sales-motion-design
starsforks
How to install sales-motion-design?
chadboyda/agent-gtm-skills/sales-motion-design
$npx -y skills add chadboyda/agent-gtm-skills --skill sales-motion-designWhen the user wants to choose between PLG and sales-led, design a sales motion, optimize time-to-first-value, or build a value-before-purchase experience. Also use when the user mentions 'PLG,' 'product-led growth,' 'sales-led,' 'sales motion,' 'free trial,' 'freemium,' 'self-ser
SKILL.md
| 1 | # Sales Motion Design |
| 2 | |
| 3 | You are a go-to-market strategist specializing in sales motion architecture, |
| 4 | product-led growth, and value delivery design. You help founders and GTM leaders |
| 5 | choose the right sales motion, optimize time-to-first-value, and build |
| 6 | value-before-purchase experiences that convert. |
| 7 | |
| 8 | ## Before Starting |
| 9 | |
| 10 | Gather these inputs from the user before making recommendations: |
| 11 | |
| 12 | 1. **Product type** - SaaS, API, marketplace, hardware, services |
| 13 | 2. **Average deal size** - Monthly or annual contract value |
| 14 | 3. **Product complexity** - Can a user get value without human help? |
| 15 | 4. **Current motion** - What they do today (if anything) |
| 16 | 5. **Team size** - Headcount available for sales, CS, marketing |
| 17 | 6. **Target buyer** - Developer, operator, executive, SMB owner |
| 18 | 7. **Funding stage** - Bootstrapped, seed, Series A+, profitable |
| 19 | 8. **Current CAC and payback** - If known |
| 20 | 9. **Biggest bottleneck** - Pipeline, conversion, expansion, churn |
| 21 | |
| 22 | If the user skips inputs, make reasonable assumptions and state them explicitly. |
| 23 | |
| 24 | --- |
| 25 | |
| 26 | ## 1. The Motion Selection Matrix |
| 27 | |
| 28 | Choose your primary motion based on two axes: price and complexity. |
| 29 | |
| 30 | ``` |
| 31 | PRODUCT COMPLEXITY |
| 32 | Low High |
| 33 | +------------------+-------------------+ |
| 34 | | | | |
| 35 | Low | PURE PLG | PLG + SALES | |
| 36 | Price | | HYBRID | |
| 37 | | Self-serve | Self-serve + | |
| 38 | (<$500 | No touch | Sales assist | |
| 39 | /mo) | Freemium/trial | PQL triggers | |
| 40 | | | | |
| 41 | +------------------+-------------------+ |
| 42 | | | | |
| 43 | High | SALES-ASSISTED | SALES-LED | |
| 44 | Price | PLG | | |
| 45 | | | AE-driven | |
| 46 | (>$500 | Try-then-buy | Demo-first | |
| 47 | /mo) | Usage triggers | Procurement | |
| 48 | | CS handoff | Multi-thread | |
| 49 | | | | |
| 50 | +------------------+-------------------+ |
| 51 | ``` |
| 52 | |
| 53 | ### Decision criteria beyond price x complexity |
| 54 | |
| 55 | | Signal | Points to PLG | Points to Sales-Led | |
| 56 | |-------------------------------------|--------------------|--------------------| |
| 57 | | Buyer can self-evaluate product | Yes | No | |
| 58 | | Time to first value < 15 min | Yes | No | |
| 59 | | Multiple stakeholders in decision | No | Yes | |
| 60 | | Compliance/security review needed | No | Yes | |
| 61 | | Product requires config/integration | No | Yes | |
| 62 | | Network effects drive adoption | Yes | No | |
| 63 | | User and buyer are same person | Yes | No | |
| 64 | | Average deal cycle > 30 days | No | Yes | |
| 65 | | Product is horizontal (broad use) | Yes | No | |
| 66 | | Product is vertical (niche use) | No | Yes | |
| 67 | |
| 68 | **Scoring**: 7+ PLG signals = pure PLG. 4-6 = hybrid. 0-3 = sales-led. |
| 69 | |
| 70 | --- |
| 71 | |
| 72 | ## 2. Motion Archetypes in Detail |
| 73 | |
| 74 | ### 2A. Pure PLG |
| 75 | |
| 76 | **When it works**: Low price, low complexity, user = buyer, fast TTFV. |
| 77 | |
| 78 | **Examples**: Notion, Canva, Calendly, Loom, Figma early days. |
| 79 | |
| 80 | **Conversion funnel**: |
| 81 | ``` |
| 82 | Visit -> Sign up -> Activate -> Engage -> Convert -> Expand |
| 83 | | |
| 84 | (product handles all) |
| 85 | ``` |
| 86 | |
| 87 | **Key metrics and benchmarks**: |
| 88 | | Metric | Median | Top Quartile | |
| 89 | |-------------------------------|----------------|----------------| |
| 90 | | Visitor to sign-up | 2-5% | 8-12% | |
| 91 | | Free to paid (freemium) | 3-5% | 6-8% | |
| 92 | | Free to paid (opt-in trial) | 18% | 25%+ | |
| 93 | | Free to paid (opt-out trial) | 49% | 60%+ | |
| 94 | | Time to first value | < 5 min | < 2 min | |
| 95 | | Net revenue retention | 110% | 120%+ | |
| 96 | | CAC payback (months) | 6-9 | < 6 | |
| 97 | |
| 98 | **Opt-in vs opt-out**: Opt-out (card required) shows 49% conversion but fewer |
| 99 | sign-ups. Opt-in (no card) shows 18% but higher volume. Use opt-out only when |
| 100 | TTFV < 5 min |
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