Transform Sales Conversations
and Drive Predictable Growth
At elefante RevOps, we equip sales teams with a repeatable, scalable, and predictable approach to winning deals by implementing the Winning by Design "Operating Model."
Through the SPICED framework, we empower sales teams to move beyond transactional sales and engage in customer-centric, consultative conversations that lead to higher conversion rates, shorter sales cycles, and stronger customer relationships.
Our approach integrates strategy, training, technology, and data to build a high-performance revenue engine for your business.
What is SPICED and Why Does It Matter?
The SPICED framework provides a structured, data-driven approach to sales
by focusing on five key components of every customer interaction:
Situation
– Understanding the customer’s current state and environment.
Pain
– Identifying key challenges and roadblocks.
Impact
– Quantifying the business impact of solving (or not solving) those pains.
Critical Event
– Pinpointing urgency and key decision drivers.
Decision Process
– Mapping the steps needed to move the deal forward.
By leveraging SPICED, your sales team can consistently ask the right questions, qualify leads effectively, and deliver high-impact solutions that accelerate deal velocity and improve win rates.
How elefante RevOps Implements SPICED for Your Sales Team
Sales Process Audit & Optimization
Training & Coaching on the SPICED Framework
Sales Playbook Development & Documentation
CRM Optimization & Sales Tech Stack Alignment
Continuous Enablement: Call Reviews & Ongoing Coaching
Sales Process Audit & Optimization
We begin with a deep-dive assessment of your current sales process to identify gaps, inefficiencies, and opportunities for improvement.

Conversion rates across different deal stages.
Call recordings to benchmark against best practices.
Sales methodology alignment with customer buying behaviors.
CRM data and reporting structures for pipeline visibility.

Deliverable
A comprehensive Sales Enablement Playbook outlining optimized workflows, sales motions, and best practices tailored to your team.
Training & Coaching on the SPICED Framework
We conduct interactive training sessions to ensure your sales team fully understands and applies SPICED in their daily conversations.

Training Breakdown

Discovery Calls & Qualification Techniques
– Teach reps how to uncover customer pain points and decision drivers.

Impact Selling & Business Case Development
– Equip teams with the ability to quantify the impact of their solutions.

Critical Event Identification & Deal Acceleration
– Train reps on recognizing urgency signals that drive faster decision-making.

Negotiation & Objection Handling
– Help sales teams navigate complex deal scenarios with confidence.

Storytelling for Sales
– Develop compelling customer success stories to increase trust and credibility.

Deliverable
A structured Call Framework Sales Script Library with real-world sales call examples, objection-handling strategies, and storytelling templates.
Sales Playbook Development & Documentation
We work with your team to create a repeatable, scalable, and data-driven Sales Playbook that serves as the foundation for your sales motion.

What’s Included in Your Sales Playbook
SPICED Applied to Your ICP & Sales Cycle
– Custom playbooks detailing how SPICED applies to different buyer personas.
Critical Event & Decision Process Mapping
– Guides on identifying key deal drivers and decision-maker involvement.
Standardized Meeting Templates
– Blueprints for Discovery Calls, Demos, Kickoff Calls, QBRs, and Renewals.
Call Review Criteria & Scorecards
– Frameworks to assess rep performance and improve coaching effectiveness.
Upsell & Expansion Playbooks
– Identifying expansion opportunities during onboarding and post-sales interactions.

Deliverable
A Sales Playbook Portal with step-by-step guides, recorded best-practice calls, and templates for ongoing sales training.
CRM Optimization & Sales Tech Stack Alignment
Your CRM and sales tools should support—not slow down—your team. We ensure HubSpot and other sales tools are fully optimized to enhance visibility, automation, and reporting.

Key CRM Enhancements
Deal Stage & Pipeline Optimization
– Align sales stages with buyer behavior to improve forecasting accuracy.ss different deal stages.
Automated Sales Workflows
– Implement structured follow-ups, email sequences, and lead nurturing automation.
Sales Activity Tracking & Call Scoring
– Integrate call analytics for coaching and deal review.
HubSpot SPICED Framework Integration
– Structure CRM fields and reports around SPICED to ensure alignment in all customer interactions.

Deliverable
A comprehensive Sales Enablement Playbook outlining optimized workflows, sales motions, and best practices tailored to your team.
Continuous Enablement:
Call Reviews & Ongoing Coaching
We don't believe in one-and-done training. Our ongoing enablement approach ensures that your sales team continuously improves and adapts.

How We Reinforce Learning

Live Deal Reviews
– Weekly or bi-weekly coaching sessions to review current pipeline deals and apply SPICED principles.

Call Scoring & Feedback Sessions
– Structured reviews of recorded calls to pinpoint areas for improvement.

Quarterly Impact Reviews (QBRs)
– Implement structured QBRs to reinforce learning and uncover new revenue opportunities.

Sales Enablement Leader Development
Train internal champions to drive adoption and coach their peers.

Deliverable
An Enablement Performance Scorecard tracking adoption, execution, and revenue impact.
The Results:
Why Sales Teams Succeed with elefante RevOps
By implementing Winning by Design’s Operating Model and SPICED, we help your team close
more deals, faster, and with greater consistency.
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Higher win rates
By focusing on impact-driven conversations.

Faster sales cycles
By aligning sales efforts with customer urgency.
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Increased pipeline visibility
Through structured CRM processes and reporting.
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Stronger customer relationships
By guiding buyers through a frictionless journey.
Let’s Enable Your Sales Team to Win
Stop guessing. Start closing. Let’s build a repeatable, scalable, and customer-centric sales motion for your business.
📅 Ready to implement SPICED and transform your sales team?
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