step 6 · build the sales engine
A sales engine that closes without you in every room. This is the work of turning the way you already win into a discovery and qualification process someone other than you can run, deal after deal.
Is this you?
“I’m the only one who can close.”
“Conversations don’t convert to pilots.”
“Sales cycles run too long.”
“We’re getting the meetings, but few of them close.”
Why we start with a conversation, not a fix
Those four descriptions look identical from the outside and trace back to different things — a process gap, a positioning gap, a pricing mismatch, or PMF that isn’t there yet. We inspect your actual deals first; the engine gets built around what that shows, not a guess made before anyone looked.
Outcomes we want to see
- Deal Inspection Protocol: six-gate question set (current state, problem owned, cost of inaction, future state, decision process, economic buyer access) plus a scoring guide.
- Filed inspection records on your own live deals, each scored, with a verdict and next action.
- Documented discovery & qualification process, built from what already works when you sell.
- Inspection rhythm (McMahon cadence) your team runs.
- Objection & close playbook — the close as the natural finish of the six gates, not bolted on; procurement/legal planned in early.
Sign-off: you run a full inspection on a live deal solo, handle the objections and drive it to a decision, and it holds up.
built to run on your AI
motion.md — six gates and qualification standard — your AI can pre-score a deal before you open it.
how it works
Deal inspection → Gap Selling discovery → Skip Miller qualification → McMahon inspection rhythm → close set up, not bolted on.
where it fits
The leg where deals get won — Pipeline builds the container, Prospecting fills it, this works the deals through to close.
how the engagement runs
Diagnostic call, then: I lead you observe → you lead I coach → driving to decision → you solo I observe.
what you need first
A working pipeline with real deals in it, the next salesperson if the point is to transfer beyond you, CRM and call-transcript access.
Enlist support
Four sessions to achieve predictability.
Book 15 minutes about the Sales Engine
Or email Neal: neal@teamliftoffs.com
Not sure this is the first constraint? Take the 5-minute diagnostic