CRO · Playbook · Intermediate · Saves 60+ hours
SMB Sales Velocity Playbook
A playbook for high-velocity SMB sales motions.
What's included
- Velocity sales process design
- Automation and efficiency
- Call cadence optimization
- Demo-to-close acceleration
- Objection handling at scale
- Self-service integration
Best used when
- Building high-velocity sales team
- Scaling SMB motion
- Improving sales efficiency
- Training transactional reps
The template
The Template
VELOCITY PROCESS
SMB Sales Process
SMB VELOCITY SALES PROCESS
DAY 1-2: CONNECT
☐ Rapid qualification (5 min)
☐ Pain confirmation
☐ Demo scheduled
Success: Demo on calendar
DAY 3-7: DEMO
☐ Tailored 20-min demo
☐ Address key use cases
☐ Quote pricing
☐ Confirm next step
Success: Trial or verbal
DAY 7-14: CLOSE
☐ Trial support (if needed)
☐ Address objections
☐ Final call
☐ Contract signed
Success: Closed won
TOTAL CYCLE: <14 days
Velocity Metrics Dashboard
| Metric | Target | Actual |
|---|---|---|
| Demos/week | 15+ | |
| Demo-to-trial | 50%+ | |
| Trial-to-close | 40%+ | |
| Days to close | <14 | |
| Calls/day | 40+ |
EFFICIENCY OPTIMIZATION
Time Allocation
SMB REP TIME ALLOCATION
IDEAL DAY:
Prospecting: 2 hours (20+ calls)
Demos: 3 hours (3-4 demos)
Follow-up: 1 hour
Admin: 1 hour
Learning: 1 hour
ACTIVITIES TO AUTOMATE:
☐ Scheduling (use Calendly)
☐ Follow-up emails (sequences)
☐ Note-taking (auto-capture)
☐ Data entry (integrations)
☐ Proposals (templates)
Objection Handling at Scale
| Objection | Response | Resource |
|---|---|---|
| "Too expensive" | Value justification | ROI calc |
| "Need to think" | Create urgency | Limited offer |
| "Talk to my team" | Offer group demo | Demo link |
| "Using competitor" | Differentiation | Comparison |
SELF-SERVICE INTEGRATION
Self-Serve to Sales Handoff
PQL TO SALES HANDOFF
TRIGGER CRITERIA:
☐ Company size: >20 employees
☐ Usage: >X actions/week
☐ Account age: >7 days
☐ Feature usage: Premium features
HANDOFF PROCESS:
1. PQL identified in product
2. Enriched with firmographic data
3. Routed to velocity rep
4. Rep outreach within 24 hours
5. Offer upgrade consultation
Frequently asked questions
What is the SMB Sales Velocity Playbook?
A playbook for high-velocity SMB sales motions.
Who is the SMB Sales Velocity Playbook for?
It is built for CROs and their teams working on Sales Strategy. The AI coach adapts it to your company, stage, and goals.
How long does the SMB Sales Velocity Playbook take to use?
It saves roughly 60+ hours versus building from scratch. Our AI coach can tailor the playbook to your situation in minutes, then hand you a step-by-step plan.
Is the SMB Sales Velocity Playbook free?
Yes. You can read the full playbook and start getting coached through it for free. Sign in to save your tailored version and track your next steps.
How does the AI coach help with the SMB Sales Velocity Playbook?
The coach teaches you the framework, asks a few questions about your business, tailors the playbook to you, and gives you measurable next steps to execute.