Sales method

The operating manual for how Maktura sells, and the home of the pack's definitions: the stages a deal moves through, the SPICED record, what "qualified" means and the reason codes. Other chapters point here rather than restating them. Read the principles to the stakeholder section before your first customer conversation, and keep the rest open while you work. Treat moves as options to adapt, not lines to recite. Prices come only from Commercial answers, claims only from Proof and guardrails, demo detail from Discovery and demo, Holly detail from the Holly playbook. Firm names in examples are invented.