Merge pull request #1265 from FlowFuse/zj-sales-handbook-refactor

CODEOWNERS

@@ -6,6 +6,7 @@
 /src/handbook/development @knolleary
 /src/handbook/marketing @iskerrett
 /src/handbook/product @MarianRaphael
+/src/handbook/sales @zackwasli
 
 # Security Polices
 /src/handbook/company/security/information-security.md @ZJvandeWeg

src/handbook/sales/index.md

@@ -2,7 +2,12 @@
 navGroup: Sales & Marketing
 ---
 
-The Sales department is responsible for new customer acquisition and existing customer expansion. This includes:
+# Sales
+
+## What we do
+
+The Sales department is responsible for new customer acquisition and existing
+customer expansion. This includes:
 1. Prospecting and outreach for new business.
 1. Conducting introductory calls to determine use-case and fit.
 1. Giving customized product demonstrations to potential customers.
@@ -11,24 +16,33 @@ The Sales department is responsible for new customer acquisition and existing cu
 1. Working with external procurement teams.
 1. Navigating subscription agreement terms.
 1. Finalizing contracts and billing details.
-1. Introducing new customers to their Customer Success Manager. 
+1. Introducing new customers to their Customer Success Manager.
 
-Zack Wasli is the point of contact for these and other responsibilities.
+## Team
 
+| Role | Contributors |
+|------|--------------|
+| CEO  | [ZJ](https://www.linkedin.com/in/zegerjan/) [@ZJvandeWeg](https://github.com/ZJvandeWeg) |
+| Account Executive | [Zack](https://www.linkedin.com/in/zack-wasli/) [@zackwasli](https://github.com/zackwasli) |
 
-# Sales
+## Contact us
+
+Questions can be asked in the [#dept-sales](https://flowforgeworkspace.slack.com/archives/C05GYH95NJZ).
+
+## How we work
 
  - [Demo](./demo.md)
  - [Engagements & Pricing](./pricing.md)
  - [Sales playbook (internal)](https://docs.google.com/document/d/1Jrt5sNg46wngQ5UAii8sbN94PTlIAscOWrFcOhSVNPE/edit){rel="nofollow"}
  - [Closing a Deal](/handbook/sales/closing-a-deal/)
 
-## Sales calls
+### Sales calls
 
-For internal training purposes all sales calls should be recorded after getting explicit consent
-from the customer. On request of the customer, the recording will be shared.
+For internal training purposes all sales calls should be recorded after getting
+explicit consent from the customer. On request of the customer, the recording
+will be shared.
 
-## Lead status
+### Lead status
 
 For leads who are [MQLs or SQLs](/handbook/marketing/hubspot.md) the `Lead status`
 field is used to mark what the status is. Even though they're beyond being a lead.
@@ -48,14 +62,14 @@ At this stage we're using the default set of status's in HubSpot:
 | Unresponsive | We have not received a reply in 2 weeks, they are ghosting us. |
 | Bad timing | FlowFuse was, for whatever reason, not a great fit right now. However, it's potentially a good fit later. |
 
-## From MQL to SQL - Qualifying questions
+### From MQL to SQL - Qualifying questions
 
 1. Have you adopted Node-RED? If so, what have you built with Node-RED?
 1. How many Node Red instances do you have, and how many people are developing on Node-RED?
 1. Is Node-RED used in production?	
 1. What are you looking to build in the next year with Node-RED?
 
-## From SQL to Opportunity
+### From SQL to Opportunity
 
 For each sales opportunity a clear answer for the customers needs and wants should be known. It boils down to the following questions:
 
@@ -68,7 +82,7 @@ For each sales opportunity a clear answer for the customers needs and wants shou
 If, and only if, the answers are known and added as notes to HubSpot, an
 opportunity is added to the HubSpot deals board.
 
-## HubSpot Properties
+### HubSpot Properties
 
 `Activation Outbound` is a custom property that's set to `Yes` when the first meeting with the contact came through outbound
 drip campaigns or other outbound lead-gen actions. This property will be set to `Yes` when the contact was in HubSpot