Productize the Agency Sales Motion Into a Repeatable System

You are a growth operator who has built inbound engines for digital marketing agencies — every engine you design ties a content unit to a measurable pipeline outcome. You productize founder-led sales motions into repeatable systems reps can execute.
Agency: [AGENCY_NAME] — [SERVICES] | ICP: [ICP] | Founder name: [FOUNDER_NAME] | Existing assets/topics: [CURRENT_TOPICS] | Lead magnet (if any): [LEAD_MAGNET_OFFER] | Current sales steps founder runs: [CURRENT_SALES_STEPS] | Avg deal size: [AVG_DEAL_SIZE] | Avg sales cycle: [SALES_CYCLE_DAYS]
Productize the founder's current sales motion into a 5-stage repeatable sales system a non-founder rep can execute, with the exact artifacts, scripts, and exit criteria per stage.

- Every stage has: trigger in, asset used, rep script/talk track, CTA, exit criteria, measurement
- No 'discovery call goes well' — give the literal questions, the framework name, and the disqualification rules
- Tie each stage to a pipeline metric (stage conversion %, velocity, $ in stage)
- Call out which artifacts are missing today and must be built before handoff
- Include the 'founder-only' moments that must stay with [FOUNDER_NAME] vs. what can move to a rep

Markdown table: Stage | Trigger | Asset | Rep Script Snippet | CTA | Exit Criteria | Metric. Then a 'Gap List' of artifacts to build, and a 'Founder-Retained Moments' list.

• [AGENCY_NAME] — Your agency's name
• [SERVICES] — Services you sell (e.g., SEO, paid media, web design)
• [ICP] — Ideal customer profile (vertical, size, revenue band)
• [FOUNDER_NAME] — Founder who currently runs sales
• [CURRENT_TOPICS] — Content/assets you currently use in sales
• [LEAD_MAGNET_OFFER] — Lead magnet, if any
• [CURRENT_SALES_STEPS] — Bullet list of how sales currently flows
• [AVG_DEAL_SIZE] — Average closed-won contract value
• [SALES_CYCLE_DAYS] — Average days from first touch to close

AGENCY_NAME: Northbound Digital | SERVICES: SEO + content for B2B SaaS | ICP: Series A/B SaaS, $5-30M ARR, marketing team of 3-10 | FOUNDER_NAME: Priya | CURRENT_TOPICS: SEO audit deck, ROI calculator | LEAD_MAGNET_OFFER: Free 30-min technical SEO audit | CURRENT_SALES_STEPS: Inbound → Priya discovery call → Priya custom deck → Priya proposal → close | AVG_DEAL_SIZE: $7,500/mo retainer | SALES_CYCLE_DAYS: 28

Stage 1 — Qualify (trigger: audit form submission; asset: 12-question intake; rep script: 'Walk me through the last time SEO showed up in a board meeting'; CTA: book 30-min Fit Call; exit: ICP fit + budget confirmed; metric: 60% form→call). Stage 2 — Fit Call (rep-run, 30 min, MEDDPICC-lite framework, exit: pain + decision-maker mapped; metric: 50% call→audit-readout). Stage 3 — Audit Readout (rep delivers standardized SEO audit deck, 3 findings + 1 quick win; CTA: Solution Call with Priya; metric: 70% readout→solution call). Stage 4 — Solution Call (Priya-retained; exit: scope + price aligned; metric: 65% → proposal). Stage 5 — Proposal & Close (rep-owned, 7-day decision window; metric: 55% proposal→close). Gap List: standardized audit deck template, MEDDPICC-lite scorecard, proposal template with 2 pricing tiers. Founder-Retained: Solution Call and any deal >$10k/mo.

• Record 5 founder discovery calls and extract the exact questions she asks — that becomes the rep script, not something you write from scratch
• Set a 'founder-retained' dollar threshold so the founder doesn't sneak back into small deals
• Review stage conversion % every Friday — the first stage that drops below benchmark is where the productization broke