The document outlines a framework for customer-centric sales, emphasizing an organized approach from discovery calls to impact reviews. It features insights from a CMO/CEO experienced in SaaS companies and discusses various aspects of sales such as fit, engagement, and milestone planning. Overall, it serves as a blueprint for creating effective impact realization and sales strategies.

1. PRODUCED BY
Connecting The Wagons:
From Discovery Call to EBR

2. PRODUCED BYPRODUCED BY
About Me
• CMO/CEO of SaaS companies (LogLogic/Tibco, AgilOne, etc.)
• Growth Architect/Mentor at Storm Ventures
• Managing partner at Winning By Design (150+ SaaS Clients)
• @NextGenCMO | dominique@winningbydesign.com

3. PRODUCED BYPRODUCED BY
What is Customer Centric Sales?

4. PRODUCED BYPRODUCED BY
What is Customer Centric Sales?
IMPACT

5. PRODUCED BYPRODUCED BY
Connecting The Wagons
O’SH!T AHA WOW YEEHAW AWESOME OMG
Impact
Discovery
Impact
Demo
Impact
Commit
Impact
Review
Impact
Realization

6. PRODUCED BYPRODUCED BY
What is Fit?

7. PRODUCED BYPRODUCED BY
What is Fit?
IMPACT

8. PRODUCED BY
Fit in Inbound and Outbound
Fit
Interest
Interest
Fit
Inbound Outbound
Qualification Engagement

9. PRODUCED BY
Blueprint of an Impact Realization Plan
Impact Milestones Seller Responsibility Customer Responsibility
What Who When What Who When
Milestone 1
Milestone 2
Etc.

10. PRODUCED BY
Impact Review Timeline
Impact
Kickoff
RenewalCommit Monthly Impact Reports
Impact
Review
Scheduled
Alerted
First value 90 Days
Expansion Leads
At Risk Alerts

11. PRODUCED BY
Blueprint of an Impact Review Call
AxNOT
Impact Benchmark
Next steps
Connect
EBRStart of the call End of the call
High engagement F/U
Prep
Impact Review
Impact Discovery
Agenda

12. PRODUCED BY
THANK YOU

13. PRODUCED BY
Q&A