Development and implementation of multi-step sales scripts for B2B SaaS in cybersecurity (SDR-AE-CS)

Initial situation - B2B SaaS product in cybersecurity (vulnerability and compliance management), average bill 18-40k USD per year, transaction cycle 45-120 days. Sales are made through cold outbound and incoming leads, but the conversion from the first contact to an appointment has dropped, and the quality of qualifications varies between managers. Now we use scattered templates in Google Docs and personal developments in notes. There are call recordings, but they are not converted into single scripts. We need to collect this into full-fledged scripts and conversational cards for the entire funnel.

Technical environment and sources - CRM HubSpot, call recordings and transcriptions from Gong, email database in Outreach, product materials in Notion, competitive comparisons, customer cases. Communication channels - telephone, LinkedIn, email, Zoom demo. Target audience - IT Director/CISO/Head of Infrastructure in companies with 200-2000 employees, US/EU regions, speaking Russian and English is not required - you need to write in Russian, but taking into account English terms and the typical structure of B2B calls.

The specific result is a package of sales and speaking scripts that can be immediately implemented into the team:
1) Cold call script for SDR for 3-5 minutes with forks in 8-12 typical objections and options for entering the meeting
2) Discovery script for AE for 30-45 minutes - structure of questions according to MEDDICC or a similar methodology, with transition logic, qualification and fixation of next step
3) Demo/presentation script for 20-30 minutes - storytelling from pain to solution, three main scenarios for different segments, wording of value and evidence
4) Price and terms negotiation script - a set of frames, concessions and questions that protect margins, plus answers to 10 key price objections
5) Follow-up script after the demo and after the commercial offer - 6 consecutive touches (email/LinkedIn/call) with texts and purposes of each touch
6) One-page playbook - a short reminder for the manager: who is the ICP, what are the triggers, what are the red flags, what to record in HubSpot

Execution steps and analysis:
- Audit - analysis of 15-20 call records from Gong with notes, identifying best practices and failures, extracting wording that works
- Interview - 2 interviews of 45 minutes each with the sales manager and 1-2 strong managers to clarify positioning, restrictions and typical dynamics of transactions
- Collecting a map of objections - grouping objections by category (competitor, budget, status quo, security, deadlines, priorities), constructing answers through clarification, reframing, evidence, next step
- Writing and packaging - designing materials in Notion or Google Docs with clear navigation, versions for reading and for use in a call
- Checking for realism - running scripts on 3 real scenarios (cold contact, incoming lead, follow-up call after demo) and edits based on the results

Limitations - You must not use statements that could be interpreted as guarantees of results or legal promises. You cannot mention specific competitors by name, only classes of solutions. Scripts should sound lively, without clericalism and memorized formulations, and be suitable for use by different managers.

Measurable acceptance criteria - all 6 artifacts above provided; in cold call and price negotiation there are at least 8-10 forks for objections; discovery includes a minimum of 35-45 questions grouped into blocks (context, pain, current processes, risk, economics, decision-making process); demo script contains 3 versions for different segments and timing with a minute-by-minute structure; All materials are ready to be inserted into Notion/Docs and contain short tips on what to record in HubSpot at each stage.