you can state the cost of inaction in their numbers.
• Output: a one-line "commercial opportunity" sentence the buyer agrees with.

Stage 3 · Solution & proposal

• Map each recommendation to a pain quantified in Stage 2.
• Lead with the highest-payback fix. One-page ROI before the full scope.

Stage 4 · Negotiate & close

• Pre-handle the top 3 objections in the proposal itself.
• Reason code required on every Closed Won and Closed Lost.

Stage 5 · Handoff

• Closed Won auto-creates the onboarding project. Clean handoff = kickoff booked before the contract dries.

Metrics that govern the process