Build Your Own BID

In this ASG Workshop Series session, host Sarah Goodpaster breaks down how Buyer Input Data (BID) gives you a real qualification and forecasting framework you can coach to.

You’ll see how to:

• Spot false confidence in pipeline (engagement ≠ urgency)
• Use GAP Selling to translate root cause → impact → business problem
• Build a BID framework your whole org can document, score, and inspect
• Standardize stage criteria
• Coach reps out of technical “rabbit holes” and into buyer-validated business problems
• Install red/yellow/green scoring so forecasting has teeth
• Reinforce BID in deal reviews, call reviews, onboarding, and certification
• Run practical team exercises (call listening → BID write-up, live CRM audits, discovery capstones)

If your team’s forecasting swings, deals stall late, and pipeline reviews feel like guesswork, this session gives you a concrete way to tighten qualification and coach execution.

Host: Sarah Goodpaster

About Sarah

Sarah is a Certified Sales Enablement Leader focused on scaling revenue in high-growth B2B SaaS. She trains teams to move beyond feature dumping and focus on solving critical business problems. Her work sits at the intersection of process and psychology, built to drive measurable behavior change. In 2024, she led a full GAP Selling implementation and built the infrastructure teams use to diagnose root causes, identify the gap, and sell as trusted consultants.

Chapters

00:00 Intro + why “pipeline health” is usually hope

03:30 How Sarah sold on technical needs and missed urgency

07:10 GAP Selling shift: root cause → impact → business problem

10:30 Why BID matters: a shared qualification language

13:30 Polls: forecast confidence + deal discovery depth

18:10 Data + benchmarks: forecast accuracy + field coverage impact

23:30 Workshop: build your BID framework categories

30:20 CRM setup: fields, stage criteria, documentation standards

35:10 Coaching reps out of technical problems into business problems

39:40 Scoring: red / yellow / green BID validation

44:10 Reinforcement: deal reviews, call reviews, onboarding, capstones

50:10 Team exercises: call listening BID, live CRM audit, discovery roleplays

54:00 Wrap-up + next steps

Want more workshops like this?

Subscribe for the full ASG Workshop Series lineup and upcoming sessions here > https://salesgrowth.com/workshops