How do I turn random wins into a sales process someone else can run?
Write it down, then make it boring. Take your last ten closed deals and map what actually happened at each stage, then turn that into templates: a qualification checklist, a discovery guide, a demo structure, a pricing sheet with approved discount bands, and a definition of what a stage change requires. Add a weekly pipeline review with the same questions every time, and run loss reviews on every deal you drop so the playbook keeps improving. Do not set quotas until the process is proven repeatable, because a quota on an unproven motion just teaches you that the rep failed. The test is simple: could a competent new hire close a deal using only what you have written?
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Built from a masterclass with Mohit Garg, former CRO at MindTickle, and written for cross-border companies selling from India, including how to structure SDR and AE teams for cost efficiency. Covers qualification, MEDDIC scoring, pipeline reviews and loss reviews in one place.
Covers ICP definition, the PBC structure for running a sales call, pilot design and weekly forecasting in one place, with templates for the call scorecard and the forecast model. The most useful single page for a founder building their first process.
The whole 400 page book is readable free chapter by chapter, written specifically for founders and first-time sellers rather than career sales people. Chapters 4 to 8 (prospecting, outreach, pitching, closing) are the ones to read first.
Yamini Bhat turned her own early wins at Vymo into a motion that sells to banks and insurers, so she talks about the unglamorous part: what each stage means, who owns it, and what a new rep needs written down. Useful when the process still lives only in the founder's head.
