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Sales System Overview

1. Purpose​

The Sales System (System 03) converts interest into revenue. It takes qualified leads from System 02 (Marketing) and guides them through a structured consultative process to become successful clients.

2. Core Philosophy​

  • Consultative, Not Transactional: We do not "sell"; we diagnose. If we cannot solve the problem, we do not make an offer.
  • Process-Driven: Every deal follows the same stages in HubSpot. No "winging it."
  • Speed to Lead: We respond to MQLs within 4 business hours.

3. Tech Stack​

  • HubSpot Sales Hub: The Single Source of Truth for all deal activity, communication logging, and pipeline management.
  • PandaDoc / HubSpot Quotes: For sending proposals and collecting e-signatures.
  • Stripe: For payment processing (linked via System 07).

4. Key Metrics (KPIs)​

  • New Revenue (ARR/MRR): Total value of closed deals.
  • Win Rate: % of Proposals that become Closed-Won.
  • Sales Cycle Length: Average days from "Discovery" to "Closed-Won."
  • Average Contract Value (ACV): Revenue per deal.

5. Interactions & Handoffs​

  • Input (From Marketing): Receives MQLs (Marketing Qualified Leads) via the CRM Integration.
  • Output (To Fulfillment):
  • Output (To Accounting):
    • Trigger: Contract Signed.
    • Action: Notify System 07 (Accounting) to verify deposit and set up recurring billing.
  • Output (To Support):
    • Trigger: Post-sale questions.
    • Action: Introduce Client to System 09 (Support) for long-term care.

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