SalesPlaybook Sales Assessment 2025

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My primary sales challenge(s) preventing me from scaling sales are a lack of* This field is required.

Awareness: Buyers don't know, trust, like & demand us enough to hit our demand gen targets

Education: Buyers don't understand & drive the buyer journey to hit our pipeline targets

Selection: Buyers don't close big enough deals quickly to hit our new business targets

Mutual Commit: Buyers don't buy on profitable unit economics & recurring revenue

Onboarding: Buyers don't realize value quickly after their initial purchase

Adoption: Buyers don't achieve recurring impact and therefore no ARR

Expansion: Buyers never realize their full Customer Lifetime Value

Efficiency: All of the above works, but at way too high costs

2

This is why I need an interim sales leader as in my 1 Objective + 1-3 Key Results* This field is required.Example: Scale sales from CHF 5 to 8 Mio. ARR within 12 months through increasing sales velocity from 6 to 4 months, win rate from 25 to 35% and average annual contract value from 25 to 40k by up-skilling, leading & coaching my sales team and transitioning from founder-led to repeatable sales, without losing my top performers.

3

I want to scale annual revenue quickly (in CHF '000):* This field is required.

From 0 to 250k: Launching my (new) business and enter new markets 2-3x faster

From 250k to 1M: Grow my business from 6- to 7-digit revenue in quarters instead of years

From 1M to 10M: Scale 7- to 8-digit revenue with profitable unit economics

From 10M to 100M: Become the #1 company in my market with a predictable revenue engine

From >100M onwards: Scale 9-figure annual revenue quickly while increasing profitability

4

I identify most with this profile:

DACH B2B SaaS Founder / CEO with EUR 100k-10 Mio. ARR

DACH B2B Professional Service CEO / Managing Partner with EUR 100k-20 Mio. annual revenue

DACH B2B SaaS/Professional Service sales leader (CRO/VP Sales/Head of Sales)

Other person that is 100% committed to invest 5-figures to scale B2B sales quickly

None of the above

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What is your (Target) Annual Contract Value (ACV) Per Customer? (in '000 CHF)?* This field is required.

No Touch (<5k): We have a de facto B2C or PLG (Product-Led-Growth) market offering

Low Touch/SMB (5-15k): We sell deals that should close in weeks on 1 call + help desk

Medium Touch/Mid-Market (15-50k): We sell to multiple stakeholders with a 2-3-stage buyer journey

High Touch/Enterprise (50-250k): We sell segment-based to specific target accounts

Dedicated Touch/Key Accounts (>250k): We close big deals from named accounts in tenders & Co.

I have no idea yet about how to price our market offering.

6

This is how I generate the majority of my sales pipeline:

Inbound (Website, SEO, Organic Content, Paid Ads, ...)

50/50 - Both Inbound & Outbound work equally well for me today

Outbound (Cold Calls, Cold Email, Cold LinkedIn, Events, ...)

Other (Referrals, Partners, Product-Led-Growth, ...)

None - I do not have any sales motion that works today!

7

This is the business function I make the most successful:

CEO/Board: Increase stock price, market leadership & strategic growth

IT/Digital: Accelerate digital strategy, transformation, cost-efficient operations

HR: Find, attract & retain top talent at world-class productivity & health

Marketing: Increase brand awareness, marketing spend efficiency & lead generation

Sales: Increase qualified pipeline, booked revenue & sales efficiency

Finance: Increase capital efficiency, profitability & transparency

Security/Risk/Legal: Increase peace of mind to be(come) secure, safe & compliant

Sustainability: Improve ESG compliance, brand equity & reduce ecological footprint

8

This is our current & target sales stack (CRM, Outbound, Analytics, Contracts etc.)Example: Hubspot Sales Hub Professional, Trigify for website visitor identification, Trigify for signal-based campaigns, Clay for GTM engineering, Smartlead for outbound email and HeyReach for outbound LinkedIn (which we actually recommend...)

9

What are you using as your CRM (Customer Relationship Management system)

HubSpot: Like 80% of my fellow B2B entrepreneurs, I am convinced of its (to be realized) value

Salesforce: It seems almighty, but I (would) need about 2 Jedi Knights aka Admins to get tons of value

Pipedrive: It helps me drive the pipe...

Zoho/Close/Freshworks/Sugar/Odoo: Does the job, but I struggle with marketing, reporting, integrations & more

Microsoft Dynamics / SAP: My ERP & document solution - integrates well, just not for GTM

Asana/Trello/Notion/ClickUp/Moco: The same system I use to manage projects & knowledge

Pen & Paper, MS Excel & Email Inbox: Basically "my head + a static, non-central data repository"

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These are our B2B Sales KPIs today & (hopefully) in 1 year (write ??? if unsure):* This field is required.Please just enter estimated values where not sure and "???" if you have no idea.

Today

+12 Month Target

# SQLs (Sales Qualified Leads per month)

Qualified Pipeline (in CHF '000)

Sales Conversion (SQL -> Won in %)

Sales Velocity (SQL -> Won in Months)

Average Annual Contract Value (in CHF '000)

ARR (Annual Recurring Revenue in CHF '000)

NRR (Net Revenue Retention in %)

# SQLs (Sales Qualified Leads per month)

Qualified Pipeline (in CHF '000)

Sales Conversion (SQL -> Won in %)

Sales Velocity (SQL -> Won in Months)

Average Annual Contract Value (in CHF '000)

ARR (Annual Recurring Revenue in CHF '000)

NRR (Net Revenue Retention in %)

Today

+12 Month Target

Today

+12 Month Target

Today

+12 Month Target

Today

+12 Month Target

Today

+12 Month Target

Today

+12 Month Target

Today

+12 Month Target

13

This is how much I am willing to invest for a top interim sales leader per day:* This field is required.

CSO (Chief Sales Officer): CHF 1'900-2'400 / Day

VP (Vice President) Sales: CHF 1'600-1'900 / Day

Head of Sales: CHF 1'300-1'600 / Day

Senior Sales Rep with Leadership Potential": CHF 1'100-1'300

Just anybody to do the job, my focus is the daily rate first: CHF <1'100

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This is my business email?* This field is required.

example@example.com

15

This is how confident I am to hit my revenue targets:* This field is required.

0-20%: I have no idea how to get started as I have never done this before.

20-50%: We are doing lots of trial & error, some things start to work, but progress is slow.

50-80%: I am great at sales, but lack (some) time, focus, energy and validation to succeed.

80-95%: I am confident in our success, but open to invest into external help.

95-100%: I don't need help! (I just love filling out quizzes like these...).

16

If you could, please help me resolving my biggest sales challenges within* This field is required.NOT for university-style videos & vanity metrics. But to take relentless action to go 0-20M ARR faster without trial & error.

Days: I don't care how much you work for this, just make the pain go away (think surgery)

Weeks: I want to be hands-on on board, but make significant progress really fast

Months: I need to take my team onto this journey and change is important here

Quarters: I am not in a rush, so gradual progress over time is totally fine

Years: Scaling sales is a nice-to-have for me, but not urgent

17

I see sales as the #1 driver of enterprise value & consider to invest this amount per year with SalesPlaybook, of course if I trust in a positive ROI of my investment:* This field is required.

CHF >250k to become the #1 company in our field

CHF 50-250k to add EUR 1-10M in enterprise value

CHF 15-50k to add EUR 250k-1 Mio. in enterprise value

CHF 5-15k to add EUR 100k-250k in enterprise value

I do not see B2B sales as a key value driver & am therefore will not invest significant funds

18

I am committed to invest so many hours / week to scale sales quickly:* This field is required.NOT for university-style videos & vanity metrics. But to take relentless action to go 0-20M ARR faster without trial & error.

0-2: I just want more leads, deals & reps without working on this myself.

2-5. I de facto need interim support such as a VP Sales a.i. to cover for a key hire I lack

5-15. I want a world-class partner to help me get things done with bespoke enablement

>15. S.A.D.N.E.S.S.: Sales Are Dope. Never Ever Stop Selling - just help me get even better!

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I'd love to start working with you:* This field is required.

NOW (<2 weeks). If I don't take action fast, I am in big trouble!

Soon (2-6 weeks). I know this is important, but I am really busy right now.

Once ready (6-12 weeks). Sales is a priority, but we need to fix a few other things first.

Get peace of mind (3-6 months). I'm evaluating multiple options more as "RfI - Request for Information".

I am not sure I will take any action at all, ever.

20

We love solving sales challenges with 7-figure Costs of Inaction. What would need to be true for you to invest 6 figures with SalesPlaybook, immediately, because it would mean a 10x ROI for you, without significant risk?* This field is required.

21

You can reach me on this phone number to move quickly & pragmatically:* This field is required.This is also so we can call you on your mobile if a video call should not work for any reason (technical issues etc.).

22

This is how I got here:Indicate the piece of LinkedIn or other content, a trusted advisor, a SalesPlaybook partner or similar here.

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