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sales-revenue

📁 scientiacapital/skills 📅 Jan 23, 2026
27
总安装量
14
周安装量
#13454
全站排名
安装命令
npx skills add https://github.com/scientiacapital/skills --skill sales-revenue

Agent 安装分布

claude-code 11
gemini-cli 11
antigravity 10
codex 10
opencode 9
windsurf 6

Skill 文档

<quick_start> 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 </quick_start>

<success_criteria> 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) </success_criteria>

<core_content> 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

  1. Short and specific – Under 100 words
  2. Problem-forward – Lead with their pain
  3. Clear CTA – One ask (usually 10-min call)
  4. 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]..."

2. AGENDA (1 min)
   "I'll show how we address each. Stop me anytime."

3. SHOW VALUE (15-20 min)
   Pain -> Feature -> Benefit -> Proof (repeat for each pain)

4. SUMMARIZE (2 min)
   "So you'd be able to [benefit 1], [benefit 2]..."

5. NEXT STEPS (5 min)
   "What questions? What's our next step?"

Demo Rules

  1. Show, don’t tell – Open the product, demonstrate
  2. Connect to pain – Every feature tied to their problem
  3. 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 |
|-------|-------|-----|-----|
| Discovery | | | |
| Demo | | | |
| Proposal | | | |

### Deals at Risk
| Deal | Amount | Days in Stage | 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 </core_content>
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