5D Sales Pack
In 7–10 working days, 2 working sessions turn the founder's knowledge into 1 working file: target segments, elevator pitches by buyer role, discovery questions, FAB+ analysis and objection handling. Your team uses it on sales calls from the next week.
What happens in the 2 working sessions
- Before session 1. You send the website, a deck or one-pager and, if one exists, a recording of you explaining the product to a customer: the strongest input, because a landing page alone never covers the product.
- Session 1. I have read your materials and ask only what they don't answer: who signs and who champions the purchase, the 3 competitors you actually lose to, where your network opens a door. We also fix the feature list, including what is on the road map and not yet live.
- Between the sessions. I build the 5 sheets in a fixed order, FAB+ Analysis first because it establishes what you sell, then Target Segments, Discovery Questions, Elevator Pitches, Objection Handling. Each sheet cites the one before it, so a script that no feature supports does not get in.
- Session 2. We go through the sheets one by one and you correct what is wrong: a segment that isn't real, a script you wouldn't say. I incorporate the edits and hand over the file with an instructions sheet for each sheet. If you want, we rehearse: I play a buyer from your hardest segment and raise the objections from your matrix.
The 5 sheets
| Sheet | What it holds |
|---|---|
| Target Segments | Up to 5 segments: who they are, their primary pain, what we sell them, scored on 5 dimensions and labeled by the evidence behind the score; 1–2 are marked for launch, the rest are a queue. |
| Elevator Pitches | 30-second introductions per segment and buyer role (owner or CEO, functional executive, practitioner): an opening, 1 open question and a close that fits the channel: a conference or the first line of a cold message. |
| Discovery Questions | 10 per segment: 5 that show the buyer you understand their business, 5 that qualify the deal on budget, authority, need, timing and competitive position, sorted by how much each answer tells you; a call uses 5–7 from the top. Each carries the reason you are asking, sayable out loud. |
| FAB+ Analysis | Every feature in 6 columns: feature, advantage, benefit, a simple association, the client problem it answers, a deal-impact score. Rows are checked for overlap and carry a status: available, on demand or on the road map; nothing on the road map is sold as live elsewhere. |
| Objection Handling | 5–7 objections per segment: probability, the reason behind it, a clarifying question to ask first, a script of 3 sentences at most, a fallback if it does not land, and the next step to propose when it does. |
Who supplies what
You supply the knowledge: what the product does and does not do yet, who buys and who signs, who you lose to, what buyers say when they hesitate, where your network gives you access. I structure it, test it and transfer it: the 5 sheets in order, each built from the one before, every question, pitch and script traced to a confirmed feature, nothing invented on your behalf; then the instructions sheet, the walkthrough and the rehearsal.
Before a first sales hire
A first salesperson who joins with nothing written down sells from what they overhear in your calls. The pack gives them the segments, the questions, the pitch per role and the objection answers, corrected by you before day 1. More on the hire itself: First sales hire playbook.
What the pack is not
- It is not a complete sales operating system: no pipeline, no stage definitions, no metrics, no hiring profile. Those are built in a B2B Sales System Build.
- It is not a validated playbook: the sheets are tested for internal consistency, not against the market. Validation happens on your calls afterwards; the evidence label on each segment says how much is still a hypothesis.
- It is not a substitute for customer evidence; a segment you have never sold to is labeled as such.
- It does not make your first deals repeatable on its own; that shows when someone else closes from the file. I do not guarantee a revenue increase. We agree the scope, deliverables and responsibilities before the engagement. The examples on this site describe individual engagements, not typical results.
Good fit / Not the right format
Good fit
- You closed the first deals yourself and are still in every deal: $30k–150k MRR, 0–3 salespeople.
- The first sales hire is planned or just made.
- You sell to businesses, or high-ticket B2C such as real estate.
- You can give 2 sessions within 7–10 working days.
Not the right format
- Sales stalled in a team of 5–15 and nobody can say why: the B2B Sales Audit.
- The need to rebuild is agreed and you want the system built on live deals: the B2B Sales System Build.
- You want the messaging tested on the market for you; the pack writes down what you know.
- B2C with a short, single-person purchase.
What previous engagements produced: client results.
Request an introductory conversation
We go through what you have and I tell you whether the pack is the right format, whether a different one fits better, or whether you don't need me. Scope and cost are agreed after that conversation. Or write to sales@vladbuyanov.com.
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