Before the call
Put a short agenda in the invite and build it with your SE. Know what this step is for, and what you will ask the customer to send.
Buyer-led sales process
A Deal Workspace That Guides Reps Through Enterprise Deals.
Every deal in EvidenceSales opens a Deal Workspace with six guided steps. Plain words, one step at a time, for reps who never had sales training.
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The idea
Let the Customer Lead the Pace.
Enterprise deals take time, and pushing rarely makes them faster. In a buyer-led process the rep helps the customer run their own decision: ask before showing, wait for their list in writing, and test only when they ask to. A customer who will not write down what they need is not serious yet, and the rep's time is better spent elsewhere.
The Deal Workspace keeps that method in front of the rep on every deal. It shows the step the deal is on, what to do before, during, and after the call, and the customer evidence that moves the deal forward. The guidance never moves a deal by itself. Only documented customer evidence does.
Six guided steps
The Same Six Steps on Every Deal.
The Deal Workspace shows one step at a time under This step, with every proof gate listed below it.
- Discovery. Find out what is broken for them. Don't show the product yet.
- First demo. Show the basics. At the end, ask them to email you their use cases.
- Written use cases. Wait for their written list. Don't chase them and don't demo again.
- Tailored demo. Show only their written use cases, in their order.
- Evaluation, only if the customer asks. They asked to test it themselves. Your SE leads it. It lasts two to four weeks.
- Commercial and close. Contract, quote, signature. Go at their pace, not yours.
Step-by-step guidance
Before, During, and After the Call.
Each step has a short walkthrough in three parts. Every line is labelled Do, Say, Send, Ask, Listen, or Document, so a rep always knows what kind of action it is.
During the call
Follow the agenda. Ask the guided questions for this step and listen more than you talk. End early when you are done.
After the call
Send the follow-up email the same day. Document what the customer said or sent, in their words, on the deal.
Every meeting
Agenda in the invite. End early when done. Follow-up email after.
Written use cases
Their List in Writing Comes Before the Tailored Demo.
At the end of the first demo the rep asks the customer to email a prioritized list of their use cases. Everything after that waits for the list.
What the rep says
“Could you send us a prioritized list of your use cases so we can tailor our next demo session?”
The tailored demo stays locked
The Tailored demo step waits until their written use cases arrive by email. Then the demo shows only their use cases, in their order.
One friendly email, then wait
While the deal waits, the Deal Workspace counts the days since the first demo. After a week, the rep can send one short, friendly email. No calls, no extra demos.
Not serious yet
If 30 days pass after the first demo without written use cases, the deal is marked Not serious yet and left out of the forecast totals. The rep steps back politely. The deal comes back the day their list arrives.
Evaluations
Evaluations Only When the Customer Asks.
Most deals never need one. When a customer does ask to test the product themselves, the Deal Workspace keeps the evaluation short, scoped, and led by the sales engineer.
- The customer asks first. You never offer a trial or a test. When the customer asks to try it themselves, you document who asked, when, and their exact words.
- Scope it with your SE. Each written use case is marked Prove in evaluation or Demo only, with your SE named on the evaluation.
- Prerequisites confirmed before kickoff. Your SE sends the prerequisites. You confirm they were sent, then that every one is complete. Kickoff stays locked until both are done.
- Two to four weeks, led by your SE. At kickoff the planned end is set at most four weeks out, and the deal shows which week the evaluation is in.
- Judged on the in-scope use cases. The result is judged against the use cases marked Prove in evaluation. Demo-only items are kept apart, so the goal does not move.
Old habit, new habit
One Habit to Change at Each Step.
Each step names the habit that usually slows a deal down, and the one to use instead. These are the exact pairs the Deal Workspace shows.
| Step | Old habit | New habit |
|---|---|---|
| Discovery | Demo on the first call. | Ask questions first. Demo after you know their problem. |
| First demo | Demo every feature to impress them. | Show the basics, then ask for their list in writing. |
| Written use cases | Chase them with calls and more demos. | Send one friendly email, then wait. No list means not serious yet. |
| Tailored demo | Demo everything again. | Demo only their written use cases. |
| Evaluation | Kick off before IT is ready. | Kickoff only after every prerequisite is complete. |
| Commercial and close | Push for a signature at quarter end. | Follow their steps. Pressure slows them down. |
Emails, agendas, and questions
The Words Are Already Written.
Reps do not have to start from a blank page. Two guides sit beside every deal.
Emails and Agendas
Seven short examples with a Copy button each, from the discovery agenda to the follow-up email. Reps send them from their own email. EvidenceSales does not send anything for them.
The rules behind them
Invite rule: put a 3-4 bullet agenda in every meeting invite. Build it with your SE. Email rule: 1 sentence. Line break. 1 or 2 sentences. Line break. 1 clear ask. Make it easy: we do the work, so they only need to forward it.
Guided Questions
Nine questions in three groups (Business, Timeline, and Trust), each tagged with the step to ask it at. For example: “What happens if nothing changes this year?”
Always one click away
Both guides sit in the app's sidebar, and the step walkthroughs link straight to the email or question they need.
Try the Deal Workspace on Your Real Deals.
Use the full product for 30 days. No credit card is required.
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