Lead scoring: Hot: 70+ | Warm: 40-69 | Nurture: <40

Pipeline coverage: 3-4x quota (SMB), 4-5x (Enterprise)

LTV:CAC ratio: Target >3:1

MEDDIC: Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion

Cold email: Under 100 words, problem-forward, clear single CTA

Sales process is successful when:

Leads scored and tiered (Gold/Silver/Bronze) before outreach Pipeline coverage at 3-4x quota minimum LTV:CAC ratio >3:1 MEDDIC criteria documented for each qualified opportunity Demo follows RECAP → AGENDA → SHOW VALUE → SUMMARIZE → NEXT STEPS Objections handled with LAER (Listen, Acknowledge, Explore, Respond)

Comprehensive B2B sales skill: outreach, revenue operations, and demo execution.

Quick Reference Domain Key Components Reference File Outreach Cold email, sequences, domain warming, lead scoring reference/outreach.md Revenue Ops Pipeline metrics, forecasting, dashboards, attribution reference/revenue-ops.md Discovery MEDDIC, SPIN, demo flow, objection handling reference/discovery.md Part 1: Sales Outreach The GTM Pipeline Lead Scraping → Lead Scoring → Domain Warming → Sequences → Reply Detection ↓ ↓ ↓ ↓ ↓ dealer-scraper sales-agent cold-reach cold-reach sales-agent

Lead Tiering Tier Criteria Priority Action GOLD Multi-trade, $5-50M, website, reviews Immediate Personalized sequence SILVER Single trade, has reviews or website Week 1 Standard sequence BRONZE Basic listing only Nurture Drip campaign Lead Scoring (0-100) scoring_factors = { 'icp_fit': 0-30, # Match to ideal customer profile 'intent_signals': 0-25, # Buying signals detected 'engagement': 0-20, # Email opens, clicks, replies 'timing': 0-15, # Budget cycle, seasonality 'budget_signals': 0-10 # Company size, funding }

Thresholds: Hot: 70+ | Warm: 40-69 | Nurture: <40

6-Agent Architecture Agent Role Output RESEARCHER Company intel, tech stack Enriched company data QUALIFIER ICP fit scoring 0-100 score + tier ENRICHER Contact discovery Verified emails, org chart WRITER Personalized sequences Multi-step email campaign ANALYZER Reply intent Route to next action ROUTER Orchestration Next-best-action Cold Email Principles Short and specific - Under 100 words Problem-forward - Lead with their pain Clear CTA - One ask (usually 10-min call) Personalization - Company name, specific detail Email Sequence Structure Step Timing Purpose 1 Day 0 Initial outreach - problem statement 2 Day 3 Follow-up - different angle 3 Day 7 Value add - insight or resource 4 Day 10 Break-up - last chance Part 2: Revenue Operations Core Metrics Pipeline Metrics pipeline_coverage: formula: "Pipeline Value / Quota" healthy: "3-4x for SMB, 4-5x for Enterprise" warning: "Below 3x"

pipeline_velocity: formula: "(# Opps x Win Rate x Avg Deal) / Cycle Days" use: "Predict monthly revenue"

weighted_pipeline: formula: "Sum of (Deal Value x Stage Probability)"

Conversion Funnel Stage Formula Benchmark Lead to MQL MQLs / Total Leads 15-30% MQL to SQL SQLs / MQLs 30-50% SQL to Opp Opportunities / SQLs 50-70% Opp to Win Closed Won / Opportunities 20-30% Overall Closed Won / Total Leads 1-5% Unit Economics Metric Formula Healthy CAC (Sales + Marketing) / New Customers Depends on ACV LTV (ARPU x Gross Margin) / Churn Rate - LTV:CAC LTV / CAC >3:1 Payback CAC / (ARPU x Gross Margin) <12 months Pipeline Stages Stage Probability Entry Criteria Lead 5% Contact captured MQL 10% Meets ICP SQL 20% BANT confirmed Discovery 30% Meeting scheduled Demo 50% Demo completed Proposal 70% Proposal sent Negotiation 85% Terms discussed Closed Won 100% Contract signed Forecasting Methods Method Formula Best For Pipeline-based Sum(Deal x Stage Probability) Simple, data-driven Historical Historical conversion x Pipeline Past performance Commit-based Rep commits + Manager adjustment Incorporates judgment Part 3: Demo & Discovery Call Structure Stage Goal Duration Opening Build rapport, set agenda 2-3 min Discovery Uncover pain, qualify 15-20 min Demo Show relevant value 15-20 min Close Agree next steps 5 min SPIN Questioning Type Purpose Example Situation Understand context "Walk me through your current process..." Problem Surface pain "What challenges do you face with...?" Implication Deepen pain "What happens when that goes wrong?" Need-Payoff Envision solution "If you could fix that, what would change?" MEDDIC Qualification Letter Element Key Question M Metrics What's the measurable impact? E Economic Buyer Who controls budget? D Decision Criteria How will they decide? D Decision Process What are steps to buy? I Identify Pain What's compelling reason to act? C Champion Who's selling internally? Demo Best Practices 1. RECAP (2 min) "Based on our discovery, you mentioned [pain 1], [pain 2]..."

AGENDA (1 min) "I'll show how we address each. Stop me anytime."
SHOW VALUE (15-20 min) Pain -> Feature -> Benefit -> Proof (repeat for each pain)
SUMMARIZE (2 min) "So you'd be able to [benefit 1], [benefit 2]..."
NEXT STEPS (5 min) "What questions? What's our next step?"

Demo Rules Show, don't tell - Open the product, demonstrate Connect to pain - Every feature tied to their problem Pause for reactions - "How does that compare to current?" Objection Handling (LAER) L - Listen (fully, don't interrupt) A - Acknowledge (validate the concern) E - Explore (understand the root) R - Respond (address specifically)

Objection Response Framework "Too expensive" Acknowledge -> "Compared to what?" -> Show ROI "Not ready" Acknowledge -> "What would need to change?" -> Pilot option "Looking at [competitor]" Acknowledge -> "What draws you?" -> Differentiate "Need boss approval" Acknowledge -> "What will they ask?" -> Offer to join Call Prep Checklist

Research (10 min)

[ ] Company website - recent news
[ ] LinkedIn - prospect background
[ ] Tech stack - BuiltWith, job postings
[ ] Competitors they might use

Preparation (5 min)

[ ] Hypothesis: Why might they need us?
[ ] 3 discovery questions ready
[ ] Demo environment ready
[ ] Clear next step in mind

Mindset

[ ] Curiosity, not pitch mode
[ ] Understand their world first

Weekly Pipeline Review Template

Coverage Check

Current pipeline: $___
Quota this month: $___
Coverage ratio: ___x (target: 3-4x)

Stage Movement

| Stage | Start | End | Net |

|-------|-------|-----|-----|

Deals at Risk

|------|--------|---------------|------|

Action Items

[ ] Stalled deals to address
[ ] Proposals to follow up
[ ] Deals to close this week

Integration Notes Email Tools: Instantly.ai, Apollo.io, custom SMTP CRM: Salesforce, HubSpot, Airtable Enrichment: Clearbit, ZoomInfo, LinkedIn, Hunter.io Related Projects: cold-reach, sales-agent, dealer-scraper-mvp Reference Files reference/outreach.md - Email templates, domain warming, agent architecture reference/revenue-ops.md - Metrics, dashboards, forecasting reference/discovery.md - MEDDIC scorecard, demo scripts, objection library

sales-revenue

安装