Baseline - Calminate

1Intro
2Customer Reality
3Proven Value
4Ideal Customer
5Buyer Insight
6Opportunity Creation
7Deal Momentum
8Shared Practice
9Predictable Growth
10Reflection
11Contact

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For tech founders and commercial leaders

Calminate Commercial Baseline^™

Where does your commercial approach stand today? The Commercial Baseline gives a clear starting point, and shows where to focus next.

approx. 5 minutes reviewed by Calminate built to be discussed

24statements

to measure where you stand

8domains

to map strengths and gaps

3priorities

to take action on

Domain 1 · Customer Reality

How closely your view of the problem matches your customers'.

We test whether the problem we solve is still a priority for our customers. *

1 2 3 4 5 6 7 8 9 10

NeverSometimesAlways

Prospects describe the problem in their own words before we bring it up. *

1 2 3 4 5 6 7 8 9 10

NeverSometimesAlways

What we hear in the market changes how we frame the problem. *

1 2 3 4 5 6 7 8 9 10

NeverSometimesAlways

Domain 2 · Proven Value

How your solution delivers value in practice.

The results our customers achieve are measured, not estimated. *

1 2 3 4 5 6 7 8 9 10

NeverSometimesAlways

Our customers get the business outcomes they expected from our solution. *

1 2 3 4 5 6 7 8 9 10

NeverSometimesAlways

Proven results from existing customers shape the value we communicate to prospects. *

1 2 3 4 5 6 7 8 9 10

NeverSometimesAlways

Domain 3 · Ideal Customer

What separates the customers you win from the ones you don't.

Qualifying a prospect leads to the same conclusion, whoever does it. *

1 2 3 4 5 6 7 8 9 10

NeverSometimesAlways

Prospects matching our best-fit profile convert at higher rates. *

1 2 3 4 5 6 7 8 9 10

NeverSometimesAlways

Recurring patterns in deals and customer interactions can adjust our definition of a good-fit customer. *

1 2 3 4 5 6 7 8 9 10

NeverSometimesAlways

Domain 4 · Buyer Insight

How the decision to buy actually gets made.

Before we send a proposal we know every stakeholder involved and what each one cares about. *

1 2 3 4 5 6 7 8 9 10

NeverSometimesAlways

When customers explain why they chose us, their reasons match the value we communicated. *

1 2 3 4 5 6 7 8 9 10

NeverSometimesAlways

What we learn about how customers decide is documented, not just remembered. *

1 2 3 4 5 6 7 8 9 10

NeverSometimesAlways

Domain 5 · Opportunity Creation

Whether new opportunities are created or awaited.

We reach new prospects without relying on referrals or inbound demand. *

1 2 3 4 5 6 7 8 9 10

NeverSometimesAlways

Our outbound activities create qualified opportunities with our target customers. *

1 2 3 4 5 6 7 8 9 10

NeverSometimesAlways

We adapt our outreach based on what the results show. *

1 2 3 4 5 6 7 8 9 10

NeverSometimesAlways

Domain 6 · Deal Momentum

What moves deals forward, and what quietly stops them.

For each open deal we know the roadblock, the owner and the next step. *

1 2 3 4 5 6 7 8 9 10

NeverSometimesAlways

Qualified opportunities move toward a close within the timeframe we expect. *

1 2 3 4 5 6 7 8 9 10

NeverSometimesAlways

Deals stall for reasons we only understand afterwards. *

1 2 3 4 5 6 7 8 9 10

NeverSometimesAlways

Domain 7 · Shared Practice

Whether the way you sell can be repeated by others.

Everyone who sells our solution follows the same approach. *

1 2 3 4 5 6 7 8 9 10

NeverSometimesAlways

New team members quickly reach expected performance by adopting proven commercial practices. *

1 2 3 4 5 6 7 8 9 10

NeverSometimesAlways

Our documented commercial approach develops as new practices prove to be effective. *

1 2 3 4 5 6 7 8 9 10

NeverSometimesAlways

Domain 8 · Predictable Growth

How much today's activity tells you about tomorrow's revenue.

We apply the same criteria when estimating upcoming revenue. *

1 2 3 4 5 6 7 8 9 10

NeverSometimesAlways

Revenue expectations we set over time align with actual results. *

1 2 3 4 5 6 7 8 9 10

NeverSometimesAlways

We use early signals in the pipeline to adjust our actions before they affect revenue. *

1 2 3 4 5 6 7 8 9 10

NeverSometimesAlways

Reflection

Your next growth horizon.

What is your top commercial priority for the next 6–12 months? *

On a scale of 1 to 10, how ready is your team for the next phase of growth, and what makes you say that? *

Contact Details

Almost done…

Company *

Role *

Founder / CEO Commercial Director / CCO Business Development Manager Sales Manager Other

Sales team size *

Founder only 1 2-3 4-6 7+

Sales cycle length *

< 1 month 1-6 months > 6 months

Average deal size *

< €5k €5k-€25k €25k-€75k > €75k

First and last name *

E-mail *

Mobile *

Thank you for completing the Calminate Commercial Baseline.

We're reviewing your responses and will send you the results in a personalized report within two business days.