enterprise-account-planning

Name: enterprise-account-planning
Author: beingsmit

39stars7forks

How to install enterprise-account-planning?

beingsmit/technical-product-gtm/enterprise-account-planning

$npx -y skills add beingsmit/technical-product-gtm --skill enterprise-account-planning

Installs into the current project.

Summary

Strategic account planning and execution for enterprise deals. Use when planning complex sales cycles, managing multiple stakeholders, applying MEDDICC qualification, tracking deal health, or building mutual action plans. Includes the "stale MAP equals dead deal" pattern.

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SKILL.md

1	# Enterprise Account Planning
2
3	Strategic account planning and execution for enterprise deals. Turn complex sales cycles into systematic wins — or at least know when they're dying before you waste months.
4
5	## When to Use
6
7	Triggers:
8	- "How do I plan this enterprise deal?"
9	- "This deal has been in motion 3 months, why isn't it closing?"
10	- "Should I create a full account plan or simplified version?"
11	- "How do I know if this deal is actually moving?"
12	- "MEDDICC qualification"
13	- "Building a mutual action plan"
14
15	Context:
16	- Strategic deals above your average ACV
17	- Multiple stakeholders involved
18	- Sales cycle exceeds 60 days
19	- Complex buying process (legal, procurement, security)
20	- Enterprise or mid-market accounts
21
22	---
23
24	## Core Frameworks
25
26	### 1. If Your MAP Hasn't Been Updated in 3 Weeks, That Deal Is Dead
27
28	The Pattern I've Seen:
29
30	The Mutual Action Plan (MAP) is the single best indicator of deal health. Not pipeline stage. Not verbal commitments. Not "they love the product."
31
32	The MAP tells you everything:
33
34	Healthy deal:
35	- MAP updated weekly
36	- Customer adding their own action items
37	- Both sides completing tasks on schedule
38	- New stakeholders appearing in MAP
39	- Dates moving up (not pushed out)
40
41	Dying deal:
42	- MAP last updated 3+ weeks ago
43	- Only your side has action items
44	- Customer tasks marked "pending" for weeks
45	- No new stakeholders engaged
46	- All dates in the past
47
48	Why This Happens:
49
50	When a deal is real, the customer wants it to happen. They're doing work. They're involving stakeholders. They're moving through their process.
51
52	When a deal is dying, you're doing all the work. They're "too busy." They'll "get back to you next week." The economic buyer is "traveling."
53
54	The 3-Week Rule:
55
56	If your MAP hasn't been updated in 3 weeks, the deal is dead — you just don't know it yet. I've never seen a deal close with a stale MAP. Not once in 11 years.
57
58	What to Do:
59
60	Week 1 of silence: Send MAP update: "Here's what we've completed. What's your status on [specific customer action]?"
61
62	Week 2 of silence: Escalate to champion: "Haven't heard back on MAP. Are we still on track for [date]? If priorities shifted, let me know."
63
64	Week 3 of silence: Qualify out or reset: "It seems like timing might not be right. Should we pause and reconnect in [timeframe], or is there a blocker I can help with?"
65
66	Common Mistake:
67
68	Keeping deals in pipeline because "they said they want it." Verbal interest ≠ action. If they're not doing work, they're not buying.
69
70	---
71
72	### 2. The EB Discovery Problem (And Why Deals Die at Week 8)
73
74	The Pattern:
75
76	You're 8 weeks into a deal. POC went great. Champion loves you. Technical validation complete. You send the proposal.
77
78	Then: radio silence.
79
80	What happened? You never met the Economic Buyer.
81
82	The Economic Buyer (EB) is the person who:
83	- Controls budget allocation
84	- Makes final purchase decision
85	- Signs the contract
86
87	Not:
88	- Your champion (they influence, don't decide)
89	- The technical lead (they validate, don't buy)
90	- The VP who attended one demo (they advise, don't sign)
91
92	Why Deals Die Without EB Access:
93
94	You built the business case with your champion's assumptions. But the EB has different priorities:
95	- Champion cares about: solving their team's pain
96	- EB cares about: ROI, risk mitigation, strategic alignment
97
98	When you send proposal to EB through the champion, EB sees:
99	- Price tag with no context
100	- Solution to a problem they didn't articulate
101	- Risk they haven't evaluated
102
103	Result: Deal stalls or dies.
104
105	The Framework: EB Validation Checklist
106
107	Before sending proposal, validate:
108
109	- [ ] Have you identified the EB? (Name, title, confirmed by champion)
110	- [ ] Have you met the EB? (Video call minimum, in-person ideal)
111	- [ ] Does EB agree on the problem? (In their words, not yours)
112	- [ ] Does EB agree on success metrics? (How they'll measure ROI)
113	- [ ] Does EB know the price range? (Ballpark discussed, not surprised)
114	- [ ] Does EB understand timeline? (Implementation, go-live, value realization)
115
116	If you answered "no" to any, don't send the proposal yet.
117
118	How to Get EB Access:
119
120	Ask your champion:
121	"Before we finalize pricing, I'd love 15 minutes with [EB name] to make sure we're aligned on outcomes and timeline. Can you intro us?"
122
123	If champion blocks: "I can handle that, you don't need to talk to them"
124	→ This is a red flag. Either champion doesn't have access (not a real champion) or they're afraid EB will kill the deal (which means deal is weak).
125
126	Push back:
127	"I totally understand. At the s

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6 picks

Type

enterprise-account-planning

39stars7forks

View on GitHub

How to install enterprise-account-planning?

beingsmit/technical-product-gtm/enterprise-account-planning

$npx -y skills add beingsmit/technical-product-gtm --skill enterprise-account-planning

Installs into the current project.

Summary

Files · 1

View on GitHub

SKILL.md

1	# Enterprise Account Planning
2
3	Strategic account planning and execution for enterprise deals. Turn complex sales cycles into systematic wins — or at least know when they're dying before you waste months.
4
5	## When to Use
6
7	Triggers:
8	- "How do I plan this enterprise deal?"
9	- "This deal has been in motion 3 months, why isn't it closing?"
10	- "Should I create a full account plan or simplified version?"
11	- "How do I know if this deal is actually moving?"
12	- "MEDDICC qualification"
13	- "Building a mutual action plan"
14
15	Context:
16	- Strategic deals above your average ACV
17	- Multiple stakeholders involved
18	- Sales cycle exceeds 60 days
19	- Complex buying process (legal, procurement, security)
20	- Enterprise or mid-market accounts
21
22	---
23
24	## Core Frameworks
25
26	### 1. If Your MAP Hasn't Been Updated in 3 Weeks, That Deal Is Dead
27
28	The Pattern I've Seen:
29
30	The Mutual Action Plan (MAP) is the single best indicator of deal health. Not pipeline stage. Not verbal commitments. Not "they love the product."
31
32	The MAP tells you everything:
33
34	Healthy deal:
35	- MAP updated weekly
36	- Customer adding their own action items
37	- Both sides completing tasks on schedule
38	- New stakeholders appearing in MAP
39	- Dates moving up (not pushed out)
40
41	Dying deal:
42	- MAP last updated 3+ weeks ago
43	- Only your side has action items
44	- Customer tasks marked "pending" for weeks
45	- No new stakeholders engaged
46	- All dates in the past
47
48	Why This Happens:
49
50	When a deal is real, the customer wants it to happen. They're doing work. They're involving stakeholders. They're moving through their process.
51
52	When a deal is dying, you're doing all the work. They're "too busy." They'll "get back to you next week." The economic buyer is "traveling."
53
54	The 3-Week Rule:
55
56	If your MAP hasn't been updated in 3 weeks, the deal is dead — you just don't know it yet. I've never seen a deal close with a stale MAP. Not once in 11 years.
57
58	What to Do:
59
60	Week 1 of silence: Send MAP update: "Here's what we've completed. What's your status on [specific customer action]?"
61
62	Week 2 of silence: Escalate to champion: "Haven't heard back on MAP. Are we still on track for [date]? If priorities shifted, let me know."
63
64	Week 3 of silence: Qualify out or reset: "It seems like timing might not be right. Should we pause and reconnect in [timeframe], or is there a blocker I can help with?"
65
66	Common Mistake:
67
68	Keeping deals in pipeline because "they said they want it." Verbal interest ≠ action. If they're not doing work, they're not buying.
69
70	---
71
72	### 2. The EB Discovery Problem (And Why Deals Die at Week 8)
73
74	The Pattern:
75
76	You're 8 weeks into a deal. POC went great. Champion loves you. Technical validation complete. You send the proposal.
77
78	Then: radio silence.
79
80	What happened? You never met the Economic Buyer.
81
82	The Economic Buyer (EB) is the person who:
83	- Controls budget allocation
84	- Makes final purchase decision
85	- Signs the contract
86
87	Not:
88	- Your champion (they influence, don't decide)
89	- The technical lead (they validate, don't buy)
90	- The VP who attended one demo (they advise, don't sign)
91
92	Why Deals Die Without EB Access:
93
94	You built the business case with your champion's assumptions. But the EB has different priorities:
95	- Champion cares about: solving their team's pain
96	- EB cares about: ROI, risk mitigation, strategic alignment
97
98	When you send proposal to EB through the champion, EB sees:
99	- Price tag with no context
100	- Solution to a problem they didn't articulate
101	- Risk they haven't evaluated
102
103	Result: Deal stalls or dies.
104
105	The Framework: EB Validation Checklist
106
107	Before sending proposal, validate:
108
109	- [ ] Have you identified the EB? (Name, title, confirmed by champion)
110	- [ ] Have you met the EB? (Video call minimum, in-person ideal)
111	- [ ] Does EB agree on the problem? (In their words, not yours)
112	- [ ] Does EB agree on success metrics? (How they'll measure ROI)
113	- [ ] Does EB know the price range? (Ballpark discussed, not surprised)
114	- [ ] Does EB understand timeline? (Implementation, go-live, value realization)
115
116	If you answered "no" to any, don't send the proposal yet.
117
118	How to Get EB Access:
119
120	Ask your champion:
121	"Before we finalize pricing, I'd love 15 minutes with [EB name] to make sure we're aligned on outcomes and timeline. Can you intro us?"
122
123	If champion blocks: "I can handle that, you don't need to talk to them"
124	→ This is a red flag. Either champion doesn't have access (not a real champion) or they're afraid EB will kill the deal (which means deal is weak).
125
126	Push back:
127	"I totally understand. At the s

People who liked this also viewed

6 picks

Type