The Engagement pillar is where strategy and planning turn into real commercial results. Powered by the P.L.A.N.N.E.D. Pursuit Playbook™, it gives sales teams a clear, repeatable method for progressing every opportunity - from first contact through qualification, value-building, negotiation, and a clean, confident close.
By bringing structure to the customer journey, Engagement improves qualification, accelerates sales cycles, strengthens proposals and minimises “hospital-pass” handovers to delivery teams.
The result is higher win rates, greater deal momentum, and a more predictable, professional sales experience for both your team and your customers.
SUB-SYSTEM: THE P.L.A.N.N.E.D. PURSUIT PLAYBOOK
The PLANNED Pursuit Playbook provides a structured, repeatable method for progressing opportunities from first
contact to successful delivery. It is the critical, customer engagement part of the sales function and brings consistency, confidence, and control to the entire sales cycle — helping teams qualify better, close faster, and win more high-value deals.
P — Prepare
Identify target accounts, understand their world,set objectives, and plan your approach.
L — Lead Generation
Use the most effective channels to createengagement — outbound, inbound, referrals, partners, events, and campaigns.
A — Assess
Qualify opportunities rigorously. Evaluate fit,authority, urgency, budget, and your realistic win probability.
N — Nurture
Build trust, understand the client’s real problems,deliver insights, and shape demand through strong relationship development.
N — Negotiate
Create win-win outcomes. Position value, managestakeholders, and confidently navigate pricing, scope, and concessions.
E — Execute
Drive the opportunity to a clean close. Confirmcommitments, align delivery expectations, and secure the agreement withclarity.
D — Deliver
Supports smooth handover and exceptional onboarding. Keep promises, generate early wins, anddevelop future opportunities.
What P.L.A.N.N.E.D. Enables
A team using the PLANNED Playbook consistentlyexperiences:
- Higher win rates through better qualification
- Shorter sales cycles with clearer steps and reduced friction
- Larger deal sizes via structured value conversations
- More predictable performance and accurate forecasting
- Better customer experience and stronger long-term relationships
Core P.L.A.N.N.E.D. Sales skills
Some of the key sales skills andcapabilities that salespeople need to demonstrate during the engagement processare described below. Spear Salesprovides coaching in all of these elements. These skills can be required at any time during the sales engagementprocess but have been mapped against the stage where they are most likely to bedemonstrated or needed.
1. PREPARE
Skills needed before outreach begins — sharpening clarity and positioning.
- Ideal Target Customer — knowing exactly who to pursue
- Proposition — articulating what makes you valuable
- Pitch — delivering a compelling opening message
These are foundational skills that directly support focused, higher-quality prospecting and win rates.
2. LEAD GENERATION
Skills required to create new opportunities through proactive engagement.
- Social Media — modern outbound, visibility, credibility
- Cold Calls & Emails — direct outreach & personalised messaging
- Advancing the Sale — securing meetings, next steps, progression
These skills increase pipeline volume and improve the conversion rate from contact → conversation.
3. ASSESS
Skills needed to evaluate opportunities early andaccurately.
- Qualification — ensuring fit and probability
- Discovery — uncovering pain, value, urgency, stakeholders
- Stakeholder Analysis — mapping influence, power, motivations
These competencies improve qualification quality,shorten sales cycles, and protect against wasted effort.
4. NURTURE
Skills required to create trust, demonstrateinsight, and build momentum.
- Presentation Skills — delivering value with clarity
- Differentiated Value — standing out vs. competitors
- Shortening the Sales Cycle — managing momentum, reducing friction
These skills directly impact deal conversion andcustomer confidence.
5. NEGOTIATE & EXECUTE
Skills required to secure a fair, strategic win.
- Handling Objections — confidence & clarity under pressure
- Negotiation — value-based, collaborative negotiation
- Closing Skills & Plan — ensuring commitment and clear next steps
These competencies materially increase win ratesand protect contract value.
6. DELIVER & DEVELOP
Skills that influence long-term revenue growth andretention.
- Account Growth — identifying upsell & cross-sell opportunities
- Sales Methods — reinforcing consistent behaviour and process
- Lessons Learned — continuous improvement, better execution next time
These skills power expansion,renewal rates and greater customer satisfaction, leading to potential for morereferrals and positive case studies.
