SplashLogic AI Primer - Splashmetrics Account Portal

4. Define Your Sales Journey Flow

Drawing on the pitch you just defined, and based on your existing Sales Playbook, briefly describe how you'd like that process to play out across the stages of your self-serve sales pipeline. As you see, we've laid out an initial 5-stage pipeline. This aligns with most sales models (e.g. - Gartner ABM, SPICED, SPIN, etc.) Just fill in the specific stages you'd like for now (at least the first 3) so our AI can build a first pass of the self-serve journey for you. We can then refine it in the actual plan during onboarding. NOTE: The example information aligns with the content demo journey we took you through.

You can skip this step!

Since you already have a Sales Playbook with this information, you can skip this step and upload your documents.

Stage 1

You've now engaged your buyer and this is your first sales touch with them. For example, perhaps you have directed them to this personalized sales journey from a targeted LinkedIn campaign, or you've sent them a cold email inviting them as a targeted buyer into it. How do you want to interact with them here? Typically, the best-practice is to preview what they'll get from personalized self-serve sales journey so they will continue into it. (Content Example: An infographic with industry vertical selection.)

Stage 1: Sales Play - Profiling and Qualification *

Provide a brief rundown of the progressive profiling information you want from the buyer; and the qualification criteria the Buyer should meet for actionable follow-up.

Stage 1: Sales Play - Questions, Answers, Takeaways *

Provide a brief rundown of Buyer questions/objections at this stage, and how will you address them; and the main takeaway you want these Buyers to have at this stage before they progress through the rest of the journey.

Stage 2

The Buyer is now truly interested and is self-progressing into your self-serve pipeline to become more educated on your offering. Let's continue the above sales journey planning. (Content Example: An eBook with main painpoint selection.)

Stage 2: Sales Play - Profiling and Qualification *

Provide a brief rundown of the progressive profiling information you want from the buyer; and the qualification criteria the Buyer should meet for actionable follow-up.

Stage 2: Sales Play - Questions, Answers, Takeaways *

Provide a brief rundown of Buyer questions/objections at this stage, and how will you address them; and the main takeaway you want these Buyers to have at this stage before they progress through the rest of the journey.

Stage 3

The Buyer now sees the fit between your offering and her company's needs. You now need to compel her with more business-specific information regarding that fit. (Content Example: A maturity assessment with direct sales feedback report.)

Stage 3: Sales Play *

Provide a brief rundown of the following areas: 1. Profiling; 2. Qualification criteria; 3. Buyer questions/objections at this stage, and how will you address them; 4. The main takeaway you want these Buyers to have at this stage before they progress through the rest of the journey.

Stage 4

The Buyer is now compelled to champion your offering within the organization and to bring others into the sales journey. You now need to convince her with even more business-specific information regarding that fit. (Content Example: An ROI calculator with results she can share with the buying team.)

Stage 4: Sales Play *

Provide a brief rundown of the following areas: 1. Profiling; 2. Qualification criteria; 3. Buyer questions/objections at this stage, and how will you address them; 4. The main takeaway you want these Buyers to have at this stage before they progress through the rest of the journey.

Stage 5

The Buyer is now ready to meet with the AE and discuss the purchase. We usually recommend that this final digital experience be your Digital Sales Room, etc. instead of another content experience. That said, let us know where you'd like your Buyers to end their journey.

Stage 5: Notes

Instructions

1. Define Your Splash Campaign

2. Define Your Campaign Audience

3. Outline Your Sales Play

You can skip this step!

4. Define Your Sales Journey Flow

You can skip this step!

Stage 1

Stage 2

Stage 3

Stage 4

Stage 5

5. Refine Your GTM Knowledge Base

Congrats!