{ "schemaVersion": "1.0", "item": { "slug": "afrexai-sales-playbook", "name": "Sales Playbook", "source": "tencent", "type": "skill", "category": "内容创作", "sourceUrl": "https://clawhub.ai/1kalin/afrexai-sales-playbook", "canonicalUrl": "https://clawhub.ai/1kalin/afrexai-sales-playbook", "targetPlatform": "OpenClaw" }, "install": { "downloadMode": "redirect", "downloadUrl": "/downloads/afrexai-sales-playbook", "sourceDownloadUrl": "https://wry-manatee-359.convex.site/api/v1/download?slug=afrexai-sales-playbook", "sourcePlatform": "tencent", "targetPlatform": "OpenClaw", "installMethod": "Manual import", "extraction": "Extract archive", "prerequisites": [ "OpenClaw" ], "packageFormat": "ZIP package", "includedAssets": [ "README.md", "SKILL.md" ], "primaryDoc": "SKILL.md", "quickSetup": [ "Download the package from Yavira.", "Extract the archive and review SKILL.md first.", "Import or place the package into your OpenClaw setup." ], "agentAssist": { "summary": "Hand the extracted package to your coding agent with a concrete install brief instead of figuring it out manually.", "steps": [ "Download the package from Yavira.", "Extract it into a folder your agent can access.", "Paste one of the prompts below and point your agent at the extracted folder." ], "prompts": [ { "label": "New install", "body": "I downloaded a skill package from Yavira. Read SKILL.md from the extracted folder and install it by following the included instructions. Then review README.md for any prerequisites, environment setup, or post-install checks. Tell me what you changed and call out any manual steps you could not complete." }, { "label": "Upgrade existing", "body": "I downloaded an updated skill package from Yavira. Read SKILL.md from the extracted folder, compare it with my current installation, and upgrade it while preserving any custom configuration unless the package docs explicitly say otherwise. Then review README.md for any prerequisites, environment setup, or post-install checks. 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Read SKILL.md from the extracted folder and install it by following the included instructions. Then review README.md for any prerequisites, environment setup, or post-install checks. Tell me what you changed and call out any manual steps you could not complete." }, { "label": "Upgrade existing", "body": "I downloaded an updated skill package from Yavira. Read SKILL.md from the extracted folder, compare it with my current installation, and upgrade it while preserving any custom configuration unless the package docs explicitly say otherwise. Then review README.md for any prerequisites, environment setup, or post-install checks. Summarize what changed and any follow-up checks I should run." } ] }, "documentation": { "source": "clawhub", "primaryDoc": "SKILL.md", "sections": [ { "title": "B2B Sales Playbook ⚡", "body": "The complete system for running a repeatable, scalable B2B sales operation.\n\nNot a CRM wrapper. Not a template collection. This is a full sales methodology — from identifying your ideal customer to closing the deal and expanding the account." }, { "title": "ICP Definition Template", "body": "icp:\n company:\n industry: [SaaS, Fintech, Healthcare, etc.]\n size_employees: [50-500]\n size_revenue: [$5M-$50M ARR]\n geography: [US, UK, DACH, etc.]\n tech_stack: [signals they use tools you integrate with]\n growth_stage: [Series A-C, post-PMF, scaling]\n \n pain_indicators: # Observable signals, not assumptions\n - hiring_for: [roles that signal the pain you solve]\n - tech_adoption: [recently adopted X tool = need for Y]\n - org_changes: [new VP of X = budget for initiatives]\n - regulatory: [upcoming compliance deadline]\n - public_statements: [earnings call mentions, press releases]\n \n buyer_personas:\n economic_buyer: # Signs the check\n title_patterns: [VP Sales, CRO, CEO]\n cares_about: [revenue growth, cost reduction, competitive advantage]\n speaks_in: [ROI, board metrics, market share]\n \n champion: # Fights for you internally\n title_patterns: [Director, Head of, Senior Manager]\n cares_about: [team productivity, career advancement, solving daily pain]\n speaks_in: [workflow, efficiency, team capacity]\n \n technical_evaluator: # Validates feasibility\n title_patterns: [Engineering Manager, Architect, IT Director]\n cares_about: [integration, security, maintenance burden]\n speaks_in: [APIs, uptime, migration effort]\n \n end_user: # Uses it daily\n title_patterns: [Individual contributors]\n cares_about: [ease of use, time saved, fewer context switches]\n \n anti-signals: # DO NOT pursue\n - company_size_under: 20 # too small, long sales cycle for low ACV\n - no_budget_indicator: [startup pre-revenue, recent layoffs >30%]\n - tech_mismatch: [on-prem only, legacy stack incompatible]\n - cultural: [committee-driven decisions with 6+ stakeholders at low ACV]" }, { "title": "Territory Planning", "body": "Account Tiering:\n\nTierCriteriaAccountsTime AllocationTouch FrequencyTier 1Perfect ICP fit + active pain signals20-3050% of time2-3x/weekTier 2Good ICP fit, no active signals yet50-8030% of time1x/weekTier 3Partial fit, worth monitoring100-20015% of time2x/monthInboundAny qualified inboundVariable5% of timeRespond <1hr\n\nMonthly Territory Review:\n\nRe-score all Tier 1 accounts — any demote to Tier 2?\nScan Tier 2 for new signals — any promote to Tier 1?\nRemove dead accounts from Tier 3 (no engagement in 90 days)\nAdd new accounts from prospecting\nCalculate territory coverage: (accounts with activity / total) — target >80% for Tier 1" }, { "title": "Multi-Channel Sequence Framework", "body": "Principle: No single channel works. Layer them.\n\nStandard Tier 1 Sequence (14 days):\n\nDayChannelActionGoal1EmailPersonalized cold email (see template below)Open + reply1LinkedInView profile + connect (NO pitch in connect msg)Warm the name3EmailFollow-up with value add (article, insight, data)Demonstrate expertise5LinkedInComment on their recent post (genuine, not salesy)Build familiarity7PhoneCold call (see script below)Live conversation7EmailVoicemail follow-up emailMulti-touch reinforcement10LinkedInSend message referencing your email/call attemptsChannel switch12EmailBreakup email (creates urgency)Force response14PhoneFinal attemptLast touch\n\nSequence Rules:\n\nSTOP the sequence the moment they reply (positive OR negative)\nNever send more than 1 email per day to the same person\nPersonalization must reference something SPECIFIC (their company, role, recent news)\nIf they open but don't reply 3x → they're reading, switch to phone\nIf zero engagement after full sequence → move to Tier 3, retry in 90 days" }, { "title": "Cold Email Templates", "body": "Template 1: The Trigger Event\n\nSubject: [Trigger event] → quick thought\n\n[First name],\n\nSaw [specific trigger — new hire, funding, product launch, earnings mention].\n\nWhen [companies in their situation] hit this stage, [specific problem] usually becomes the bottleneck — [data point or example].\n\n[One sentence on how you solve this, tied to the trigger.]\n\nWorth a 15-min call to see if this applies to [company]?\n\n[Your name]\n\nTemplate 2: The Peer Reference\n\nSubject: How [similar company] solved [problem]\n\n[First name],\n\n[Similar company in their industry] was dealing with [specific problem] — [quantify: X hours/week, $Y lost, Z% error rate].\n\nThey [brief result: cut X by 40%, saved $Y/month, shipped Z days faster].\n\nHappy to share what they did differently — no pitch, just the playbook.\n\n15 min this week?\n\n[Your name]\n\nTemplate 3: The Breakup\n\nSubject: Closing the loop\n\n[First name],\n\nI've reached out a few times about [problem/topic] — I'll assume the timing isn't right.\n\nIf [problem] becomes a priority later, I'm here. \n\nDeleting your reminder from my CRM now.\n\n[Your name]\n\nWhy breakup emails work: 30-40% reply rate. People respond to loss aversion. \"Deleting your reminder\" creates fear of losing access." }, { "title": "Cold Call Script", "body": "Opening (first 10 seconds decide everything):\n\n\"Hi [Name], this is [You] from [Company]. \nDid I catch you at an okay time?\"\n\n[If yes:]\n\"I'll be brief. I noticed [trigger/signal] and wanted to ask —\nare you currently dealing with [specific problem]?\"\n\n[If they confirm the problem:]\n\"Got it. What's that costing you right now — in time, money, or headaches?\"\n\n[Let them talk. Take notes. Ask follow-up questions.]\n\n\"That's exactly what we help with. [One sentence proof point.]\nWould it make sense to set up 20 minutes this week to dig into this properly?\"\n\nCommon cold call responses + rebuttals:\n\nThey SayYou Say\"Not interested\"\"Totally fair — can I ask, is it because [problem] isn't a priority, or you've already solved it?\"\"Send me an email\"\"Happy to — what specifically would be most useful to include? That way I don't waste your time.\"\"We already have a solution\"\"Good — how's it working? Most companies I talk to have something in place but still have gaps in [specific area].\"\"Bad timing\"\"When would be better? I can put a reminder in for [suggested date].\"\"How did you get my number?\"\"LinkedIn / your website. I know cold calls aren't fun — I'll keep it under 2 minutes.\"" }, { "title": "MEDDPICC Qualification Framework", "body": "Score each element 1-3 (1=unknown, 2=partially known, 3=fully confirmed):\n\ndeal_qualification:\n metrics: # Quantifiable impact they care about\n score: [1-3]\n detail: \"[What numbers matter? Revenue increase, cost reduction, time saved?]\"\n source: \"[Who told you? Validated how?]\"\n \n economic_buyer: # Person with budget authority\n score: [1-3]\n name: \"[Name and title]\"\n access: \"[Have you spoken to them directly?]\"\n priority: \"[Is this in their top 3 priorities?]\"\n \n decision_criteria: # How they'll evaluate options\n score: [1-3]\n technical: \"[Integration, security, performance requirements]\"\n business: \"[ROI threshold, payback period, risk tolerance]\"\n political: \"[Internal politics, competing priorities]\"\n \n decision_process: # How they'll make the decision\n score: [1-3]\n steps: \"[What happens between now and signed contract?]\"\n timeline: \"[When do they need to decide? Hard deadline?]\"\n stakeholders: \"[Who's involved? Who has veto power?]\"\n \n paper_process: # Legal/procurement steps\n score: [1-3]\n procurement: \"[Standard terms or custom negotiation?]\"\n legal_review: \"[How long does legal take? Past precedent?]\"\n security_review: \"[Required? How long?]\"\n \n identified_pain: # The problem driving this\n score: [1-3]\n pain: \"[What hurts? What breaks?]\"\n impact: \"[Cost of inaction — quantified]\"\n urgency: \"[Why now? What happens if they wait?]\"\n \n champion: # Your internal advocate\n score: [1-3]\n name: \"[Who is it?]\"\n motivation: \"[Why do THEY personally care?]\"\n power: \"[Can they influence the economic buyer?]\"\n coached: \"[Have you prepped them for internal selling?]\"\n \n competition: # What you're up against\n score: [1-3]\n competitors: \"[Named competitors in the evaluation]\"\n status_quo: \"[Doing nothing is always a competitor]\"\n differentiation: \"[Why you win against each]\"\n \n total_score: \"[X/24]\"\n # 20-24 = Strong deal, forecast confidently\n # 15-19 = Gaps to fill, work the unknowns\n # 10-14 = At risk, needs significant work\n # <10 = Unqualified, don't invest time" }, { "title": "Discovery Questions by Category", "body": "Situation (understand current state):\n\nWalk me through how [process] works today, start to finish.\nWhat tools/systems are involved?\nHow many people touch this process?\nHow long has it been this way?\n\nProblem (surface the pain):\n5. Where does it break down?\n6. What's the impact when it fails? (Get a NUMBER)\n7. How often does that happen?\n8. What have you tried to fix it?\n9. Why didn't that work?\n\nImplication (expand the pain):\n10. If this doesn't get fixed in the next 6 months, what happens?\n11. How does this affect [their boss / their team / the company]?\n12. What's the cost of doing nothing? (Force them to quantify)\n13. What other initiatives depend on solving this?\n\nNeed-Payoff (let THEM sell the solution):\n14. If you could wave a magic wand, what would this look like?\n15. What would it mean for your team if [pain] went away?\n16. If you could get [specific metric improvement], what would that unlock?\n17. How would [their boss] react to those results?\n\nProcess (map the buying journey):\n18. Besides you, who else needs to weigh in on this?\n19. What's happened before when you've bought software like this?\n20. Is there a budget allocated, or would this need approval?\n21. What's the ideal timeline for having this running?\n22. What would kill this deal?" }, { "title": "Discovery Call Structure (30 min)", "body": "SegmentTimeWhat You DoOpening2 minConfirm agenda, set expectations, get permission to ask questionsContext5 minAsk situation questions — understand their worldPain10 minAsk problem + implication questions — go DEEP on 1-2 painsVision5 minAsk need-payoff questions — paint the future stateProcess5 minMap decision process, timeline, stakeholdersNext Steps3 minAgree on SPECIFIC next action with date\n\nGolden Rule: Talk <30% of the time. If you're talking more, you're pitching, not discovering." }, { "title": "The Problem-Solution-Proof Framework", "body": "Never demo features. Demo outcomes.\n\nStructure:\n\nMirror their pain (2 min) — \"You told me [specific pain from discovery]. Here's what that costs you: [quantified impact].\"\nShow the solution (15 min) — Walk through their USE CASE, not a generic tour. Use THEIR data, THEIR terminology, THEIR workflow.\nProve it works (5 min) — Case study of similar company. Before/after numbers. \"Company X had the same problem. Here's what happened.\"\nAddress risks (3 min) — Proactively surface the top concern they haven't raised yet. \"Most companies at your stage worry about [X]. Here's how we handle that.\"\nNext step (2 min) — Never end without a committed next action." }, { "title": "Demo Anti-Patterns", "body": "❌ Don't✅ Do InsteadShow every featureShow only what maps to their painStart with \"let me share my screen\"Start with \"let me recap what you told me\"Say \"and we also do...\"Say \"you mentioned [pain] — here's exactly how that works\"Demo to the whole committee at onceDemo to champion first, then do joint sessionLet the demo run longEnd 5 min early — scarcity signals confidenceSend a recording afterSend a 1-page summary with their specific ROI" }, { "title": "Mutual Action Plan (MAP)", "body": "After demo, create a shared doc with the prospect:\n\nmutual_action_plan:\n deal: \"[Company Name] + [Your Company]\"\n target_go_live: \"[Date]\"\n \n steps:\n - step: \"Technical deep-dive with engineering team\"\n owner: \"[Prospect technical contact]\"\n date: \"[Date]\"\n status: pending\n \n - step: \"Security review / questionnaire\"\n owner: \"[You — send completed questionnaire]\"\n date: \"[Date]\"\n status: pending\n \n - step: \"Business case presentation to [Economic Buyer]\"\n owner: \"[Champion + You]\"\n date: \"[Date]\"\n status: pending\n \n - step: \"Proposal / pricing review\"\n owner: \"[You]\"\n date: \"[Date]\"\n status: pending\n \n - step: \"Legal / contract review\"\n owner: \"[Prospect legal]\"\n date: \"[Date]\"\n status: pending\n \n - step: \"Signature\"\n owner: \"[Economic Buyer]\"\n date: \"[Date]\"\n status: pending\n \n - step: \"Kickoff call\"\n owner: \"[Your CS team]\"\n date: \"[Date]\"\n status: pending\n\nWhy MAPs work: Shared accountability. Visible timeline. Champion can use it to drive internal momentum. You can reference specific dates when things stall." }, { "title": "The LAER Framework", "body": "Every objection follows this pattern:\n\nListen — Let them finish. Don't interrupt. Nod.\nAcknowledge — \"That's a fair concern\" / \"I hear you\" (NOT \"I understand but...\")\nExplore — \"Help me understand — is it [X] specifically, or more about [Y]?\" (Diagnose the REAL objection)\nRespond — Address the real concern, not the surface one." }, { "title": "Objection Playbook", "body": "Price Objections:\n\nObjectionReal MeaningResponse\"Too expensive\"They don't see the value yet\"Compared to what? Help me understand what you're measuring against.\" Then re-anchor to cost of doing nothing.\"Can you do a discount?\"Testing your confidence\"Our pricing reflects the value we deliver. [Company X] saw [Y result] — the ROI was [Z]x. What specifically feels misaligned?\"\"We don't have budget\"Not a priority OR wrong buyer\"Is this a timing issue, or is [problem] not a priority this quarter?\" If priority: \"When budgets reset, can we plan for that?\"\"Competitor is cheaper\"Using you for leverage OR genuinely price-sensitive\"They may be. The question is what [missing capability] costs you over 12 months. Would you like me to map that out?\"\n\nTiming Objections:\n\nObjectionReal MeaningResponse\"Not now, maybe next quarter\"No urgency\"What changes next quarter? If [problem] costs you [X/month], that's [3X] by next quarter. What would it take to move this up?\"\"We're in the middle of [other project]\"Genuinely busy OR smokescreen\"Totally get it. When does [project] wrap? Let's lock in a date now so it doesn't slip.\"\"We need to think about it\"Unresolved concern they haven't voiced\"Of course. What specifically do you need to think through? I might be able to address it now.\"\n\nAuthority Objections:\n\nObjectionReal MeaningResponse\"I need to run this by my boss\"You're not talking to the decision-maker\"Absolutely. What's their biggest concern likely to be? Let's prep for that together.\" Then: \"Would it help if I joined that conversation?\"\"Our committee decides\"Multi-stakeholder deal\"Who's on the committee? What does each person care about most? Let's make sure the proposal speaks to all of them.\"\n\nStatus Quo Objections:\n\nObjectionReal MeaningResponse\"We're fine with what we have\"Fear of change > desire for improvement\"How long have you had it? What's changed in your business since then? Most companies I talk to outgrow [current solution] when they hit [their growth stage].\"\"We built our own\"Pride in internal solution\"That's impressive. What's the maintenance cost? Most teams I talk to find their engineers are spending [X%] of time maintaining instead of building product.\"" }, { "title": "The \"Negative Reverse\" Technique", "body": "When objections keep coming, flip the script:\n\n\"It sounds like this might not be the right fit. Should we just call it?\"\n\nThis does two things:\n\nTakes pressure off — they stop defending\nForces them to either agree (you saved time) or sell THEMSELVES on why it IS a fit" }, { "title": "Closing Signals (When to Ask)", "body": "Verbal:\n\n\"What would implementation look like?\"\n\"How does pricing work?\"\n\"Can we do a pilot?\"\n\"What's the contract length?\"\n\"When could we start?\"\n\nBehavioral:\n\nThey introduce you to additional stakeholders\nThey ask for references\nThey share internal documents/requirements\nResponse time gets faster\nThey start using \"we\" and \"when\" instead of \"if\"" }, { "title": "Closing Techniques", "body": "1. The Summary Close\n\n\"So to recap — [problem] is costing you [X/month], you need a solution \nby [date] for [reason], and [your product] addresses [their top 3 criteria]. \nShall I send the agreement?\"\n\n2. The Next Step Close\n\n\"Based on everything we've discussed, the next step would be \n[specific action — contract review, pilot setup, intro to CS]. \nShould I kick that off?\"\n\n3. The Assumptive Close\n\n\"Great — I'll have the proposal over by end of day. \nWould you prefer monthly or annual billing?\"\n\n4. The Puppy Dog Close (for hesitant buyers)\n\n\"Tell you what — let's do a 14-day pilot with [specific use case]. \nYou'll see [expected result] in the first week. \nIf it doesn't deliver, no hard feelings. Fair?\"" }, { "title": "Negotiation Rules", "body": "Never negotiate against yourself. If they ask for a discount, ask what they'd give in return (longer term, case study, referral, faster signature).\nTrade, don't cave. Every concession must get something back.\nAnchor high. Start with your full price. The first number sets the range.\nSilence is power. After stating your price, STOP TALKING. Let them respond.\nKnow your walk-away. Before any negotiation, set your floor. Below that = no deal.\nBundle value, don't discount price. Add a month free, add training, add premium support — don't cut the sticker price.\nCreate deadline. \"This pricing is valid through [date]\" or \"I have 2 onboarding slots left this quarter.\"" }, { "title": "Discount Decision Tree", "body": "Prospect asks for discount\n├── Do they have budget? \n│ ├── YES → Don't discount. Anchor to value.\n│ └── NO → Is the deal strategic (logo, case study, expansion potential)?\n│ ├── YES → Offer trade: discount for [annual commit / case study / referral]\n│ └── NO → Walk away or defer to next quarter\n├── Is this a competitive situation?\n│ ├── YES → Don't discount on price. Win on value + risk reduction.\n│ └── NO → They're testing. Hold firm. \"Our pricing reflects...\"\n└── Final rule: NEVER discount more than 20% on any deal. \n Below that, you're training them to negotiate hard every renewal." }, { "title": "Pipeline Stages & Exit Criteria", "body": "StageDefinitionExit CriteriaProbabilityProspectingInitial outreach, no meeting yetMeeting booked5%DiscoveryFirst meeting heldPain confirmed, ICP match validated15%EvaluationActive evaluation, demo deliveredChampion identified, decision criteria known30%ProposalProposal/pricing sentBudget confirmed, decision process mapped50%NegotiationTerms being discussedVerbal commit, legal/procurement started75%Closed WonContract signed✅ Revenue recognized100%Closed LostDeal lostReason documented, next steps noted0%\n\nStage Hygiene Rules:\n\nNo deal stays in a stage for more than 2x the average time for that stage\nEvery deal must have a next step with a date\nIf a deal has no activity for 14 days → flag for review\nUpdate stages based on BUYER actions, not your actions (you sending a proposal ≠ Proposal stage; them REVIEWING it does)" }, { "title": "Weekly Pipeline Review Template", "body": "pipeline_review:\n date: \"[YYYY-MM-DD]\"\n \n summary:\n total_pipeline: \"$[X]\"\n weighted_pipeline: \"$[X]\"\n new_this_week: [X deals, $Y]\n advanced_this_week: [X deals moved forward]\n closed_won: [X deals, $Y]\n closed_lost: [X deals, $Y — reasons]\n slipped: [X deals pushed from this month]\n \n deals_to_review: # Top 10 by size\n - company: \"[Name]\"\n value: \"$[X]\"\n stage: \"[Stage]\"\n age_in_stage: \"[X days]\"\n next_step: \"[Action]\"\n risk: \"[red/yellow/green]\"\n risk_reason: \"[Why]\"\n \n actions:\n - \"[Deal]: [Specific action to take this week]\"\n \n pipeline_health:\n coverage_ratio: \"[X]x\" # Pipeline / Quota — target 3-4x\n avg_deal_size: \"$[X]\"\n avg_sales_cycle: \"[X days]\"\n win_rate: \"[X%]\"\n stage_conversion:\n discovery_to_eval: \"[X%]\"\n eval_to_proposal: \"[X%]\"\n proposal_to_closed: \"[X%]\"" }, { "title": "Forecast Categories", "body": "CategoryDefinitionRulesCommitWILL close this periodVerbal yes, contract in legal, no blockersBest CaseHigh probability this periodChampion pushing, decision process active, some riskPipelineCould close this period, needs workIn evaluation, not yet at proposal stageUpsideUnlikely this period but possibleEarly stage, right ICP, uncertain timeline\n\nForecast Accuracy Rule: Your commit number should be within 10% of actual. If it's consistently off, your qualification is broken." }, { "title": "When Deals Stall — Diagnostic Checklist", "body": "Deal is stalled. Ask yourself:\n\n1. [ ] Do I have a champion? (If no → find one or walk away)\n2. [ ] Have I talked to the economic buyer? (If no → get access)\n3. [ ] Is there a compelling event / deadline? (If no → create urgency)\n4. [ ] Do they understand the cost of doing nothing? (If no → quantify it)\n5. [ ] Are there unresolved objections? (If yes → LAER them)\n6. [ ] Is there a competitor blocking? (If yes → differentiate or reframe)\n7. [ ] Is my champion still engaged? (If no → re-engage with new value)\n8. [ ] Have I multi-threaded? (If no → engage other stakeholders)" }, { "title": "Multi-Threading Strategy", "body": "Rule: Never have just one contact in a deal. If your champion leaves, gets sick, or goes on vacation — your deal dies.\n\nMinimum contacts by deal size:\n\n<$25K ACV → 2 contacts (champion + economic buyer)\n$25K-$100K → 3-4 contacts (champion, economic buyer, technical evaluator, end user)\n$100K+ → 5+ contacts (add: procurement, legal, executive sponsor)" }, { "title": "Urgency Creation (Ethical)", "body": "TechniqueHowWhen to UseCost of delay\"Every month this isn't solved costs you $[X]. That's $[3X] by Q[next].\"When they have no timelineCapacity constraint\"We're onboarding 3 clients this quarter. After that, next slot is [date].\"When true (never lie)Price timeline\"Current pricing is locked through [date].\"When price changes are plannedCompetitive risk\"Your competitor [name] just signed with us.\"When true and relevantRegulatory deadline\"[Regulation] takes effect [date]. You need [X weeks] to implement.\"When compliance is a factor" }, { "title": "Handoff to Customer Success", "body": "deal_handoff:\n company: \"[Name]\"\n closed_date: \"[Date]\"\n contract_value: \"$[X] / [term]\"\n \n key_contacts:\n - name: \"[Champion]\"\n role: \"[Title]\"\n communication_preference: \"[email/slack/phone]\"\n personality: \"[detail-oriented/big picture/hands-on]\"\n \n - name: \"[Executive Sponsor]\"\n role: \"[Title]\"\n engagement_level: \"[high/medium/low]\"\n success_metrics: \"[What they told you success looks like]\"\n \n context:\n pain_points_solved: \"[List from discovery]\"\n promised_outcomes: \"[Specific commitments made during sales]\"\n known_risks: \"[Anything that could cause churn]\"\n expansion_opportunity: \"[What else they could buy]\"\n competitor_considered: \"[Who else they evaluated and why they chose you]\"\n \n implementation:\n priority_use_cases: \"[What to set up first]\"\n technical_requirements: \"[Integrations, SSO, data migration]\"\n timeline_expectations: \"[What you committed to]\"\n \n DO_NOT:\n - \"[Any sensitive topics to avoid]\"\n - \"[Things that were contentious during sales]\"" }, { "title": "Expansion Revenue Playbook", "body": "When to upsell (signals):\n\nUsage hits >80% of their current tier/limit\nThey ask about features in higher tiers\nNew team/department asks to join\nThey hit a milestone (growing headcount, new market)\nRenewal is 90 days away (bundle expansion with renewal)\n\nExpansion conversation:\n\n\"I noticed [specific usage signal]. That usually means [outcome they care about] \nis going well. \n\nOther companies at your stage typically [expand to X / add Y] to [benefit].\nWould it make sense to explore that?\"\n\nNever upsell:\n\nWhen they have unresolved support issues\nDuring the first 60 days\nWhen they're at risk of churning\nWithout data showing they'll get value from the expansion" }, { "title": "Activity Metrics (Leading Indicators)", "body": "MetricTargetWhy It MattersOutbound emails/day30-50Pipeline generationCalls/day15-25Pipeline generationMeetings booked/week8-12Pipeline conversionDiscovery calls/week5-8Qualified pipelineDemos/week3-5Active evaluationProposals sent/week2-3Close to money" }, { "title": "Outcome Metrics (Lagging Indicators)", "body": "MetricFormulaHealthy RangeWin rateWon / (Won + Lost)20-35%Avg deal sizeTotal revenue / Deals closedTrending upSales cycleAvg days from first touch to closeTrending downPipeline coverageOpen pipeline / Quota3-4xActivity-to-meeting ratioMeetings / (Emails + Calls)>5%Meeting-to-opportunity ratioOpportunities / Meetings>50%Forecast accuracyActual / Committed>90%" }, { "title": "Win/Loss Analysis Template", "body": "deal_analysis:\n company: \"[Name]\"\n outcome: \"[Won/Lost]\"\n value: \"$[X]\"\n cycle_length: \"[X days]\"\n \n won_because: # or lost_because\n - \"[Primary reason]\"\n - \"[Secondary reason]\"\n \n competitor: \"[Who they went with / considered]\"\n \n what_worked:\n - \"[Specific thing that moved the deal forward]\"\n \n what_didnt:\n - \"[Specific mistake or gap]\"\n \n lesson:\n - \"[What to do differently next time]\"\n \n process_score: # Self-assessment\n prospecting: [1-5]\n discovery: [1-5]\n demo: [1-5]\n objection_handling: [1-5]\n closing: [1-5]\n relationship: [1-5]" }, { "title": "Monthly Self-Review Questions", "body": "What's my win rate trend? (Improving, flat, declining)\nWhere do deals die most? (Which stage has the biggest drop-off)\nAm I talking to the right people? (Economic buyer access rate)\nAre my deals getting bigger or smaller?\nWhat objection am I weakest at handling?\nWhich outreach channel converts best for me?\nAm I spending time on the right deals? (80/20 — are 80% of results from 20% of deals?)\nWhat did I learn from my last 3 losses?" }, { "title": "Natural Language Commands", "body": "CommandWhat It Does\"Build my ICP\"Walk through ICP definition template\"Write outreach for [company]\"Generate personalized multi-channel sequence\"Prep me for discovery with [company]\"Build discovery question set based on what you know\"Qualify this deal\"Run MEDDPICC assessment with scoring\"Help me handle [objection]\"Pull relevant playbook + practice response\"Review my pipeline\"Generate weekly pipeline review\"Why am I losing deals?\"Run win/loss analysis on recent losses\"Forecast this quarter\"Categorize deals into commit/best case/pipeline/upside\"Prep a proposal for [company]\"Generate proposal based on discovery notes\"Write a follow-up after [meeting type]\"Generate appropriate follow-up email\"Coach me on [call recording/notes]\"Analyze a sales conversation and give feedback\"How do I close [company]?\"Assess deal state and recommend closing strategy" } ], "body": "B2B Sales Playbook ⚡\n\nThe complete system for running a repeatable, scalable B2B sales operation.\n\nNot a CRM wrapper. Not a template collection. This is a full sales methodology — from identifying your ideal customer to closing the deal and expanding the account.\n\nPhase 1: Ideal Customer Profile (ICP) & Territory\nICP Definition Template\nicp:\n company:\n industry: [SaaS, Fintech, Healthcare, etc.]\n size_employees: [50-500]\n size_revenue: [$5M-$50M ARR]\n geography: [US, UK, DACH, etc.]\n tech_stack: [signals they use tools you integrate with]\n growth_stage: [Series A-C, post-PMF, scaling]\n \n pain_indicators: # Observable signals, not assumptions\n - hiring_for: [roles that signal the pain you solve]\n - tech_adoption: [recently adopted X tool = need for Y]\n - org_changes: [new VP of X = budget for initiatives]\n - regulatory: [upcoming compliance deadline]\n - public_statements: [earnings call mentions, press releases]\n \n buyer_personas:\n economic_buyer: # Signs the check\n title_patterns: [VP Sales, CRO, CEO]\n cares_about: [revenue growth, cost reduction, competitive advantage]\n speaks_in: [ROI, board metrics, market share]\n \n champion: # Fights for you internally\n title_patterns: [Director, Head of, Senior Manager]\n cares_about: [team productivity, career advancement, solving daily pain]\n speaks_in: [workflow, efficiency, team capacity]\n \n technical_evaluator: # Validates feasibility\n title_patterns: [Engineering Manager, Architect, IT Director]\n cares_about: [integration, security, maintenance burden]\n speaks_in: [APIs, uptime, migration effort]\n \n end_user: # Uses it daily\n title_patterns: [Individual contributors]\n cares_about: [ease of use, time saved, fewer context switches]\n \n anti-signals: # DO NOT pursue\n - company_size_under: 20 # too small, long sales cycle for low ACV\n - no_budget_indicator: [startup pre-revenue, recent layoffs >30%]\n - tech_mismatch: [on-prem only, legacy stack incompatible]\n - cultural: [committee-driven decisions with 6+ stakeholders at low ACV]\n\nTerritory Planning\n\nAccount Tiering:\n\nTier\tCriteria\tAccounts\tTime Allocation\tTouch Frequency\nTier 1\tPerfect ICP fit + active pain signals\t20-30\t50% of time\t2-3x/week\nTier 2\tGood ICP fit, no active signals yet\t50-80\t30% of time\t1x/week\nTier 3\tPartial fit, worth monitoring\t100-200\t15% of time\t2x/month\nInbound\tAny qualified inbound\tVariable\t5% of time\tRespond <1hr\n\nMonthly Territory Review:\n\nRe-score all Tier 1 accounts — any demote to Tier 2?\nScan Tier 2 for new signals — any promote to Tier 1?\nRemove dead accounts from Tier 3 (no engagement in 90 days)\nAdd new accounts from prospecting\nCalculate territory coverage: (accounts with activity / total) — target >80% for Tier 1\nPhase 2: Prospecting & Outreach\nMulti-Channel Sequence Framework\n\nPrinciple: No single channel works. Layer them.\n\nStandard Tier 1 Sequence (14 days):\n\nDay\tChannel\tAction\tGoal\n1\tEmail\tPersonalized cold email (see template below)\tOpen + reply\n1\tLinkedIn\tView profile + connect (NO pitch in connect msg)\tWarm the name\n3\tEmail\tFollow-up with value add (article, insight, data)\tDemonstrate expertise\n5\tLinkedIn\tComment on their recent post (genuine, not salesy)\tBuild familiarity\n7\tPhone\tCold call (see script below)\tLive conversation\n7\tEmail\tVoicemail follow-up email\tMulti-touch reinforcement\n10\tLinkedIn\tSend message referencing your email/call attempts\tChannel switch\n12\tEmail\tBreakup email (creates urgency)\tForce response\n14\tPhone\tFinal attempt\tLast touch\n\nSequence Rules:\n\nSTOP the sequence the moment they reply (positive OR negative)\nNever send more than 1 email per day to the same person\nPersonalization must reference something SPECIFIC (their company, role, recent news)\nIf they open but don't reply 3x → they're reading, switch to phone\nIf zero engagement after full sequence → move to Tier 3, retry in 90 days\nCold Email Templates\n\nTemplate 1: The Trigger Event\n\nSubject: [Trigger event] → quick thought\n\n[First name],\n\nSaw [specific trigger — new hire, funding, product launch, earnings mention].\n\nWhen [companies in their situation] hit this stage, [specific problem] usually becomes the bottleneck — [data point or example].\n\n[One sentence on how you solve this, tied to the trigger.]\n\nWorth a 15-min call to see if this applies to [company]?\n\n[Your name]\n\n\nTemplate 2: The Peer Reference\n\nSubject: How [similar company] solved [problem]\n\n[First name],\n\n[Similar company in their industry] was dealing with [specific problem] — [quantify: X hours/week, $Y lost, Z% error rate].\n\nThey [brief result: cut X by 40%, saved $Y/month, shipped Z days faster].\n\nHappy to share what they did differently — no pitch, just the playbook.\n\n15 min this week?\n\n[Your name]\n\n\nTemplate 3: The Breakup\n\nSubject: Closing the loop\n\n[First name],\n\nI've reached out a few times about [problem/topic] — I'll assume the timing isn't right.\n\nIf [problem] becomes a priority later, I'm here. \n\nDeleting your reminder from my CRM now.\n\n[Your name]\n\n\nWhy breakup emails work: 30-40% reply rate. People respond to loss aversion. \"Deleting your reminder\" creates fear of losing access.\n\nCold Call Script\n\nOpening (first 10 seconds decide everything):\n\n\"Hi [Name], this is [You] from [Company]. \nDid I catch you at an okay time?\"\n\n[If yes:]\n\"I'll be brief. I noticed [trigger/signal] and wanted to ask —\nare you currently dealing with [specific problem]?\"\n\n[If they confirm the problem:]\n\"Got it. What's that costing you right now — in time, money, or headaches?\"\n\n[Let them talk. Take notes. Ask follow-up questions.]\n\n\"That's exactly what we help with. [One sentence proof point.]\nWould it make sense to set up 20 minutes this week to dig into this properly?\"\n\n\nCommon cold call responses + rebuttals:\n\nThey Say\tYou Say\n\"Not interested\"\t\"Totally fair — can I ask, is it because [problem] isn't a priority, or you've already solved it?\"\n\"Send me an email\"\t\"Happy to — what specifically would be most useful to include? That way I don't waste your time.\"\n\"We already have a solution\"\t\"Good — how's it working? Most companies I talk to have something in place but still have gaps in [specific area].\"\n\"Bad timing\"\t\"When would be better? I can put a reminder in for [suggested date].\"\n\"How did you get my number?\"\t\"LinkedIn / your website. I know cold calls aren't fun — I'll keep it under 2 minutes.\"\nPhase 3: Discovery — The Most Important Meeting\nMEDDPICC Qualification Framework\n\nScore each element 1-3 (1=unknown, 2=partially known, 3=fully confirmed):\n\ndeal_qualification:\n metrics: # Quantifiable impact they care about\n score: [1-3]\n detail: \"[What numbers matter? Revenue increase, cost reduction, time saved?]\"\n source: \"[Who told you? Validated how?]\"\n \n economic_buyer: # Person with budget authority\n score: [1-3]\n name: \"[Name and title]\"\n access: \"[Have you spoken to them directly?]\"\n priority: \"[Is this in their top 3 priorities?]\"\n \n decision_criteria: # How they'll evaluate options\n score: [1-3]\n technical: \"[Integration, security, performance requirements]\"\n business: \"[ROI threshold, payback period, risk tolerance]\"\n political: \"[Internal politics, competing priorities]\"\n \n decision_process: # How they'll make the decision\n score: [1-3]\n steps: \"[What happens between now and signed contract?]\"\n timeline: \"[When do they need to decide? Hard deadline?]\"\n stakeholders: \"[Who's involved? Who has veto power?]\"\n \n paper_process: # Legal/procurement steps\n score: [1-3]\n procurement: \"[Standard terms or custom negotiation?]\"\n legal_review: \"[How long does legal take? Past precedent?]\"\n security_review: \"[Required? How long?]\"\n \n identified_pain: # The problem driving this\n score: [1-3]\n pain: \"[What hurts? What breaks?]\"\n impact: \"[Cost of inaction — quantified]\"\n urgency: \"[Why now? What happens if they wait?]\"\n \n champion: # Your internal advocate\n score: [1-3]\n name: \"[Who is it?]\"\n motivation: \"[Why do THEY personally care?]\"\n power: \"[Can they influence the economic buyer?]\"\n coached: \"[Have you prepped them for internal selling?]\"\n \n competition: # What you're up against\n score: [1-3]\n competitors: \"[Named competitors in the evaluation]\"\n status_quo: \"[Doing nothing is always a competitor]\"\n differentiation: \"[Why you win against each]\"\n \n total_score: \"[X/24]\"\n # 20-24 = Strong deal, forecast confidently\n # 15-19 = Gaps to fill, work the unknowns\n # 10-14 = At risk, needs significant work\n # <10 = Unqualified, don't invest time\n\nDiscovery Questions by Category\n\nSituation (understand current state):\n\nWalk me through how [process] works today, start to finish.\nWhat tools/systems are involved?\nHow many people touch this process?\nHow long has it been this way?\n\nProblem (surface the pain): 5. Where does it break down? 6. What's the impact when it fails? (Get a NUMBER) 7. How often does that happen? 8. What have you tried to fix it? 9. Why didn't that work?\n\nImplication (expand the pain): 10. If this doesn't get fixed in the next 6 months, what happens? 11. How does this affect [their boss / their team / the company]? 12. What's the cost of doing nothing? (Force them to quantify) 13. What other initiatives depend on solving this?\n\nNeed-Payoff (let THEM sell the solution): 14. If you could wave a magic wand, what would this look like? 15. What would it mean for your team if [pain] went away? 16. If you could get [specific metric improvement], what would that unlock? 17. How would [their boss] react to those results?\n\nProcess (map the buying journey): 18. Besides you, who else needs to weigh in on this? 19. What's happened before when you've bought software like this? 20. Is there a budget allocated, or would this need approval? 21. What's the ideal timeline for having this running? 22. What would kill this deal?\n\nDiscovery Call Structure (30 min)\nSegment\tTime\tWhat You Do\nOpening\t2 min\tConfirm agenda, set expectations, get permission to ask questions\nContext\t5 min\tAsk situation questions — understand their world\nPain\t10 min\tAsk problem + implication questions — go DEEP on 1-2 pains\nVision\t5 min\tAsk need-payoff questions — paint the future state\nProcess\t5 min\tMap decision process, timeline, stakeholders\nNext Steps\t3 min\tAgree on SPECIFIC next action with date\n\nGolden Rule: Talk <30% of the time. If you're talking more, you're pitching, not discovering.\n\nPhase 4: Demo & Presentation\nThe Problem-Solution-Proof Framework\n\nNever demo features. Demo outcomes.\n\nStructure:\n\nMirror their pain (2 min) — \"You told me [specific pain from discovery]. Here's what that costs you: [quantified impact].\"\nShow the solution (15 min) — Walk through their USE CASE, not a generic tour. Use THEIR data, THEIR terminology, THEIR workflow.\nProve it works (5 min) — Case study of similar company. Before/after numbers. \"Company X had the same problem. Here's what happened.\"\nAddress risks (3 min) — Proactively surface the top concern they haven't raised yet. \"Most companies at your stage worry about [X]. Here's how we handle that.\"\nNext step (2 min) — Never end without a committed next action.\nDemo Anti-Patterns\n❌ Don't\t✅ Do Instead\nShow every feature\tShow only what maps to their pain\nStart with \"let me share my screen\"\tStart with \"let me recap what you told me\"\nSay \"and we also do...\"\tSay \"you mentioned [pain] — here's exactly how that works\"\nDemo to the whole committee at once\tDemo to champion first, then do joint session\nLet the demo run long\tEnd 5 min early — scarcity signals confidence\nSend a recording after\tSend a 1-page summary with their specific ROI\nMutual Action Plan (MAP)\n\nAfter demo, create a shared doc with the prospect:\n\nmutual_action_plan:\n deal: \"[Company Name] + [Your Company]\"\n target_go_live: \"[Date]\"\n \n steps:\n - step: \"Technical deep-dive with engineering team\"\n owner: \"[Prospect technical contact]\"\n date: \"[Date]\"\n status: pending\n \n - step: \"Security review / questionnaire\"\n owner: \"[You — send completed questionnaire]\"\n date: \"[Date]\"\n status: pending\n \n - step: \"Business case presentation to [Economic Buyer]\"\n owner: \"[Champion + You]\"\n date: \"[Date]\"\n status: pending\n \n - step: \"Proposal / pricing review\"\n owner: \"[You]\"\n date: \"[Date]\"\n status: pending\n \n - step: \"Legal / contract review\"\n owner: \"[Prospect legal]\"\n date: \"[Date]\"\n status: pending\n \n - step: \"Signature\"\n owner: \"[Economic Buyer]\"\n date: \"[Date]\"\n status: pending\n \n - step: \"Kickoff call\"\n owner: \"[Your CS team]\"\n date: \"[Date]\"\n status: pending\n\n\nWhy MAPs work: Shared accountability. Visible timeline. Champion can use it to drive internal momentum. You can reference specific dates when things stall.\n\nPhase 5: Objection Handling\nThe LAER Framework\n\nEvery objection follows this pattern:\n\nListen — Let them finish. Don't interrupt. Nod.\nAcknowledge — \"That's a fair concern\" / \"I hear you\" (NOT \"I understand but...\")\nExplore — \"Help me understand — is it [X] specifically, or more about [Y]?\" (Diagnose the REAL objection)\nRespond — Address the real concern, not the surface one.\nObjection Playbook\n\nPrice Objections:\n\nObjection\tReal Meaning\tResponse\n\"Too expensive\"\tThey don't see the value yet\t\"Compared to what? Help me understand what you're measuring against.\" Then re-anchor to cost of doing nothing.\n\"Can you do a discount?\"\tTesting your confidence\t\"Our pricing reflects the value we deliver. [Company X] saw [Y result] — the ROI was [Z]x. What specifically feels misaligned?\"\n\"We don't have budget\"\tNot a priority OR wrong buyer\t\"Is this a timing issue, or is [problem] not a priority this quarter?\" If priority: \"When budgets reset, can we plan for that?\"\n\"Competitor is cheaper\"\tUsing you for leverage OR genuinely price-sensitive\t\"They may be. The question is what [missing capability] costs you over 12 months. Would you like me to map that out?\"\n\nTiming Objections:\n\nObjection\tReal Meaning\tResponse\n\"Not now, maybe next quarter\"\tNo urgency\t\"What changes next quarter? If [problem] costs you [X/month], that's [3X] by next quarter. What would it take to move this up?\"\n\"We're in the middle of [other project]\"\tGenuinely busy OR smokescreen\t\"Totally get it. When does [project] wrap? Let's lock in a date now so it doesn't slip.\"\n\"We need to think about it\"\tUnresolved concern they haven't voiced\t\"Of course. What specifically do you need to think through? I might be able to address it now.\"\n\nAuthority Objections:\n\nObjection\tReal Meaning\tResponse\n\"I need to run this by my boss\"\tYou're not talking to the decision-maker\t\"Absolutely. What's their biggest concern likely to be? Let's prep for that together.\" Then: \"Would it help if I joined that conversation?\"\n\"Our committee decides\"\tMulti-stakeholder deal\t\"Who's on the committee? What does each person care about most? Let's make sure the proposal speaks to all of them.\"\n\nStatus Quo Objections:\n\nObjection\tReal Meaning\tResponse\n\"We're fine with what we have\"\tFear of change > desire for improvement\t\"How long have you had it? What's changed in your business since then? Most companies I talk to outgrow [current solution] when they hit [their growth stage].\"\n\"We built our own\"\tPride in internal solution\t\"That's impressive. What's the maintenance cost? Most teams I talk to find their engineers are spending [X%] of time maintaining instead of building product.\"\nThe \"Negative Reverse\" Technique\n\nWhen objections keep coming, flip the script:\n\n\"It sounds like this might not be the right fit. Should we just call it?\"\n\nThis does two things:\n\nTakes pressure off — they stop defending\nForces them to either agree (you saved time) or sell THEMSELVES on why it IS a fit\nPhase 6: Closing & Negotiation\nClosing Signals (When to Ask)\n\nVerbal:\n\n\"What would implementation look like?\"\n\"How does pricing work?\"\n\"Can we do a pilot?\"\n\"What's the contract length?\"\n\"When could we start?\"\n\nBehavioral:\n\nThey introduce you to additional stakeholders\nThey ask for references\nThey share internal documents/requirements\nResponse time gets faster\nThey start using \"we\" and \"when\" instead of \"if\"\nClosing Techniques\n\n1. The Summary Close\n\n\"So to recap — [problem] is costing you [X/month], you need a solution \nby [date] for [reason], and [your product] addresses [their top 3 criteria]. \nShall I send the agreement?\"\n\n\n2. The Next Step Close\n\n\"Based on everything we've discussed, the next step would be \n[specific action — contract review, pilot setup, intro to CS]. \nShould I kick that off?\"\n\n\n3. The Assumptive Close\n\n\"Great — I'll have the proposal over by end of day. \nWould you prefer monthly or annual billing?\"\n\n\n4. The Puppy Dog Close (for hesitant buyers)\n\n\"Tell you what — let's do a 14-day pilot with [specific use case]. \nYou'll see [expected result] in the first week. \nIf it doesn't deliver, no hard feelings. Fair?\"\n\nNegotiation Rules\nNever negotiate against yourself. If they ask for a discount, ask what they'd give in return (longer term, case study, referral, faster signature).\nTrade, don't cave. Every concession must get something back.\nAnchor high. Start with your full price. The first number sets the range.\nSilence is power. After stating your price, STOP TALKING. Let them respond.\nKnow your walk-away. Before any negotiation, set your floor. Below that = no deal.\nBundle value, don't discount price. Add a month free, add training, add premium support — don't cut the sticker price.\nCreate deadline. \"This pricing is valid through [date]\" or \"I have 2 onboarding slots left this quarter.\"\nDiscount Decision Tree\nProspect asks for discount\n├── Do they have budget? \n│ ├── YES → Don't discount. Anchor to value.\n│ └── NO → Is the deal strategic (logo, case study, expansion potential)?\n│ ├── YES → Offer trade: discount for [annual commit / case study / referral]\n│ └── NO → Walk away or defer to next quarter\n├── Is this a competitive situation?\n│ ├── YES → Don't discount on price. Win on value + risk reduction.\n│ └── NO → They're testing. Hold firm. \"Our pricing reflects...\"\n└── Final rule: NEVER discount more than 20% on any deal. \n Below that, you're training them to negotiate hard every renewal.\n\nPhase 7: Pipeline Management\nPipeline Stages & Exit Criteria\nStage\tDefinition\tExit Criteria\tProbability\nProspecting\tInitial outreach, no meeting yet\tMeeting booked\t5%\nDiscovery\tFirst meeting held\tPain confirmed, ICP match validated\t15%\nEvaluation\tActive evaluation, demo delivered\tChampion identified, decision criteria known\t30%\nProposal\tProposal/pricing sent\tBudget confirmed, decision process mapped\t50%\nNegotiation\tTerms being discussed\tVerbal commit, legal/procurement started\t75%\nClosed Won\tContract signed\t✅ Revenue recognized\t100%\nClosed Lost\tDeal lost\tReason documented, next steps noted\t0%\n\nStage Hygiene Rules:\n\nNo deal stays in a stage for more than 2x the average time for that stage\nEvery deal must have a next step with a date\nIf a deal has no activity for 14 days → flag for review\nUpdate stages based on BUYER actions, not your actions (you sending a proposal ≠ Proposal stage; them REVIEWING it does)\nWeekly Pipeline Review Template\npipeline_review:\n date: \"[YYYY-MM-DD]\"\n \n summary:\n total_pipeline: \"$[X]\"\n weighted_pipeline: \"$[X]\"\n new_this_week: [X deals, $Y]\n advanced_this_week: [X deals moved forward]\n closed_won: [X deals, $Y]\n closed_lost: [X deals, $Y — reasons]\n slipped: [X deals pushed from this month]\n \n deals_to_review: # Top 10 by size\n - company: \"[Name]\"\n value: \"$[X]\"\n stage: \"[Stage]\"\n age_in_stage: \"[X days]\"\n next_step: \"[Action]\"\n risk: \"[red/yellow/green]\"\n risk_reason: \"[Why]\"\n \n actions:\n - \"[Deal]: [Specific action to take this week]\"\n \n pipeline_health:\n coverage_ratio: \"[X]x\" # Pipeline / Quota — target 3-4x\n avg_deal_size: \"$[X]\"\n avg_sales_cycle: \"[X days]\"\n win_rate: \"[X%]\"\n stage_conversion:\n discovery_to_eval: \"[X%]\"\n eval_to_proposal: \"[X%]\"\n proposal_to_closed: \"[X%]\"\n\nForecast Categories\nCategory\tDefinition\tRules\nCommit\tWILL close this period\tVerbal yes, contract in legal, no blockers\nBest Case\tHigh probability this period\tChampion pushing, decision process active, some risk\nPipeline\tCould close this period, needs work\tIn evaluation, not yet at proposal stage\nUpside\tUnlikely this period but possible\tEarly stage, right ICP, uncertain timeline\n\nForecast Accuracy Rule: Your commit number should be within 10% of actual. If it's consistently off, your qualification is broken.\n\nPhase 8: Deal Acceleration Tactics\nWhen Deals Stall — Diagnostic Checklist\nDeal is stalled. Ask yourself:\n\n1. [ ] Do I have a champion? (If no → find one or walk away)\n2. [ ] Have I talked to the economic buyer? (If no → get access)\n3. [ ] Is there a compelling event / deadline? (If no → create urgency)\n4. [ ] Do they understand the cost of doing nothing? (If no → quantify it)\n5. [ ] Are there unresolved objections? (If yes → LAER them)\n6. [ ] Is there a competitor blocking? (If yes → differentiate or reframe)\n7. [ ] Is my champion still engaged? (If no → re-engage with new value)\n8. [ ] Have I multi-threaded? (If no → engage other stakeholders)\n\nMulti-Threading Strategy\n\nRule: Never have just one contact in a deal. If your champion leaves, gets sick, or goes on vacation — your deal dies.\n\nMinimum contacts by deal size:\n\n<$25K ACV → 2 contacts (champion + economic buyer)\n$25K-$100K → 3-4 contacts (champion, economic buyer, technical evaluator, end user)\n$100K+ → 5+ contacts (add: procurement, legal, executive sponsor)\nUrgency Creation (Ethical)\nTechnique\tHow\tWhen to Use\nCost of delay\t\"Every month this isn't solved costs you $[X]. That's $[3X] by Q[next].\"\tWhen they have no timeline\nCapacity constraint\t\"We're onboarding 3 clients this quarter. After that, next slot is [date].\"\tWhen true (never lie)\nPrice timeline\t\"Current pricing is locked through [date].\"\tWhen price changes are planned\nCompetitive risk\t\"Your competitor [name] just signed with us.\"\tWhen true and relevant\nRegulatory deadline\t\"[Regulation] takes effect [date]. You need [X weeks] to implement.\"\tWhen compliance is a factor\nPhase 9: Post-Sale & Expansion\nHandoff to Customer Success\ndeal_handoff:\n company: \"[Name]\"\n closed_date: \"[Date]\"\n contract_value: \"$[X] / [term]\"\n \n key_contacts:\n - name: \"[Champion]\"\n role: \"[Title]\"\n communication_preference: \"[email/slack/phone]\"\n personality: \"[detail-oriented/big picture/hands-on]\"\n \n - name: \"[Executive Sponsor]\"\n role: \"[Title]\"\n engagement_level: \"[high/medium/low]\"\n success_metrics: \"[What they told you success looks like]\"\n \n context:\n pain_points_solved: \"[List from discovery]\"\n promised_outcomes: \"[Specific commitments made during sales]\"\n known_risks: \"[Anything that could cause churn]\"\n expansion_opportunity: \"[What else they could buy]\"\n competitor_considered: \"[Who else they evaluated and why they chose you]\"\n \n implementation:\n priority_use_cases: \"[What to set up first]\"\n technical_requirements: \"[Integrations, SSO, data migration]\"\n timeline_expectations: \"[What you committed to]\"\n \n DO_NOT:\n - \"[Any sensitive topics to avoid]\"\n - \"[Things that were contentious during sales]\"\n\nExpansion Revenue Playbook\n\nWhen to upsell (signals):\n\nUsage hits >80% of their current tier/limit\nThey ask about features in higher tiers\nNew team/department asks to join\nThey hit a milestone (growing headcount, new market)\nRenewal is 90 days away (bundle expansion with renewal)\n\nExpansion conversation:\n\n\"I noticed [specific usage signal]. That usually means [outcome they care about] \nis going well. \n\nOther companies at your stage typically [expand to X / add Y] to [benefit].\nWould it make sense to explore that?\"\n\n\nNever upsell:\n\nWhen they have unresolved support issues\nDuring the first 60 days\nWhen they're at risk of churning\nWithout data showing they'll get value from the expansion\nPhase 10: Metrics & Self-Improvement\nActivity Metrics (Leading Indicators)\nMetric\tTarget\tWhy It Matters\nOutbound emails/day\t30-50\tPipeline generation\nCalls/day\t15-25\tPipeline generation\nMeetings booked/week\t8-12\tPipeline conversion\nDiscovery calls/week\t5-8\tQualified pipeline\nDemos/week\t3-5\tActive evaluation\nProposals sent/week\t2-3\tClose to money\nOutcome Metrics (Lagging Indicators)\nMetric\tFormula\tHealthy Range\nWin rate\tWon / (Won + Lost)\t20-35%\nAvg deal size\tTotal revenue / Deals closed\tTrending up\nSales cycle\tAvg days from first touch to close\tTrending down\nPipeline coverage\tOpen pipeline / Quota\t3-4x\nActivity-to-meeting ratio\tMeetings / (Emails + Calls)\t>5%\nMeeting-to-opportunity ratio\tOpportunities / Meetings\t>50%\nForecast accuracy\tActual / Committed\t>90%\nWin/Loss Analysis Template\ndeal_analysis:\n company: \"[Name]\"\n outcome: \"[Won/Lost]\"\n value: \"$[X]\"\n cycle_length: \"[X days]\"\n \n won_because: # or lost_because\n - \"[Primary reason]\"\n - \"[Secondary reason]\"\n \n competitor: \"[Who they went with / considered]\"\n \n what_worked:\n - \"[Specific thing that moved the deal forward]\"\n \n what_didnt:\n - \"[Specific mistake or gap]\"\n \n lesson:\n - \"[What to do differently next time]\"\n \n process_score: # Self-assessment\n prospecting: [1-5]\n discovery: [1-5]\n demo: [1-5]\n objection_handling: [1-5]\n closing: [1-5]\n relationship: [1-5]\n\nMonthly Self-Review Questions\nWhat's my win rate trend? (Improving, flat, declining)\nWhere do deals die most? (Which stage has the biggest drop-off)\nAm I talking to the right people? (Economic buyer access rate)\nAre my deals getting bigger or smaller?\nWhat objection am I weakest at handling?\nWhich outreach channel converts best for me?\nAm I spending time on the right deals? (80/20 — are 80% of results from 20% of deals?)\nWhat did I learn from my last 3 losses?\nNatural Language Commands\nCommand\tWhat It Does\n\"Build my ICP\"\tWalk through ICP definition template\n\"Write outreach for [company]\"\tGenerate personalized multi-channel sequence\n\"Prep me for discovery with [company]\"\tBuild discovery question set based on what you know\n\"Qualify this deal\"\tRun MEDDPICC assessment with scoring\n\"Help me handle [objection]\"\tPull relevant playbook + practice response\n\"Review my pipeline\"\tGenerate weekly pipeline review\n\"Why am I losing deals?\"\tRun win/loss analysis on recent losses\n\"Forecast this quarter\"\tCategorize deals into commit/best case/pipeline/upside\n\"Prep a proposal for [company]\"\tGenerate proposal based on discovery notes\n\"Write a follow-up after [meeting type]\"\tGenerate appropriate follow-up email\n\"Coach me on [call recording/notes]\"\tAnalyze a sales conversation and give feedback\n\"How do I close [company]?\"\tAssess deal state and recommend closing strategy" }, "trust": { "sourceLabel": "tencent", "provenanceUrl": "https://clawhub.ai/1kalin/afrexai-sales-playbook", "publisherUrl": "https://clawhub.ai/1kalin/afrexai-sales-playbook", "owner": "1kalin", "version": "1.0.0", "license": null, "verificationStatus": "Indexed source record" }, "links": { "detailUrl": "https://openagent3.xyz/skills/afrexai-sales-playbook", "downloadUrl": "https://openagent3.xyz/downloads/afrexai-sales-playbook", "agentUrl": "https://openagent3.xyz/skills/afrexai-sales-playbook/agent", "manifestUrl": "https://openagent3.xyz/skills/afrexai-sales-playbook/agent.json", "briefUrl": "https://openagent3.xyz/skills/afrexai-sales-playbook/agent.md" } }