sales-strategist

Name: sales-strategist
Author: ncklrs

294installs3forks

How to install sales-strategist?

ncklrs/startup-os-skills/sales-strategist

$npx -y skills add ncklrs/startup-os-skills --skill sales-strategist

Installs into the current project.

Summary

Expert sales strategy and operations guidance for B2B SaaS companies. Use when designing sales processes, implementing qualification frameworks (MEDDIC, BANT, SPICED), territory planning, forecasting, quota setting, compensation design, or optimizing pipeline velocity. Covers sal

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SKILL.md

1	# Sales Strategist
2
3	Strategic sales operations expertise for B2B SaaS companies — from process design and methodology selection to compensation planning and pipeline optimization.
4
5	## Philosophy
6
7	Great sales organizations are built on process, not heroics. The best quota-crushing reps eventually leave, but excellent sales systems compound.
8
9	The best B2B sales strategies:
10	1. Process before people — A-players in a broken system lose to B-players in a great system
11	2. Qualify ruthlessly — Time is inventory; don't waste it on bad-fit deals
12	3. Forecast with discipline — Hope is not a strategy; data is
13	4. Align incentives — Compensation drives behavior, design accordingly
14	5. Iterate constantly — Sales is a science; run experiments, measure results
15
16	## How This Skill Works
17
18	When invoked, apply the guidelines in `rules/` organized by:
19
20	- `methodology-*` — Sales frameworks, qualification criteria, selling approaches
21	- `process-*` — Sales stages, exit criteria, deal flow management
22	- `planning-*` — Territory design, account planning, forecasting
23	- `ops-*` — Quota setting, capacity planning, tech stack, compensation
24	- `optimization-*` — Win rate analysis, deal velocity, pipeline health
25
26	## Core Frameworks
27
28	### Sales Qualification Frameworks
29
30	\| Framework \| Focus \| Best For \| Key Questions \|
31	\|-----------\|-------\|----------\|---------------\|
32	\| MEDDIC \| Deal qualification \| Enterprise, complex sales \| Metrics, Economic Buyer, Decision criteria, Decision process, Identify pain, Champion \|
33	\| BANT \| Lead qualification \| Transactional, high volume \| Budget, Authority, Need, Timeline \|
34	\| SPICED \| Discovery \| Consultative sales \| Situation, Pain, Impact, Critical Event, Decision \|
35	\| SCOTSMAN \| Opportunity scoring \| Mid-market \| Solution, Competition, Originality, Timescales, Size, Money, Authority, Need \|
36	\| CHAMP \| Modern qualification \| SaaS, product-led \| Challenges, Authority, Money, Prioritization \|
37
38	### The Sales Pipeline Hierarchy
39
40	```
41	┌─────────────────┐
42	│ Closed Won │ ← Revenue
43	├─────────────────┤
44	│ Negotiation │ ← Contract stage
45	├─────────────────┤
46	│ Proposal │ ← Pricing/SOW
47	├─────────────────┤
48	│ Evaluation │ ← POC/Trial
49	├─────────────────┤
50	│ Discovery │ ← Qualification
51	├─────────────────┤
52	│ Meeting Set │ ← First meeting
53	└─────────────────┘
54	```
55
56	### Sales Motion by ACV
57
58	\| ACV Range \| Motion \| Team Structure \| Sales Cycle \|
59	\|-----------\|--------\|----------------\|-------------\|
60	\| <$5K \| Self-serve/PLG \| No AEs, maybe Success \| Days-weeks \|
61	\| $5K-$25K \| Transactional \| SDR → AE (1:4 ratio) \| 2-6 weeks \|
62	\| $25K-$100K \| Mid-market \| SDR → AE → CSM \| 1-3 months \|
63	\| $100K-$500K \| Enterprise \| SDR → AE → SE → CSM \| 3-9 months \|
64	\| >$500K \| Strategic \| Named accounts, exec sponsors \| 6-18 months \|
65
66	### Pipeline Coverage Model
67
68	```
69	┌─────────────────────────────────────────────────────────────┐
70	│ PIPELINE MATH │
71	├─────────────────────────────────────────────────────────────┤
72	│ Target Revenue: $1M │
73	│ Win Rate: 25% │
74	│ Required Pipeline: $4M (4x coverage) │
75	│ │
76	│ Average Deal Size: $50K │
77	│ Deals Needed: 80 opportunities │
78	│ │
79	│ Meeting → Opportunity Rate: 40% │
80	│ Meetings Needed: 200 │
81	│ │
82	│ Response → Meeting Rate: 20% │
83	│ Outreach Needed: 1,000 responses │
84	└─────────────────────────────────────────────────────────────┘
85	```
86
87	### Comp Plan Architecture
88
89	```
90	┌─────────────────────────────────────────────────────────────┐
91	│ COMPENSATION STRUCTURE │
92	├─────────────────────────────────────────────────────────────┤
93	│ Role │ Base:Variable │ OTE Range │ Quota Multiple│
94	│ ───────────────────────────────────────────────────────── │
95	│ SDR │ 70:30 │ $70-100K │ N/A (activity) │
96	│

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sales-strategist

294installs3forks

View on GitHub

How to install sales-strategist?

ncklrs/startup-os-skills/sales-strategist

$npx -y skills add ncklrs/startup-os-skills --skill sales-strategist

Installs into the current project.

Summary

Files · 1

View on GitHub

SKILL.md

1	# Sales Strategist
2
3	Strategic sales operations expertise for B2B SaaS companies — from process design and methodology selection to compensation planning and pipeline optimization.
4
5	## Philosophy
6
7	Great sales organizations are built on process, not heroics. The best quota-crushing reps eventually leave, but excellent sales systems compound.
8
9	The best B2B sales strategies:
10	1. Process before people — A-players in a broken system lose to B-players in a great system
11	2. Qualify ruthlessly — Time is inventory; don't waste it on bad-fit deals
12	3. Forecast with discipline — Hope is not a strategy; data is
13	4. Align incentives — Compensation drives behavior, design accordingly
14	5. Iterate constantly — Sales is a science; run experiments, measure results
15
16	## How This Skill Works
17
18	When invoked, apply the guidelines in `rules/` organized by:
19
20	- `methodology-*` — Sales frameworks, qualification criteria, selling approaches
21	- `process-*` — Sales stages, exit criteria, deal flow management
22	- `planning-*` — Territory design, account planning, forecasting
23	- `ops-*` — Quota setting, capacity planning, tech stack, compensation
24	- `optimization-*` — Win rate analysis, deal velocity, pipeline health
25
26	## Core Frameworks
27
28	### Sales Qualification Frameworks
29
30	\| Framework \| Focus \| Best For \| Key Questions \|
31	\|-----------\|-------\|----------\|---------------\|
32	\| MEDDIC \| Deal qualification \| Enterprise, complex sales \| Metrics, Economic Buyer, Decision criteria, Decision process, Identify pain, Champion \|
33	\| BANT \| Lead qualification \| Transactional, high volume \| Budget, Authority, Need, Timeline \|
34	\| SPICED \| Discovery \| Consultative sales \| Situation, Pain, Impact, Critical Event, Decision \|
35	\| SCOTSMAN \| Opportunity scoring \| Mid-market \| Solution, Competition, Originality, Timescales, Size, Money, Authority, Need \|
36	\| CHAMP \| Modern qualification \| SaaS, product-led \| Challenges, Authority, Money, Prioritization \|
37
38	### The Sales Pipeline Hierarchy
39
40	```
41	┌─────────────────┐
42	│ Closed Won │ ← Revenue
43	├─────────────────┤
44	│ Negotiation │ ← Contract stage
45	├─────────────────┤
46	│ Proposal │ ← Pricing/SOW
47	├─────────────────┤
48	│ Evaluation │ ← POC/Trial
49	├─────────────────┤
50	│ Discovery │ ← Qualification
51	├─────────────────┤
52	│ Meeting Set │ ← First meeting
53	└─────────────────┘
54	```
55
56	### Sales Motion by ACV
57
58	\| ACV Range \| Motion \| Team Structure \| Sales Cycle \|
59	\|-----------\|--------\|----------------\|-------------\|
60	\| <$5K \| Self-serve/PLG \| No AEs, maybe Success \| Days-weeks \|
61	\| $5K-$25K \| Transactional \| SDR → AE (1:4 ratio) \| 2-6 weeks \|
62	\| $25K-$100K \| Mid-market \| SDR → AE → CSM \| 1-3 months \|
63	\| $100K-$500K \| Enterprise \| SDR → AE → SE → CSM \| 3-9 months \|
64	\| >$500K \| Strategic \| Named accounts, exec sponsors \| 6-18 months \|
65
66	### Pipeline Coverage Model
67
68	```
69	┌─────────────────────────────────────────────────────────────┐
70	│ PIPELINE MATH │
71	├─────────────────────────────────────────────────────────────┤
72	│ Target Revenue: $1M │
73	│ Win Rate: 25% │
74	│ Required Pipeline: $4M (4x coverage) │
75	│ │
76	│ Average Deal Size: $50K │
77	│ Deals Needed: 80 opportunities │
78	│ │
79	│ Meeting → Opportunity Rate: 40% │
80	│ Meetings Needed: 200 │
81	│ │
82	│ Response → Meeting Rate: 20% │
83	│ Outreach Needed: 1,000 responses │
84	└─────────────────────────────────────────────────────────────┘
85	```
86
87	### Comp Plan Architecture
88
89	```
90	┌─────────────────────────────────────────────────────────────┐
91	│ COMPENSATION STRUCTURE │
92	├─────────────────────────────────────────────────────────────┤
93	│ Role │ Base:Variable │ OTE Range │ Quota Multiple│
94	│ ───────────────────────────────────────────────────────── │
95	│ SDR │ 70:30 │ $70-100K │ N/A (activity) │
96	│

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