01 · Discover
Discover
How do they first hear that a problem like theirs has a name?
Revenue
Seller
What Seller feels is stuck, and who still owns it.
Scenes they enter
B2B complex sale
02 · Evaluate
Evaluate
How do they compare options without talking to sales yet?
03 · Decide
Decide
What helps the buying group say yes with a straight face?
- Pain
- forgotten call notes
- Job
- Listen well, capture what was said, and follow up with a proposal that reflects the real need.
- Unstuck by
- Captures discovery so the proposal can quote the customer, not the salesperson’s memory.
- Still owns
- Seller
- Way
- Fireflies
- Pain
- quote from memory
- Job
- Turn discovery into a clear recommendation, scope, and price the buyer can share — and see whether they opened it.
- Unstuck by
- The artefact is one tailored commercial story the buying group can click through, not a questionnaire pack.
- Still owns
- Seller
- Way
- Qwilr
04 · Onboard
Onboard
How do they reach first value before enthusiasm fades?
05 · Adopt
Adopt
What keeps the product or service in weekly use?
06 · Expand
Expand
When is it honest to offer more — and through which surface?
- Pain
- forgotten call notes
- Job
- Listen well, capture what was said, and follow up with a proposal that reflects the real need.
- Unstuck by
- Captures discovery so the proposal can quote the customer, not the salesperson’s memory.
- Still owns
- Seller
- Way
- Fireflies
- Pain
- nobody owns the next step
- Job
- See which deals are real, which are theatre, and what to do this week — without a spreadsheet archaeology project.
- Unstuck by
- The job is an inspected forecast — which deals are real this quarter — not another dashboard nobody believes.
- Still owns
- Sales ops
- Way
- Clari
07 · Advocate
Advocate
Where can a happy customer say something true in public?
Scenes they enter
SME service customer
02 · Enquire
Enquire
Can they get a straight answer without waiting for office hours?
03 · Book
Book
How frictionless is the yes — quote, slot, or kickoff?
- Pain
- forgotten call notes
- Job
- Listen well, capture what was said, and follow up with a proposal that reflects the real need.
- Unstuck by
- Captures discovery so the proposal can quote the customer, not the salesperson’s memory.
- Still owns
- Seller
- Way
- Fireflies
- Pain
- quote from memory
- Job
- Turn discovery into a clear recommendation, scope, and price the buyer can share — and see whether they opened it.
- Unstuck by
- The artefact is one tailored commercial story the buying group can click through, not a questionnaire pack.
- Still owns
- Seller
- Way
- Qwilr
04 · Deliver
Deliver
Does the work match what the website promised?
05 · Care
Care
When something is off, how fast do they feel heard?
06 · Repeat
Repeat
What makes coming back easier than finding someone new?
Scenes they enter
SaaS product journey
01 · Aware
Aware
How do they learn the category and your name in the same week?
02 · Try
Try
What happens in the first session — and who helps if they stall?
03 · Activate
Activate
What is first value, and how do you know they hit it?
04 · Subscribe
Subscribe
What removes doubt at the paywall or upgrade?
- Pain
- forgotten call notes
- Job
- Listen well, capture what was said, and follow up with a proposal that reflects the real need.
- Unstuck by
- Captures discovery so the proposal can quote the customer, not the salesperson’s memory.
- Still owns
- Seller
- Way
- Fireflies
05 · Use
Use
How do they get unstuck without opening a ticket they will regret?
06 · Renew & expand
Renew & expand
Is expansion earned in the product, or only in a QBR?
Scenes they enter
Agency–client engagement
01 · Brief
Brief
How does the real problem show up before the RFP language?
02 · Propose
Propose
Can you challenge the brief and still look like a partner?
- Pain
- forgotten call notes
- Job
- Listen well, capture what was said, and follow up with a proposal that reflects the real need.
- Unstuck by
- Captures discovery so the proposal can quote the customer, not the salesperson’s memory.
- Still owns
- Seller
- Way
- Fireflies
- Pain
- quote from memory
- Job
- Turn discovery into a clear recommendation, scope, and price the buyer can share — and see whether they opened it.
- Unstuck by
- The artefact is one tailored commercial story the buying group can click through, not a questionnaire pack.
- Still owns
- Seller
- Way
- Qwilr
03 · Kickoff
Kickoff
How do you lock outcomes, not just a scope PDF?
04 · Deliver
Deliver
Where does work get reviewed so nobody is surprised?
05 · Measure
Measure
What evidence do you bring that this moved a business number?
- Pain
- forgotten call notes
- Job
- Listen well, capture what was said, and follow up with a proposal that reflects the real need.
- Unstuck by
- Captures discovery so the proposal can quote the customer, not the salesperson’s memory.
- Still owns
- Seller
- Way
- Fireflies
06 · Retain
Retain
Why would they brief you again without a pitch?
Scenes they enter
Ecommerce & retail digital
01 · Browse
Browse
How do they find the product among a thousand lookalikes?
02 · Consider
Consider
What answers the size, fit, or ‘is this for me’ question?
03 · Buy
Buy
What still kills conversion after they meant to purchase?
04 · Receive
Receive
Does delivery and unboxing match the ad they clicked?
05 · Care
Care
Returns, defects, ‘where is my order’ — who answers at 21:00?
06 · Reorder
Reorder
What makes the second order easier than the first?
Scenes they enter
Partner & channel revenue
01 · Recruit
Recruit
Who should be in the programme — and why would they join?
02 · Activate
Activate
What gets a partner deal-ready before they embarrass both sides?
03 · Align
Align
Where is the overlap, and who already has the warm path?
- Pain
- forgotten call notes
- Job
- Listen well, capture what was said, and follow up with a proposal that reflects the real need.
- Unstuck by
- Captures discovery so the proposal can quote the customer, not the salesperson’s memory.
- Still owns
- Seller
- Way
- Fireflies
04 · Sell
Sell
How does a partner register, quote, and show up prepared?
- Pain
- forgotten call notes
- Job
- Listen well, capture what was said, and follow up with a proposal that reflects the real need.
- Unstuck by
- Captures discovery so the proposal can quote the customer, not the salesperson’s memory.
- Still owns
- Seller
- Way
- Fireflies
05 · Protect margin
Protect margin
What stops a discount, rebate, or conflict from eating the deal?
- Pain
- quote from memory
- Job
- Turn discovery into a clear recommendation, scope, and price the buyer can share — and see whether they opened it.
- Unstuck by
- The artefact is one tailored commercial story the buying group can click through, not a questionnaire pack.
- Still owns
- Seller
- Way
- Qwilr
06 · Grow
Grow
Who sourced or influenced the revenue — and who is dormant?
- Pain
- nobody owns the next step
- Job
- See which deals are real, which are theatre, and what to do this week — without a spreadsheet archaeology project.
- Unstuck by
- The job is an inspected forecast — which deals are real this quarter — not another dashboard nobody believes.
- Still owns
- Sales ops
- Way
- Clari
What they owe the next person
Handoffs.
SellerHands over
proof packThe thing that must arrive
Application engineerMust be able to use it
Failure: The pack is a slide dump the engineer cannot run in the room.
Content writerHands over
articleThe thing that must arrive
SellerMust be able to use it
Failure: The seller cannot find the proof when the buyer asks.
SDRHands over
notesThe thing that must arrive
SellerMust be able to use it
Failure: The call notes are forgotten before the next meeting.
SellerHands over
draft answersThe thing that must arrive
Tender managerMust be able to use it
Failure: The RFP is still blank when procurement’s clock starts.
SellerHands over
deckThe thing that must arrive
Application engineerMust be able to use it
Failure: The deck is a tour the buyer cannot follow.
SellerHands over
paperThe thing that must arrive
LegalMust be able to use it
Failure: Nobody owns the next step after the verbal yes.
Partner managerHands over
overlap listThe thing that must arrive
SellerMust be able to use it
Failure: Two partners sell the same account blind.
SellerHands over
quoteThe thing that must arrive
Sales opsMust be able to use it
Failure: The number came from memory, not the current price list.
One way this gets unstuck
Pain first.
- Pain
- forgotten call notes
- Job
- Listen well, capture what was said, and follow up with a proposal that reflects the real need.
- Unstuck by
- Captures discovery so the proposal can quote the customer, not the salesperson’s memory.
- Still owns
- Seller
- Way
- Fireflies
- Pain
- nobody owns the next step
- Job
- See which deals are real, which are theatre, and what to do this week — without a spreadsheet archaeology project.
- Unstuck by
- The job is an inspected forecast — which deals are real this quarter — not another dashboard nobody believes.
- Still owns
- Sales ops
- Way
- Clari
- Pain
- quote from memory
- Job
- Turn discovery into a clear recommendation, scope, and price the buyer can share — and see whether they opened it.
- Unstuck by
- The artefact is one tailored commercial story the buying group can click through, not a questionnaire pack.
- Still owns
- Seller
- Way
- Qwilr