Dynamic Sewer Control · Sales Playbook

The 6-Stage
Sales Playbook

From the first signal of a viable lead to a signed contract — six deliberate stages that turn a utility's overflow problem into a deployed Dynamic Sewer Control solution. Each stage has owners, artifacts, and a clear exit criterion.

1
Customer Readiness
Qualify the lead

Activities

  • Potential customer list with pre-assessment
  • Contact person identified
  • Readiness ranking applied
  • Sales-person / customer matching
2
Awareness
Open the door

Activities

  • Set up digital intro meeting
  • Preparation: existing customer?
  • Prior Grundfos contact history
3
Discovery
Show the potential

Activities

  • Read pre-assessment
  • Digital introduction meeting — solution + potential
  • Send presentation to customer
4
Problem Identification
Technical deep dive

Activities

  • Set up face-to-face meeting
  • Technical deep dive · detect problem area
  • Present / brainstorm proposal
  • Iterate proposal with meeting input
  • Decide on next steps
5
Consideration
Close the loop

Activities

  • E-mail proposal
  • Follow-up meeting
  • Negotiate contract
  • Approval from management
  • Approval from board
6
Purchase Process
Land the deal

Outcome

  • Sign contract
  • Hand-off to delivery
  • Onboarding scheduled

Stage 4 · MappingWhich solution fits this customer?

During Problem Identification the rep maps the customer's infrastructure profile onto one of four offers.

Flagship

Dynamic Sewer Control

Full system — real-time control of the sewer network. Default when sensors and structures are in place.

Fit

Sewer Insight

When the focus is detection and the customer has no sensors.

Fit

Asset Monitor

When there's no SCADA and only Grundfos pumps are in scope.

Fit

Pumps

When the customer has no structures — pump-only opportunity.

Entry signal
Overflow events, capital plans, public utility data
Exit criterion
Signed contract & delivery hand-off
Owner
Assigned salesperson · visible to whole team