Skill: 1kalin/afrexai-sales-playbook (version 1.0.0)

--- name: afrexai-sales-playbook version: 1.0.0 description: "Complete B2B sales system — from ICP to closed-won. Discovery frameworks, objection handling, pipeline management, forecasting, and deal acceleration. Works for any B2B company." author: afrexai tags: sales, b2b, pipeline, crm, deals, closing, objections, forecasting, revenue --- # B2B Sales Playbook ⚡ **The complete system for running a repeatable, scalable B2B sales operation.** Not 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. --- ## Phase 1: Ideal Customer Profile (ICP) & Territory ### ICP Definition Template ```yaml icp: company: industry: [SaaS, Fintech, Healthcare, etc.] size_employees: [50-500] size_revenue: [$5M-$50M ARR] geography: [US, UK, DACH, etc.] tech_stack: [signals they use tools you integrate with] growth_stage: [Series A-C, post-PMF, scaling] pain_indicators: # Observable signals, not assumptions - hiring_for: [roles that signal the pain you solve] - tech_adoption: [recently adopted X tool = need for Y] - org_changes: [new VP of X = budget for initiatives] - regulatory: [upcoming compliance deadline] - public_statements: [earnings call mentions, press releases] buyer_personas: economic_buyer: # Signs the check title_patterns: [VP Sales, CRO, CEO] cares_about: [revenue growth, cost reduction, competitive advantage] speaks_in: [ROI, board metrics, market share] champion: # Fights for you internally title_patterns: [Director, Head of, Senior Manager] cares_about: [team productivity, career advancement, solving daily pain] speaks_in: [workflow, efficiency, team capacity] technical_evaluator: # Validates feasibility title_patterns: [Engineering Manager, Architect, IT Director] cares_about: [integration, security, maintenance burden] speaks_in: [APIs, uptime, migration effort] end_user: # Uses it daily title_patterns: [Individual contributors] cares_about: [ease of use, time saved, fewer context switches] anti-signals: # DO NOT pursue - company_size_under: 20 # too small, long sales cycle for low ACV - no_budget_indicator: [startup pre-revenue, recent layoffs >30%] - tech_mismatch: [on-prem only, legacy stack incompatible] - cultural: [committee-driven decisions with 6+ stakeholders at low ACV] ``` ### Territory Planning **Account Tiering:** | Tier | Criteria | Accounts | Time Allocation | Touch Frequency | |------|----------|----------|-----------------|-----------------| | **Tier 1** | Perfect ICP fit + active pain signals | 20-30 | 50% of time | 2-3x/week | | **Tier 2** | Good ICP fit, no active signals yet | 50-80 | 30% of time | 1x/week | | **Tier 3** | Partial fit, worth monitoring | 100-200 | 15% of time | 2x/month | | **Inbound** | Any qualified inbound | Variable | 5% of time | Respond <1hr | **Monthly Territory Review:** 1. Re-score all Tier 1 accounts — any demote to Tier 2? 2. Scan Tier 2 for new signals — any promote to Tier 1? 3. Remove dead accounts from Tier 3 (no engagement in 90 days) 4. Add new accounts from prospecting 5. Calculate territory coverage: (accounts with activity / total) — target >80% for Tier 1 --- ## Phase 2: Prospecting & Outreach ### Multi-Channel Sequence Framework **Principle:** No single channel works. Layer them. **Standard Tier 1 Sequence (14 days):** | Day | Channel | Action | Goal | |-----|---------|--------|------| | 1 | Email | Personalized cold email (see template below) | Open + reply | | 1 | LinkedIn | View profile + connect (NO pitch in connect msg) | Warm the name | | 3 | Email | Follow-up with value add (article, insight, data) | Demonstrate expertise | | 5 | LinkedIn | Comment on their recent post (genuine, not salesy) | Build familiarity | | 7 | Phone | Cold call (see script below) | Live conversation | | 7 | Email | Voicemail follow-up email | Multi-touch reinforcement | | 10 | LinkedIn | Send message referencing your email/call attempts | Channel switch | | 12 | Email | Breakup email (creates urgency) | Force response | | 14 | Phone | Final attempt | Last touch | **Sequence Rules:** - STOP the sequence the moment they reply (positive OR negative) - Never send more than 1 email per day to the same person - Personalization must reference something SPECIFIC (their company, role, recent news) - If they open but don't reply 3x → they're reading, switch to phone - If zero engagement after full sequence → move to Tier 3, retry in 90 days ### Cold Email Templates **Template 1: The Trigger Event** ``` Subject: [Trigger event] → quick thought [First name], Saw [specific trigger — new hire, funding, product launch, earnings mention]. When [companies in their situation] hit this stage, [specific problem] usually becomes the bottleneck — [data point or example]. [One sentence on how you solve this, tied to the trigger.] Worth a 15-min call to see if this applies to [company]? [Your name] ``` **Template 2: The Peer Reference** ``` Subject: How [similar company] solved [problem] [First name], [Similar company in their industry] was dealing with [specific problem] — [quantify: X hours/week, $Y lost, Z% error rate]. They [brief result: cut X by 40%, saved $Y/month, shipped Z days faster]. Happy to share what they did differently — no pitch, just the playbook. 15 min this week? [Your name] ``` **Template 3: The Breakup** ``` Subject: Closing the loop [First name], I've reached out a few times about [problem/topic] — I'll assume the timing isn't right. If [problem] becomes a priority later, I'm here. Deleting your reminder from my CRM now. [Your name] ``` **Why breakup emails work:** 30-40% reply rate. People respond to loss aversion. "Deleting your reminder" creates fear of losing access. ### Cold Call Script **Opening (first 10 seconds decide everything):** ``` "Hi [Name], this is [You] from [Company]. Did I catch you at an okay time?" [If yes:] "I'll be brief. I noticed [trigger/signal] and wanted to ask — are you currently dealing with [specific problem]?" [If they confirm the problem:] "Got it. What's that costing you right now — in time, money, or headaches?" [Let them talk. Take notes. Ask follow-up questions.] "That's exactly what we help with. [One sentence proof point.] Would it make sense to set up 20 minutes this week to dig into this properly?" ``` **Common cold call responses + rebuttals:** | They Say | You 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." | --- ## Phase 3: Discovery — The Most Important Meeting ### MEDDPICC Qualification Framework Score each element 1-3 (1=unknown, 2=partially known, 3=fully confirmed): ```yaml deal_qualification: metrics: # Quantifiable impact they care about score: [1-3] detail: "[What numbers matter? Revenue increase, cost reduction, time saved?]" source: "[Who told you? Validated how?]" economic_buyer: # Person with budget authority score: [1-3] name: "[Name and title]" access: "[Have you spoken to them directly?]" priority: "[Is this in their top 3 priorities?]" decision_criteria: # How they'll evaluate options score: [1-3] technical: "[Integration, security, performance requirements]" business: "[ROI threshold, payback period, risk tolerance]" political: "[Internal politics, competing priorities]" decision_process: # How they'll make the decision score: [1-3] steps: "[What happens between now and signed contract?]" timeline: "[When do they need to decide? Hard deadline?]" stakeholders: "[Who's involved? Who has veto power?]" paper_process: # Legal/procurement steps score: [1-3] procurement: "[Standard terms or custom negotiation?]" legal_review: "[How long does legal take? Past precedent?]" security_review: "[Required? How long?]" identified_pain: # The problem driving this score: [1-3] pain: "[What hurts? What breaks?]" impact: "[Cost of inaction — quantified]" urgency: "[Why now? What happens if they wait?]" champion: # Your internal advocate score: [1-3] name: "[Who is it?]" motivation: "[Why do THEY personally care?]" power: "[Can they influence the economic buyer?]" coached: "[Have you prepped them for internal selling?]" competition: # What you're up against score: [1-3] competitors: "[Named competitors in the evaluation]" status_quo: "[Doing nothing is always a competitor]" differentiation: "[Why you win against each]" total_score: "[X/24]" # 20-24 = Strong deal, forecast confidently # 15-19 = Gaps to fill, work the unknowns # 10-14 = At risk, needs significant work # <10 = Unqualified, don't invest time ``` ### Discovery Questions by Category **Situation (understand current state):** 1. Walk me through how [process] works today, start to finish. 2. What tools/systems are involved? 3. How many people touch this process? 4. How long has it been this way? **Problem (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? **Implication (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? **Need-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? **Process (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? ### Discovery Call Structure (30 min) | Segment | Time | What You Do | |---------|------|-------------| | Opening | 2 min | Confirm agenda, set expectations, get permission to ask questions | | Context | 5 min | Ask situation questions — understand their world | | Pain | 10 min | Ask problem + implication questions — go DEEP on 1-2 pains | | Vision | 5 min | Ask need-payoff questions — paint the future state | | Process | 5 min | Map decision process, timeline, stakeholders | | Next Steps | 3 min | Agree on SPECIFIC next action with date | **Golden Rule:** Talk <30% of the time. If you're talking more, you're pitching, not discovering. --- ## Phase 4: Demo & Presentation ### The Problem-Solution-Proof Framework Never demo features. Demo outcomes. **Structure:** 1. **Mirror their pain** (2 min) — "You told me [specific pain from discovery]. Here's what that costs you: [quantified impact]." 2. **Show the solution** (15 min) — Walk through their USE CASE, not a generic tour. Use THEIR data, THEIR terminology, THEIR workflow. 3. **Prove it works** (5 min) — Case study of similar company. Before/after numbers. "Company X had the same problem. Here's what happened." 4. **Address 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." 5. **Next step** (2 min) — Never end without a committed next action. ### Demo Anti-Patterns | ❌ Don't | ✅ Do Instead | |----------|---------------| | Show every feature | Show only what maps to their pain | | Start 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 once | Demo to champion first, then do joint session | | Let the demo run long | End 5 min early — scarcity signals confidence | | Send a recording after | Send a 1-page summary with their specific ROI | ### Mutual Action Plan (MAP) After demo, create a shared doc with the prospect: ```yaml mutual_action_plan: deal: "[Company Name] + [Your Company]" target_go_live: "[Date]" steps: - step: "Technical deep-dive with engineering team" owner: "[Prospect technical contact]" date: "[Date]" status: pending - step: "Security review / questionnaire" owner: "[You — send completed questionnaire]" date: "[Date]" status: pending - step: "Business case presentation to [Economic Buyer]" owner: "[Champion + You]" date: "[Date]" status: pending - step: "Proposal / pricing review" owner: "[You]" date: "[Date]" status: pending - step: "Legal / contract review" owner: "[Prospect legal]" date: "[Date]" status: pending - step: "Signature" owner: "[Economic Buyer]" date: "[Date]" status: pending - step: "Kickoff call" owner: "[Your CS team]" date: "[Date]" status: pending ``` **Why MAPs work:** Shared accountability. Visible timeline. Champion can use it to drive internal momentum. You can reference specific dates when things stall. --- ## Phase 5: Objection Handling ### The LAER Framework Every objection follows this pattern: 1. **Listen** — Let them finish. Don't interrupt. Nod. 2. **Acknowledge** — "That's a fair concern" / "I hear you" (NOT "I understand but...") 3. **Explore** — "Help me understand — is it [X] specifically, or more about [Y]?" (Diagnose the REAL objection) 4. **Respond** — Address the real concern, not the surface one. ### Objection Playbook **Price Objections:** | Objection | Real Meaning | Response | |-----------|-------------|----------| | "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?" | **Timing Objections:** | Objection | Real Meaning | Response | |-----------|-------------|----------| | "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." | **Authority Objections:** | Objection | Real Meaning | Response | |-----------|-------------|----------| | "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." | **Status Quo Objections:** | Objection | Real Meaning | Response | |-----------|-------------|----------| | "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." | ### The "Negative Reverse" Technique When objections keep coming, flip the script: > "It sounds like this might not be the right fit. Should we just call it?" This does two things: 1. Takes pressure off — they stop defending 2. Forces them to either agree (you saved time) or sell THEMSELVES on why it IS a fit --- ## Phase 6: Closing & Negotiation ### Closing Signals (When to Ask) **Verbal:** - "What would implementation look like?" - "How does pricing work?" - "Can we do a pilot?" - "What's the contract length?" - "When could we start?" **Behavioral:** - They introduce you to additional stakeholders - They ask for references - They share internal documents/requirements - Response time gets faster - They start using "we" and "when" instead of "if" ### Closing Techniques **1. The Summary Close** ``` "So to recap — [problem] is costing you [X/month], you need a solution by [date] for [reason], and [your product] addresses [their top 3 criteria]. Shall I send the agreement?" ``` **2. The Next Step Close** ``` "Based on everything we've discussed, the next step would be [specific action — contract review, pilot setup, intro to CS]. Should I kick that off?" ``` **3. The Assumptive Close** ``` "Great — I'll have the proposal over by end of day. Would you prefer monthly or annual billing?" ``` **4. The Puppy Dog Close (for hesitant buyers)** ``` "Tell you what — let's do a 14-day pilot with [specific use case]. You'll see [expected result] in the first week. If it doesn't deliver, no hard feelings. Fair?" ``` ### Negotiation Rules 1. **Never negotiate against yourself.** If they ask for a discount, ask what they'd give in return (longer term, case study, referral, faster signature). 2. **Trade, don't cave.** Every concession must get something back. 3. **Anchor high.** Start with your full price. The first number sets the range. 4. **Silence is power.** After stating your price, STOP TALKING. Let them respond. 5. **Know your walk-away.** Before any negotiation, set your floor. Below that = no deal. 6. **Bundle value, don't discount price.** Add a month free, add training, add premium support — don't cut the sticker price. 7. **Create deadline.** "This pricing is valid through [date]" or "I have 2 onboarding slots left this quarter." ### Discount Decision Tree ``` Prospect asks for discount ├── Do they have budget? │ ├── YES → Don't discount. Anchor to value. │ └── NO → Is the deal strategic (logo, case study, expansion potential)? │ ├── YES → Offer trade: discount for [annual commit / case study / referral] │ └── NO → Walk away or defer to next quarter ├── Is this a competitive situation? │ ├── YES → Don't discount on price. Win on value + risk reduction. │ └── NO → They're testing. Hold firm. "Our pricing reflects..." └── Final rule: NEVER discount more than 20% on any deal. Below that, you're training them to negotiate hard every renewal. ``` --- ## Phase 7: Pipeline Management ### Pipeline Stages & Exit Criteria | Stage | Definition | Exit Criteria | Probability | |-------|-----------|---------------|-------------| | **Prospecting** | Initial outreach, no meeting yet | Meeting booked | 5% | | **Discovery** | First meeting held | Pain confirmed, ICP match validated | 15% | | **Evaluation** | Active evaluation, demo delivered | Champion identified, decision criteria known | 30% | | **Proposal** | Proposal/pricing sent | Budget confirmed, decision process mapped | 50% | | **Negotiation** | Terms being discussed | Verbal commit, legal/procurement started | 75% | | **Closed Won** | Contract signed | ✅ Revenue recognized | 100% | | **Closed Lost** | Deal lost | Reason documented, next steps noted | 0% | **Stage Hygiene Rules:** - No deal stays in a stage for more than 2x the average time for that stage - Every deal must have a next step with a date - If a deal has no activity for 14 days → flag for review - Update stages based on BUYER actions, not your actions (you sending a proposal ≠ Proposal stage; them REVIEWING it does) ### Weekly Pipeline Review Template ```yaml pipeline_review: date: "[YYYY-MM-DD]" summary: total_pipeline: "$[X]" weighted_pipeline: "$[X]" new_this_week: [X deals, $Y] advanced_this_week: [X deals moved forward] closed_won: [X deals, $Y] closed_lost: [X deals, $Y — reasons] slipped: [X deals pushed from this month] deals_to_review: # Top 10 by size - company: "[Name]" value: "$[X]" stage: "[Stage]" age_in_stage: "[X days]" next_step: "[Action]" risk: "[red/yellow/green]" risk_reason: "[Why]" actions: - "[Deal]: [Specific action to take this week]" pipeline_health: coverage_ratio: "[X]x" # Pipeline / Quota — target 3-4x avg_deal_size: "$[X]" avg_sales_cycle: "[X days]" win_rate: "[X%]" stage_conversion: discovery_to_eval: "[X%]" eval_to_proposal: "[X%]" proposal_to_closed: "[X%]" ``` ### Forecast Categories | Category | Definition | Rules | |----------|-----------|-------| | **Commit** | WILL close this period | Verbal yes, contract in legal, no blockers | | **Best Case** | High probability this period | Champion pushing, decision process active, some risk | | **Pipeline** | Could close this period, needs work | In evaluation, not yet at proposal stage | | **Upside** | Unlikely this period but possible | Early stage, right ICP, uncertain timeline | **Forecast Accuracy Rule:** Your commit number should be within 10% of actual. If it's consistently off, your qualification is broken. --- ## Phase 8: Deal Acceleration Tactics ### When Deals Stall — Diagnostic Checklist ``` Deal is stalled. Ask yourself: 1. [ ] Do I have a champion? (If no → find one or walk away) 2. [ ] Have I talked to the economic buyer? (If no → get access) 3. [ ] Is there a compelling event / deadline? (If no → create urgency) 4. [ ] Do they understand the cost of doing nothing? (If no → quantify it) 5. [ ] Are there unresolved objections? (If yes → LAER them) 6. [ ] Is there a competitor blocking? (If yes → differentiate or reframe) 7. [ ] Is my champion still engaged? (If no → re-engage with new value) 8. [ ] Have I multi-threaded? (If no → engage other stakeholders) ``` ### Multi-Threading Strategy **Rule:** Never have just one contact in a deal. If your champion leaves, gets sick, or goes on vacation — your deal dies. **Minimum contacts by deal size:** - <$25K ACV → 2 contacts (champion + economic buyer) - $25K-$100K → 3-4 contacts (champion, economic buyer, technical evaluator, end user) - $100K+ → 5+ contacts (add: procurement, legal, executive sponsor) ### Urgency Creation (Ethical) | Technique | How | When to Use | |-----------|-----|-------------| | **Cost of delay** | "Every month this isn't solved costs you $[X]. That's $[3X] by Q[next]." | When they have no timeline | | **Capacity constraint** | "We're onboarding 3 clients this quarter. After that, next slot is [date]." | When true (never lie) | | **Price timeline** | "Current pricing is locked through [date]." | When price changes are planned | | **Competitive risk** | "Your competitor [name] just signed with us." | When true and relevant | | **Regulatory deadline** | "[Regulation] takes effect [date]. You need [X weeks] to implement." | When compliance is a factor | --- ## Phase 9: Post-Sale & Expansion ### Handoff to Customer Success ```yaml deal_handoff: company: "[Name]" closed_date: "[Date]" contract_value: "$[X] / [term]" key_contacts: - name: "[Champion]" role: "[Title]" communication_preference: "[email/slack/phone]" personality: "[detail-oriented/big picture/hands-on]" - name: "[Executive Sponsor]" role: "[Title]" engagement_level: "[high/medium/low]" success_metrics: "[What they told you success looks like]" context: pain_points_solved: "[List from discovery]" promised_outcomes: "[Specific commitments made during sales]" known_risks: "[Anything that could cause churn]" expansion_opportunity: "[What else they could buy]" competitor_considered: "[Who else they evaluated and why they chose you]" implementation: priority_use_cases: "[What to set up first]" technical_requirements: "[Integrations, SSO, data migration]" timeline_expectations: "[What you committed to]" DO_NOT: - "[Any sensitive topics to avoid]" - "[Things that were contentious during sales]" ``` ### Expansion Revenue Playbook **When to upsell (signals):** - Usage hits >80% of their current tier/limit - They ask about features in higher tiers - New team/department asks to join - They hit a milestone (growing headcount, new market) - Renewal is 90 days away (bundle expansion with renewal) **Expansion conversation:** ``` "I noticed [specific usage signal]. That usually means [outcome they care about] is going well. Other companies at your stage typically [expand to X / add Y] to [benefit]. Would it make sense to explore that?" ``` **Never upsell:** - When they have unresolved support issues - During the first 60 days - When they're at risk of churning - Without data showing they'll get value from the expansion --- ## Phase 10: Metrics & Self-Improvement ### Activity Metrics (Leading Indicators) | Metric | Target | Why It Matters | |--------|--------|---------------| | Outbound emails/day | 30-50 | Pipeline generation | | Calls/day | 15-25 | Pipeline generation | | Meetings booked/week | 8-12 | Pipeline conversion | | Discovery calls/week | 5-8 | Qualified pipeline | | Demos/week | 3-5 | Active evaluation | | Proposals sent/week | 2-3 | Close to money | ### Outcome Metrics (Lagging Indicators) | Metric | Formula | Healthy Range | |--------|---------|---------------| | Win rate | Won / (Won + Lost) | 20-35% | | Avg deal size | Total revenue / Deals closed | Trending up | | Sales cycle | Avg days from first touch to close | Trending down | | Pipeline coverage | Open pipeline / Quota | 3-4x | | Activity-to-meeting ratio | Meetings / (Emails + Calls) | >5% | | Meeting-to-opportunity ratio | Opportunities / Meetings | >50% | | Forecast accuracy | Actual / Committed | >90% | ### Win/Loss Analysis Template ```yaml deal_analysis: company: "[Name]" outcome: "[Won/Lost]" value: "$[X]" cycle_length: "[X days]" won_because: # or lost_because - "[Primary reason]" - "[Secondary reason]" competitor: "[Who they went with / considered]" what_worked: - "[Specific thing that moved the deal forward]" what_didnt: - "[Specific mistake or gap]" lesson: - "[What to do differently next time]" process_score: # Self-assessment prospecting: [1-5] discovery: [1-5] demo: [1-5] objection_handling: [1-5] closing: [1-5] relationship: [1-5] ``` ### Monthly Self-Review Questions 1. What's my win rate trend? (Improving, flat, declining) 2. Where do deals die most? (Which stage has the biggest drop-off) 3. Am I talking to the right people? (Economic buyer access rate) 4. Are my deals getting bigger or smaller? 5. What objection am I weakest at handling? 6. Which outreach channel converts best for me? 7. Am I spending time on the right deals? (80/20 — are 80% of results from 20% of deals?) 8. What did I learn from my last 3 losses? --- ## Natural Language Commands | Command | What 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 |


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