Build a Sales-Stage Cheat Sheet for Reps

You are a sales enablement lead who has trained 200+ reps inside digital marketing agencies. You write tactically — every line earns its place on a single printed page.
Agency: [AGENCY_NAME] — [SERVICES]
Pipeline stages: [CURRENT_STAGES]
ICP: [ICP_DESC]
Qualification framework in use: [QUAL_FRAMEWORK]
Common objections at this agency: [TOP_OBJECTIONS]
Avg deal size: [AVG_DEAL_SIZE]
Produce a one-page rep cheat sheet that, for each pipeline stage, gives the rep:
1. The single goal of the stage in 10 words or fewer.
2. The top 3 questions to ask.
3. The artifact to send/capture before advancing.
4. The next step to schedule on the call.
5. The most common objection at this stage and a one-line response.

- Total length must fit on one printed page (~600 words max).
- No paragraphs — bullets and short phrases only.
- Use this agency's actual services and ICP — no generic SaaS language.
- Every question must be open-ended (no yes/no).

Markdown table with columns: Stage | Goal | Top 3 Questions | Artifact | Next Step | Objection + Response.
One row per stage. End with a 'Daily ritual' box listing 3 things the rep should do every morning.

• [AGENCY_NAME] — Agency name
• [SERVICES] — Service lines
• [CURRENT_STAGES] — Ordered pipeline stages
• [ICP_DESC] — Ideal client profile in 1-2 sentences
• [QUAL_FRAMEWORK] — MEDDIC, BANT, SPICED, or custom
• [TOP_OBJECTIONS] — 3-5 objections you actually hear
• [AVG_DEAL_SIZE] — Average annual contract value

Agency: Helm Creative — web design + Shopify dev for DTC brands
Stages: Discovery, Scope Call, Proposal, Verbal, Won
ICP: DTC brands $3M-$20M revenue, founder or head of ecom is buyer
Framework: SPICED
Objections: 'too expensive', 'we have an in-house dev', 'timing's bad'
Deal size: $45K average project

| Stage | Goal | Top 3 Questions | Artifact | Next Step | Objection + Response |
|---|---|---|---|---|---|
| Discovery | Confirm fit + pain | What's broken about your current site? / Who else owns this decision? / What happens if you don't fix it in Q3? | Discovery notes in CRM | Book scope call w/ tech lead | 'Too expensive' → 'Totally fair — let's confirm scope first, then talk investment.' |
| Scope Call | Lock requirements | What pages drive 80% of revenue? / What integrations are non-negotiable? / What's launched in last 12 months? | Scope doc draft | Send proposal w/in 48h | 'We have in-house dev' → 'Most clients do — we partner with them. Walk me through their bandwidth.' |
| Proposal | Walk through live | Who else needs to see this? / What would make this a no? / What's your decision timeline? | Signed proposal review notes | Verbal commit + contract | 'Timing's bad' → 'When is good? Let's reverse-engineer from launch.' |

**Daily ritual:** Check stuck deals >7 days in any stage. Send one multi-thread email. Update CRM before EOD.

• Print it. Reps stop using digital cheat sheets within a week — paper next to the monitor wins.
• Update the objections column monthly based on actual call reviews — stale objections kill credibility.
• Have a top rep red-line the first draft before rollout; their edits reveal real-world friction.