<aside> 💡 Make a copy of this Miro board to get started.

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Workshop Deck:

Crash Course — Driving Sales Velocity by Selling With Buyers.pdf

#1: Mad Libbed Problem Statements

Set up for sellers:

Pick one account with a recent discovery conversation.

Write a draft problem statement based on that call. We’re going to give everyone 5 minutes to draft theirs, then share out with the team.

<aside> 💡 [Seller Name]

Call Notes:

Problem Statement:

Despite trying _________

we still can’t ________

because __________,

which means_______.

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Instruction for sales leader:

While the team’s writing problem statements, play some music to help everyone focus.

If you lead a larger team, break the group up into smaller units, bringing different roles together. For example, have a seller join up with a CSM and sales engineer, along with a sales manager.

Then, ask someone to volunteer and share their problem statement with the group. Everyone else listens and shares ideas on how to improve the quality of the problem statement.

Do this several times, scoring each problem statement with the group based on:

• Does the problem statement include specific numbers and metrics?
• Does the problem statement reference a high-level priority in the business?