Overview

This is the complete 2-week sales process for Elevaite's Fractional AI Team offering. It takes prospects from initial inquiry through discovery, AI audit, and proposal review to close the engagement. The process handles three different lead paths and culminates in a custom proposal with ROI calculations and live workflow demonstrations.

Before You Start

Access to Google Meet for all calls
Discovery call slide deck (2 slides: Who We Are + Our 2-Week Process)
Email templates for each phase stored in Gmail
SME interview guide and process mapping tools
Proposal deck template (10-slide structure)
Calendar booking link: calendar.app.google/JehkDxwZ7ndfPasq7
Current pricing variables: $9,500/mo for 3 months, $8,500/mo for 12 months

Steps

Identify lead path: Path A (booked direct), Path B (form-only), or Path C (direct email inbound)
For Path B leads, conduct pre-discovery research: company info, decision-maker context, industry AI hypothesis, compliance signals, and why-now triggers (15-20 minutes)
Send appropriate initial email: Email 01 for Path A, Email 00 for Path B, or Email 00b for Path C
Conduct 30-minute discovery call on Google Meet with both co-founders present
Show 2-slide deck at end of discovery call covering Who We Are and Our 2-Week Process
Send Email 02 within 24 hours: recap call, confirm audit direction, request SME intros, lock proposal date
Send Email 03 to schedule SME interviews once CEO provides introductions
Conduct 1-3 SME interviews (30-45 minutes each) using walk-and-map methodology to understand current processes
Create internal Audit Findings Doc during/after SME interviews, documenting process maps, inefficiencies, and recommended AI workflows ranked by dollar impact
Send Email 04 to schedule Day 14 Proposal Review Meeting with full buying committee
Build custom 10-slide proposal deck using template structure, including ROI calculations and workflow demonstrations
Conduct 45-60 minute Proposal Review Meeting with CEO, CFO, and ops lead covering findings, ROI, and implementation approach
If agreed, proceed with service agreement signing and engagement kickoff

Quality Check

Each email uses correct sender (Thaddeus vs Zareena) based on lead path and warmth level
SME interviews capture complete process maps with inputs/outputs and edge cases documented
Proposal meeting includes all three key stakeholders: decision maker, finance lead, and operations lead
ROI calculations use prospect's actual numbers from audit findings
Live workflow demo shows 2-example comparison during proposal presentation

Common Issues

Path B leads don't respond to Email 00: Research may have been too generic - revisit with more specific industry insights or compliance hooks
SMEs can't articulate their process: Use the 3 grounding questions: "What happens first?", "How would you explain to new hire?", "What if this ran perfectly?"
Proposal meeting lacks key stakeholders: Emphasize in Email 04 that ROI discussion requires finance input and implementation needs ops perspective
Discovery call runs over 30 minutes: Keep listening phase to 15 minutes max, use clarifying questions efficiently, save detailed process discussion for SME interviews

Fractional AI Team Sales Process