Sprint 6 · 8 modules
Sprint 6 — Sales Enablement + Pricing Calculator
Sprints 1-4 deliver content. Sprint 5 delivers the model. Sprint 6 sells it. Without this sprint: - AEs quote inconsistently → margin erosion + delivery surprises. - Discovery skips the qualifiers that predict bad-fit clients → high churn.
Modules in this sprint
- 01
01 — Ideal Client Profile (ICP)
1. "What's prompting you to look at this now?" — surfaces trigger or lack thereof. 2. "Who's the exec sponsor — and have they signed off on this being a priority?" — no exec = no deal. 3. "What's the headcount in scope for this engagement?"
Module3 min read - 02
02 — Discovery Script (30 min)
This earns the right to qualify hard later.
Module5 min read - 03
03 — Objection Handling
If, after one full acknowledge → reframe → evidence → close cycle, the buyer is still: - Insisting on individual manager visibility - Demanding SROI guarantees - Demanding sub-floor pricing (§04) - Compressing onboarding below 4 weeks
Module5 min read - 04
04 — Pricing Model
We price the engagement (12-week hybrid), not the modality. Buyers cannot cherry-pick line items — that's how anti-pattern engagements (workshop-only, nudge-only) creep in. The unit of sale is a cohort.
One-pager4 min read - 05
05 — Pricing Calculator
Fill in steps in order. Show all working in the proposal.
Module4 min read - 06
06 — Proposal Template (4 pages)
Why 4 pages: HRDs and CPOs receive 20+ proposals a quarter. The ones over 10 pages don't get read. The ones under 4 read as light. Four pages is the sweet spot.
Template4 min read - 07
07 — Statement of Work (SoW) Template
MEM will deliver a 12-week hybrid behaviour-change engagement comprising live workshop(s), 1:1 coaching, asynchronous nudges, measurement, and board-grade reporting, in accordance with MEM's Hybrid Delivery Playbook (Sprint 5 §01).
Template7 min read - 08
08 — Sales → Delivery Handoff
A signed SoW triggers a 4-week onboarding clock (Sprint 3 §01). The Account Manager picks up at Week -4 — they should not have to ask the client a single question that the AE already asked in discovery. Re-asking signals to the client that
One-page DOCX5 min read
Why this matters
The cost of doing nothing.
17.1m
UK working days lost to mental ill-health in 2022/23
HSE, 2023
£51bn
Annual cost of poor mental health to UK employers
Deloitte, 2024
5×
ROI on every £1 invested in workplace mental health programmes
Deloitte, 2024
Sector-level evidence, not MEM outcomes. For MEM's own delivery data and SROI methodology, see our evidence room.
Sprint overview
Sprint 6 — Sales Enablement + Pricing Calculator
Goal: Equip Account Executives and Account Managers to qualify, scope, price, and close a hybrid MEM engagement (Sprints 1-5) without bespoke decisions per deal.
Why this sprint exists: Sprints 1-4 deliver content. Sprint 5 delivers the model. Sprint 6 sells it. Without this sprint:
- AEs quote inconsistently → margin erosion + delivery surprises.
- Discovery skips the qualifiers that predict bad-fit clients → high churn.
- The buyer can't self-serve a ballpark → procurement cycles drag.
Assets in this sprint
| # | File | Audience |
|---|---|---|
| 01 | 01-ideal-client-profile.md | AEs, Marketing — who we sell to and who we decline |
| 02 | 02-discovery-script.md | AEs — 30-min qualification call |
| 03 | 03-objection-handling.md | AEs, AMs — top 12 objections + crisp answers |
| 04 | 04-pricing-model.md | AEs, Finance — how price is built, floor, ceiling, discounting rules |
| 05 | 05-pricing-calculator.md | AEs — step-by-step calc + worked examples (paper + JSON spec for engineering) |
| 06 | 06-proposal-template.md | AEs — 4-page proposal that mirrors Sprint 5 delivery |
| 07 | 07-sow-template.md | AEs, Legal — SoW with delivery commitments tied to Sprint 5 quality gates |
| 08 | 08-handoff-to-delivery.md | AEs → Delivery Lead — what closes a deal and starts Sprint 3 onboarding |
Boundaries (do not cross)
- No discounting below floor (§04) without Delivery Lead sign-off — protects margin and prevents under-delivery.
- No bespoke modality bundles outside Sprint 5 §03 — sales cannot invent a "nudge-only" or "workshop-only" SKU.
- No SROI guarantees in the SoW — we commit to delivery (quality gates), not to outcome ratios. See §07.
- No clinical claims — same rule as the rest of the pack (project memory: no-clinical-services).
Definition of done
- An AE can take a cold-qualified lead through discovery → proposal → SoW in ≤10 working days using only files in this sprint.
- The pricing calculator outputs the same number for the same inputs regardless of which AE runs it.
- Every closed deal hands off to Sprint 3 onboarding with zero re-discovery.
Next: Sprint 7 (Coach recruitment + accreditation pipeline) — say "ship 7".
Certificate of Completion
Finish the course to unlock
Complete all 8 modules in this sprint to issue your certificate. 0/8 done.
Want to roll this out to your team?
Bring Sales Enablement into your organisation.
MEM is a self-serve resource library — your managers and staff work through the modules at their own pace, with the workbooks, runsheets and pocket cards provided. Coach-led delivery is available only for our corporate fitness sessions, not the educational modules. Every funded seat also opens a mirrored free seat for someone leaving prison, with SROI your board can sign off.