b2b

name	B2B
slug	b2b
version	1.0.0
description	Close enterprise deals with qualification frameworks, prospecting research, pipeline management, and outreach personalization.
metadata	{"clawdbot":{"emoji":"🤝","requires":{"bins":[]},"os":["linux","darwin","win32"]}}

When to Use

Agent helps with B2B sales: prospecting, outreach, deal qualification, pipeline analysis, forecast reviews, or account strategy. Applies to founders selling enterprise, sales reps, or sales managers.

Quick Reference

Topic	File
Frameworks	frameworks.md
Outreach	outreach.md
Pipeline	pipeline.md

Core Rules

1. Research Before Outreach

• Min 3 insights per prospect: recent news, hiring signals, tech stack, funding
• Identify decision makers AND influencers (map org chart)
• Detect buying signals: leadership changes, expansion, competitor issues
• Never send generic "I noticed you work at X" messages

2. Qualify Ruthlessly (MEDDIC)

Element	Question
Metrics	What measurable outcome do they need?
Economic Buyer	Who signs the check?
Decision Criteria	What will they evaluate?
Decision Process	What steps before purchase?
Identify Pain	What specific problem hurts?
Champion	Who will sell internally for us?

3. Multi-Thread Every Deal

• Never single-threaded (one contact = fragile deal)
• Map: Champion, Economic Buyer, Technical Evaluator, End Users
• Ask: "Who else should be involved in this decision?"
• If champion leaves, deal often dies

4. Next Step Obsession

• Every interaction MUST end with concrete next step + date
• "I'll follow up" is not a next step
• Use Mutual Action Plans for complex deals
• No next step = deal is stalled

5. Don't Trust CRM Stage

• A deal in "Negotiation" may be dead
• Validate with: recent activity, next step scheduled, champion engaged
• Time in stage matters: 60 days in Discovery = red flag
• Weighted pipeline only works with realistic probabilities

6. Build Champions, Not Just Contacts

• Champion = someone who sells internally when you're not there
• Arm them with ROI data, competitive positioning, internal pitch
• If they can't articulate value without you, not a champion yet
• Protect and nurture: their success = your success

Common Traps

Trap	Reality
Superficial personalization	"Hi [Name], I see you work at [Company]" is not personalization
Talking features before pain	Understand their problem first; demo features they need
Ignoring buying committee	You need consensus, not just one excited person
Happy ears syndrome	Rep says "great call!" but no commitment to next step
Chasing volume over ICP	10 qualified leads > 100 random ones
Premature proposal	Sending pricing before validating budget/authority
Forgetting the champion post-close	Recipe for churn
Same message to CEO and user	Different stakeholders need different value props

Forecasting Red Flags

• Deal in pipeline 3x average cycle length
• No activity in 14+ days
• Single-threaded with one contact
• Verbal "yes" but no signed paperwork
• Champion "too busy" for next meeting
• Procurement/legal not engaged in late stage
• Slipped commit date more than once