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The workshop begins with an introduction to Charles Talbot and the goal of moving from founder-led selling to scalable systems. It then covers buyer psychology and go-to-market foundations, explaining how and why buyers make decisions. Participants learn how to build a stage-gated sales process using a practical playbook, followed by an interactive exercise to map their own sales process with guidance. The session continues with onboarding and coaching frameworks to help ramp and manage new sales reps effectively. Founders share insights and feedback with peers, and the workshop concludes with key takeaways, distribution of the playbook, and a Q&A session.

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• 10am: – Introduction to Charles Talbot and the goal of moving from founder-led selling to scalable systems.
• 11am – Explore how and why buyers buy, and uncover root causes behind effective go-to-market motions.
• 1pm – Walk through a practical playbook for codifying the sales journey and qualifying deals early.
• Interactive Exercise: Mapping Your Sales Process (25 mins) – Participants draft or refine their own stage-gated sales process with guidance from Charles.
• Onboarding & Coaching Frameworks (15 mins) – Learn how to ramp new reps quickly and use leading indicators to decide when to coach or cut.
• Peer Sharing & Feedback (10 mins) – Founders exchange insights and examples from their own teams.
• Wrap-Up & Takeaways (5 mins) – Summary of key lessons, distribution of the sales playbook and checklist, and Q&A.