Frictionless Sales study plan

Define each SPICED element (Situation, Pain, Impact, Critical Event, Decision Criteria) in your own words and write one clarifying question you would ask a buyer for each element.

Map a full revenue architecture: name every stage from first touch through expansion and renewal, and label which team owns each stage.

Audit one real or imagined deal and mark where discovery, qualification, and handoff currently break down.

Build a one-page glossary of revenue-architecture terms (pipeline, coverage, stage exit criteria, handoff SLA) that you can explain without notes.

Write a 10-question discovery script ordered by SPICED element and rehearse it aloud twice, timing each run.

Convert three sample buyer statements into Pain, Impact, and Critical Event notes to practice separating symptom from consequence.

Draft two follow-up probes for vague answers (for example, a buyer who says 'we need better reporting') and test them on a peer.

Identify the Critical Event in a scenario and state what happens to the deal if that event slips.

Draw the bowtie for a sample account, placing pre-sale stages on the left and post-sale stages on the right, and name the metric that governs each stage.

Explain in writing why winning the deal is the midpoint, not the finish, and list three expansion signals a seller should watch after signature.

Attach the SPICED elements to bowtie stages so each discovery answer feeds a specific downstream stage.

Write two handoff questions a seller should ask before passing an account to onboarding or success.

Define expansion, retention, and renewal metrics and calculate each from a small sample dataset you construct.

Trace one account through the full bowtie and revenue architecture, marking the handoff points and the data each team needs.

Draft a handoff checklist covering context, commitments made, and success criteria for the receiving team.

Identify two places where post-sale friction erodes revenue and propose one fix for each.

Define the 3X Seller behaviors and compare them against your current habits, listing three gaps with evidence.

Design a weekly operating cadence (planning, prospecting, pipeline review, follow-up) with time blocks and a target activity count per block.

Connect revenue-architecture stage exit criteria to the daily activities that produce them, so each activity maps to a stage.

Write a 30-day activity plan with measurable weekly targets for calls, meetings, and qualified opportunities.

Run three mock discovery calls using your SPICED script and score each against a rubric you write.

Refine the script based on the lowest-scoring element from each mock call.

Practice converting discovery notes into a written summary that states Pain, Impact, and Critical Event in two sentences.

Time-box your week: log hours spent on high-value versus low-value activities and compute the ratio.

Build a single integrated case study of one account covering discovery, bowtie movement, revenue architecture, and seller cadence.

Write a 15-question practice exam spanning all four domains and answer it closed-book.

Score your practice exam by domain and list the two weakest areas with a specific remediation action for each.

Explain the bowtie and revenue architecture to a non-seller in plain language and note where they got confused.

Re-drill your two weakest domains using targeted questions until you reach your target score twice in a row.

Rehearse the full discovery-to-handoff flow end to end in one mock call and self-score it.

Summarize each domain in five bullet points from memory, then check against your notes and correct errors.

Write a one-page personal playbook you can use on live deals after the exam.