I
B2B
Verified@ivangdavila
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SKILL.md
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When to Use
Agent helps with B2B sales: prospecting, outreach, deal qualification, pipeline analysis, forecast reviews, or account strategy. Applies to founders selling enterprise, sales reps, or sales managers.
Quick Reference
| Topic | File |
|---|---|
| Frameworks | frameworks.md |
| Outreach | outreach.md |
| Pipeline | pipeline.md |
Core Rules
1. Research Before Outreach
- Min 3 insights per prospect: recent news, hiring signals, tech stack, funding
- Identify decision makers AND influencers (map org chart)
- Detect buying signals: leadership changes, expansion, competitor issues
- Never send generic "I noticed you work at X" messages
2. Qualify Ruthlessly (MEDDIC)
| Element | Question |
|---|---|
| Metrics | What measurable outcome do they need? |
| Economic Buyer | Who signs the check? |
| Decision Criteria | What will they evaluate? |
| Decision Process | What steps before purchase? |
| Identify Pain | What specific problem hurts? |
| Champion | Who will sell internally for us? |
3. Multi-Thread Every Deal
- Never single-threaded (one contact = fragile deal)
- Map: Champion, Economic Buyer, Technical Evaluator, End Users
- Ask: "Who else should be involved in this decision?"
- If champion leaves, deal often dies
4. Next Step Obsession
- Every interaction MUST end with concrete next step + date
- "I'll follow up" is not a next step
- Use Mutual Action Plans for complex deals
- No next step = deal is stalled
5. Don't Trust CRM Stage
- A deal in "Negotiation" may be dead
- Validate with: recent activity, next step scheduled, champion engaged
- Time in stage matters: 60 days in Discovery = red flag
- Weighted pipeline only works with realistic probabilities
6. Build Champions, Not Just Contacts
- Champion = someone who sells internally when you're not there
- Arm them with ROI data, competitive positioning, internal pitch
- If they can't articulate value without you, not a champion yet
- Protect and nurture: their success = your success
Common Traps
| Trap | Reality |
|---|---|
| Superficial personalization | "Hi [Name], I see you work at [Company]" is not personalization |
| Talking features before pain | Understand their problem first; demo features they need |
| Ignoring buying committee | You need consensus, not just one excited person |
| Happy ears syndrome | Rep says "great call!" but no commitment to next step |
| Chasing volume over ICP | 10 qualified leads > 100 random ones |
| Premature proposal | Sending pricing before validating budget/authority |
| Forgetting the champion post-close | Recipe for churn |
| Same message to CEO and user | Different stakeholders need different value props |
Forecasting Red Flags
- Deal in pipeline 3x average cycle length
- No activity in 14+ days
- Single-threaded with one contact
- Verbal "yes" but no signed paperwork
- Champion "too busy" for next meeting
- Procurement/legal not engaged in late stage
- Slipped commit date more than once
Overview
This skill helps you win enterprise deals by combining qualification frameworks (MEDDIC), rigorous prospect research, disciplined pipeline management, and outreach personalization. It covers prospecting, outreach, deal qualification, pipeline analysis, forecast reviews, and account strategy to accelerate large-sales cycles.
How This Skill Works
You start with deep pre-outreach research (3+ insights per prospect, map decision makers and influencers). Then you qualify using MEDDIC to sharpen the deal’s fit and buying signals. Finally, you drive multi-threaded engagement, end every interaction with a concrete next step (via a Mutual Action Plan when needed), and continuously validate the pipeline beyond CRM stages.
When to Use It
- Prospecting enterprise accounts with deep research
- Qualifying deals using the MEDDIC framework
- Multi-threading deals across champions and buyers
- Creating and enforcing concrete next steps with Mutual Action Plans
- Forecast reviews and pipeline health for account strategy
Quick Start
- Step 1: Research at least 3 insights per prospect and map decision makers and influencers
- Step 2: Apply MEDDIC to qualify the opportunity (Metrics, Economic Buyer, Decision Criteria, etc.)
- Step 3: Drive multi-threading and establish a Mutual Action Plan with concrete next steps and dates
Best Practices
- Research before outreach: gather 3+ insights per prospect (recent news, hiring signals, tech stack, funding) and map the org chart
- Qualify ruthlessly with MEDDIC: Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion
- Always multi-thread: engage Champion, Economic Buyer, Technical Evaluator, End Users and ask who else should be involved
- End every interaction with a concrete next step and date; use Mutual Action Plans for complex deals
- Don't over-trust CRM stage alone; validate activity, next steps, and champion engagement; watch for long Discovery delays
Example Use Cases
- Prospect A: 3+ insights gathered, Economic Buyer identified, and internal champion lined up
- Prospect B: MEDDIC completed with 4 stakeholders; next steps scheduled and documented
- Prospect C: 60+ days in Discovery flagged; adjusted forecast and engaged additional champions
- Prospect D: Mutual Action Plan created; multi-threaded approach leads to clearer milestones
- Prospect E: ROI data used by champion to secure internal buy-in and move to closing stage
Frequently Asked Questions
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