03 · Operate — Win the business
Sales Process
The pitch happens in the driveway, not just the ad.
What this moves
- Close rate
- Average time to quote
- Average ticket
- Follow-up completion rate on open estimates
The problem
Why this exists
Great marketing can get a homeowner to book an estimate and still lose the job if the in-home pitch is inconsistent, the quote takes four days to arrive, or there's no real follow-up on a 'still thinking about it.' Marketing fills the pipeline; sales process decides the close rate.
What we do
The actual work — not a scope of intentions.
Every item below is something a named person on our team executes and reports on.
- 01
Audit your current sales process end to end — first call through signed contract — and identify where deals stall
- 02
Build or refine a consistent estimate and quote process, including turnaround-time standards
- 03
Create follow-up cadences for open estimates so 'still deciding' doesn't quietly become 'never heard back'
- 04
Train on objection handling and pricing presentation specific to your trade and average ticket
- 05
Track close rate by rep, by lead source, and by service so you know where the real leverage is
Why we do it this way
We spell the work out as a numbered list because “we’ll handle it” is how owners end up paying for motion instead of results. When you can read the task, you can ask which customer it produced.
Deliverables
What actually lands in your hands.
Tangible output, on a schedule, visible in your client portal.
Why we do it this way
Deliverables are the receipt. If a month goes by and nothing lands here, you shouldn’t need a meeting to notice — that visibility is what keeps this work pointed at revenue instead of activity.
- Sales process audit
- Quote/estimate process redesign
- Follow-up cadence for open estimates
- Rep training on pitch and pricing
- Close-rate reporting by rep and source
How it connects
Sales Process is a stage, not a silo.
Bought on its own it still works — but these are the places it gets multiplied, and the places it gets wasted if they're broken.
Operate
Lead Management
The five-minute rule: respond fast or lose the job.
Operate
CRM
One record of the customer, not five spreadsheets.
Measure
Marketing Analytics
One dashboard, real numbers, no vanity metrics.
Lead
Fractional Marketing Leadership
Senior marketing leadership, without the senior marketing salary.
Straight answers
Questions owners actually ask
If yours isn't here, ask it on a strategy session — we'd rather answer it before you sign than after.
It's outside traditional marketing, but it's inside growth — a lead-management fix that doubles your appointment rate is wasted if half those appointments never get a follow-up call. We treat the funnel as one system.
Yes, that's part of the engagement scope where it applies. We build the cadence and materials and can run live training with your team.
Operate · Sales Process
See where this ranks against everything else you could fix.
The diagnostic phase scores this category alongside twelve others, so you know whether it is the first thing to fix or the fifth.
A thirty-minute conversation with a person. No obligation.
