陌讯skills聚合平台

sales-strategist

📁 ncklrs/startup-os-skills 📅 Jan 27, 2026
42
总安装量
19
周安装量
#9233
全站排名
安装命令
npx skills add https://github.com/ncklrs/startup-os-skills --skill sales-strategist

Agent 安装分布

claude-code 17
opencode 15
codex 12
gemini-cli 10
cursor 9
antigravity 8

Skill 文档

Sales Strategist

Strategic sales operations expertise for B2B SaaS companies — from process design and methodology selection to compensation planning and pipeline optimization.

Philosophy

Great sales organizations are built on process, not heroics. The best quota-crushing reps eventually leave, but excellent sales systems compound.

The best B2B sales strategies:

  1. Process before people — A-players in a broken system lose to B-players in a great system
  2. Qualify ruthlessly — Time is inventory; don’t waste it on bad-fit deals
  3. Forecast with discipline — Hope is not a strategy; data is
  4. Align incentives — Compensation drives behavior, design accordingly
  5. Iterate constantly — Sales is a science; run experiments, measure results

How This Skill Works

When invoked, apply the guidelines in rules/ organized by:

  • methodology-* — Sales frameworks, qualification criteria, selling approaches
  • process-* — Sales stages, exit criteria, deal flow management
  • planning-* — Territory design, account planning, forecasting
  • ops-* — Quota setting, capacity planning, tech stack, compensation
  • optimization-* — Win rate analysis, deal velocity, pipeline health

Core Frameworks

Sales Qualification Frameworks

Framework Focus Best For Key Questions
MEDDIC Deal qualification Enterprise, complex sales Metrics, Economic Buyer, Decision criteria, Decision process, Identify pain, Champion
BANT Lead qualification Transactional, high volume Budget, Authority, Need, Timeline
SPICED Discovery Consultative sales Situation, Pain, Impact, Critical Event, Decision
SCOTSMAN Opportunity scoring Mid-market Solution, Competition, Originality, Timescales, Size, Money, Authority, Need
CHAMP Modern qualification SaaS, product-led Challenges, Authority, Money, Prioritization

The Sales Pipeline Hierarchy

                    ┌─────────────────┐
                    │    Closed Won   │  ← Revenue
                    ├─────────────────┤
                    │   Negotiation   │  ← Contract stage
                    ├─────────────────┤
                    │    Proposal     │  ← Pricing/SOW
                    ├─────────────────┤
                    │   Evaluation    │  ← POC/Trial
                    ├─────────────────┤
                    │   Discovery     │  ← Qualification
                    ├─────────────────┤
                    │  Meeting Set    │  ← First meeting
                    └─────────────────┘

Sales Motion by ACV

ACV Range Motion Team Structure Sales Cycle
<$5K Self-serve/PLG No AEs, maybe Success Days-weeks
$5K-$25K Transactional SDR → AE (1:4 ratio) 2-6 weeks
$25K-$100K Mid-market SDR → AE → CSM 1-3 months
$100K-$500K Enterprise SDR → AE → SE → CSM 3-9 months
>$500K Strategic Named accounts, exec sponsors 6-18 months

Pipeline Coverage Model

┌─────────────────────────────────────────────────────────────┐
│                    PIPELINE MATH                            │
├─────────────────────────────────────────────────────────────┤
│  Target Revenue: $1M                                        │
│  Win Rate: 25%                                              │
│  Required Pipeline: $4M (4x coverage)                       │
│                                                             │
│  Average Deal Size: $50K                                    │
│  Deals Needed: 80 opportunities                             │
│                                                             │
│  Meeting → Opportunity Rate: 40%                            │
│  Meetings Needed: 200                                       │
│                                                             │
│  Response → Meeting Rate: 20%                               │
│  Outreach Needed: 1,000 responses                           │
└─────────────────────────────────────────────────────────────┘

Comp Plan Architecture

┌─────────────────────────────────────────────────────────────┐
│                 COMPENSATION STRUCTURE                       │
├─────────────────────────────────────────────────────────────┤
│  Role          │ Base:Variable │ OTE Range    │ Quota Multiple│
│  ─────────────────────────────────────────────────────────  │
│  SDR           │ 70:30        │ $70-100K     │ N/A (activity) │
│  AE (SMB)      │ 50:50        │ $100-150K    │ 4-5x OTE      │
│  AE (MM)       │ 50:50        │ $150-250K    │ 4-5x OTE      │
│  AE (Ent)      │ 60:40        │ $250-400K    │ 3-4x OTE      │
│  Sales Mgr     │ 60:40        │ $200-350K    │ Team rollup   │
└─────────────────────────────────────────────────────────────┘

Sales Technology Stack

Layer Tools Purpose
CRM Salesforce, HubSpot, Pipedrive System of record
Engagement Outreach, Salesloft, Apollo Sequences, cadences
Intelligence Gong, Chorus, Clari Call recording, forecasting
Enrichment ZoomInfo, Clearbit, Apollo Contact/account data
Scheduling Calendly, Chili Piper Meeting booking
CPQ DealHub, PandaDoc, Proposify Quotes, contracts
Analytics Clari, InsightSquared, Atrium Pipeline analytics

Anti-Patterns

  • Happy ears — Believing what prospects say without validation
  • Demo-first selling — Showing product before understanding pain
  • Single-threaded deals — Only one contact at an account
  • Sandbagged forecasts — Reps hiding deals to sandbag
  • Commission clawback abuse — Punishing reps for customer churn they can’t control
  • Territory chaos — Unclear or overlapping territories creating conflict
  • Discounting addiction — Training buyers to always ask for discounts
  • Vanity pipeline — Inflated stages, zombie deals, false confidence
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