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using-gtm-skills Complete guide to using the gtm-skills repository — installation, skill discovery, skill loading, combining skills, taxonomy navigation, CLI workflows, and advanced patterns for every supported AI system (Claude Code, Jesse, Codex, Hermes, Windsurf, OpenCode, GitHub Copilot, Gemini CLI). The master key to the entire library. Use when first installing gtm-skills, discovering which skills to load, or building multi-skill workflows. Triggers on: "gtm-skills", "install gtm-skills", "how to use gtm-skills", "skill discovery", "which skills to load", "getting started with skills".
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4 archivos name using-gtm-skills description Complete guide to using the gtm-skills repository — installation, skill discovery, skill loading, combining skills, taxonomy navigation, CLI workflows, and advanced patterns for every supported AI system (Claude Code, Jesse, Codex, Hermes, Windsurf, OpenCode, GitHub Copilot, Gemini CLI). The master key to the entire library. Use when first installing gtm-skills, discovering which skills to load, or building multi-skill workflows. Triggers on: "gtm-skills", "install gtm-skills", "how to use gtm-skills", "skill discovery", "which skills to load", "getting started with skills". license MIT compatibility Claude Code, Jesse, Codex, Hermes, Windsurf, OpenCode, Gemini CLI, Copilot, Zed, VS Code, Goose metadata {"version":"1.0.0","author":"LeadMagic","category":"foundation","tags":["gtm-skills","installation","discovery","taxonomy","getting-started","master-guide"],"related_skills":["gtm-context","gtm-system-architecture","pipeline-management","sales-enablement","hiring-agencies","founder-sales","sales-team-building","skills-lock"],"frameworks":["LeadMagic/gtm-skills — GTM agent skills catalog","Jacco van der Kooij (Winning by Design) — SPICED, Bowtie, GTM Index","Sam Jacobs (Pavilion) — CRO Council executive comp standards","Mark Roberge — The Sales Acceleration Formula","Jason Lemkin & Mark Roberge — From Survival to Thrival","Andy Whyte — MEDDICC Qualification & Scorecard","April Dunford — Obviously Awesome Positioning","Winning by Design — GTM Operating Model"]}
Using gtm-skills
Overview
205 skills. 24 categories. Every GTM discipline. This is the master key.
The mistake: cloning the repo and not knowing where to start — loading random
skills, missing dependencies, or treating skills as documentation instead of
executable playbooks. This skill covers the complete usage guide: installation,
discovery, loading patterns, multi-skill workflows, and advanced tactics for
getting maximum value from the gtm-skills library.
Quick Start (I Need X → Pattern → Skills)
I need to… Load pattern Start skills Find any skill by category — references/skill-index-master.mdBuild cold email outbound Pattern 15c, 17, or 23 cold-email-strategy, email-deliverability, domain-infrastructureBuild phone outbound Pattern 15b cold-calling + references/cold-calling-experts-index.md (incl. Jeb Blount Golden Hours)Run discovery / qualify deals Pattern 5 or 13 meeting-prep, pipeline-management, sales-coachingHire GTM / RevOps / SDR Pattern 2 or 28 gtm-role-descriptions, hiring-by-role, revenue-team-onboardingHR / comp / ramp for revenue team Pattern 28 gtm-role-descriptions/references/hr-gtm-playbook.mdEnterprise legal / MSA / DPA in deal Pattern 29 or 16 deal-desk/references/legal-gtm-playbook.mdRevOps automation maturity Pattern 30 references/gtm-automation-expert-playbook.mdCRO strategy / enterprise revenue leadership Pattern 31 gtm-leadership/references/cro-enterprise-strategy.mdAutomate Clay / n8n Pattern 6, 6b, or 30 references/automation-playbook-index.md → clay-automation or n8n-automation
Este SKILL.md es muy grande, por eso SkillsMP muestra aqui solo la primera seccion. Ver en GitHub Monitor lifecycle health Pattern 18 references/gtm-lifecycle-stages.md → references/lifecycle-skill-index.md → references/lincoln-murphy-customer-success.md
Manage GTM spend / vendors Pattern 11 revops-tech-stack, gtm-spend-management, gtm-tool-cost-model
Run a GTM project / RACI Pattern 19 gtm-operations, campaign-governance
SEO + AI search content Pattern 25 seo-strategy, pillar-pages, references/seo-strategy-playbook.md
Inbound flywheel (HubSpot) Pattern 27 content-marketing, references/dharmesh-shah-hubspot-inbound.md
Demand creation (not lead gen) Pattern 26 content-marketing, references/chris-walker-mental-models.md
B2B influencer program Pattern 21 customer-marketing, references/aneesh-wishly-b2b-influencer.md
Founder PMF → scale Pattern 12 solo-founder-gtm, saas-outcomes, engineer-to-founder
Bootstrap founder path Pattern 12 or 32 saas-outcomes (bootstrap-founder-playbook.md), solo-founder-gtm
Earn-out / M&A deal terms Pattern 15 or 32 exiting-company (negotiating-earn-out.md), financial-modeling
Enterprise land-expand Pattern 14 crm-toolkit, expansion-selling, multi-thread-orchestration
Secure customer data exchange Pattern 16 deal-desk, references/gtm-data-exchange-playbook.md
Crisis / PR / incident comms Pattern 33 gtm-leadership, references/crisis-management-playbook.md
SaaS budget / MRR accounting / tax awareness Pattern 34 financial-modeling, saas-metrics-calculator, references/gtm-budget-playbook.md
Comp plan / OTE / quota design Pattern 35 executive-compensation/references/gtm-compensation-strategy.md
First install: clone repo → ask agent to list skills → load this skill → pick row above.
Category → Pattern Router Domain Categories Primary patterns Foundation foundation/— (load first for ICP, positioning, pricing) Founder founder-led/2, 12, 15 Outbound outbound/, prospecting/, tools/ (sequencers)15b, 15c, 17, 23 Inbound inbound/, content-seo/, demand-gen/25, 26, 27, 20 Ops gtm-ops/, automation/, tools/, leadmagic/6, 6b, 11, 19 Lifecycle lifecycle/, customer-success/, growth/, product-led-growth/18 Sales sales-revops/, sales-plays/, abm/5, 9, 13, 14, 22 Hiring founder-led/, management-leadership/2, 28, 35 Legal / deal sales-revops/deal-desk, vendor-contracts16, 29 Security founder-led/ (soc2, privacy), deal-desk16, 29 Automation strategy automation/, gtm-ops/6, 6b, 30
Full category map (all skills): references/skill-index-master.md
Pattern Index (1–30) # Name Domain Trigger 1 Research → Build → Launch General New product / market entry 2 Hire → Onboard → Manage Hiring First GTM hire through ramp 3 Data → Decision → Action Analytics Metrics → expansion/churn 4 AI-First GTM (Vibe Stack) Creative AI content + landers at scale 5 WbD Sales Process Build Sales Design pipeline + SPICED 6 Clay GTM Stack Ops Clay tables + enrichment 6b n8n Orchestration Ops Inbound/outbound/MCP flows 7 Agency Pilot → In-House Ops Outsource then hire 8 Survival → Thrival → Enterprise Founder ARR-stage GTM motion 9 Stuck Late-Stage Deal (JOLT) Sales Buyer indecision 10 Reviews & Advocacy Growth G2 / TrustRadius 11 GTM Stack Finance & Spend Ops Ramp, vendors, TCO 12 Bootstrap vs Venture Outcome Founder Exit path + PMF gates 13 Sales Coaching System Sales REKS → MEDDICC → JOLT 14 Enterprise GTM (Benioff) Sales Land-expand, V2MOM 15 Exit Readiness & Valuation Founder Diligence prep 15b Phone-First Cold Calling Outbound Gilkey + Reisert + Pessar + Slocum 15c High-Scale Email Infra Outbound Eric Nowoslawski economics + deliverability 16 GTM Data Security Security Customer data exchange 17 Enrichment-Powered Outbound Outbound Pat Spielmann Cold to Gold 18 Lifecycle Stages & Activation Lifecycle 7-stage monitoring 19 GTM Project Management & RACI Ops Launches, migrations 20 Visitor ID & Intent Routing Inbound Website deanonymization 21 B2B Influencer GTM Inbound Creator partnerships 22 Relationship-Led Enterprise Sales Randy Seidl trust selling 23 Sales Borg Outbound Outbound Justin Michael automation 24 Force Management Alignment Sales Pod economics, Command of Message 25 B2B SEO Stack Inbound Schwartz + Fishkin + Ahrefs 26 Demand Creation Inbound Chris Walker dark social 27 Inbound Flywheel Inbound Dharmesh Shah / HubSpot attract-engage-delight 28 HR GTM / People Ops Hiring Stacey Nordwall + Pavilion comp 29 Legal GTM / Commercial Counsel Legal / deal Eunice Buhler + Ironclad CLM 30 RevOps Automation Maturity Ops Jen Igartua / Go Nimbly orchestration 31 CRO Enterprise Strategy Leadership John McMahon + consumption GTM 32 Founder Exit Economics Founder Earn-out negotiation + bootstrap exit paths 33 Crisis Management & Incident Comms Leadership / CS Outage, breach, bad press, war room
Frameworks Referenced This skill is grounded in public frameworks and source material relevant to the task:
LeadMagic/gtm-skills — GTM agent skills catalog. Skill maps in this guide route tasks to the right playbook. Counts: taxonomy.csv / skills.lock.Jacco van der Kooij (Winning by Design). SPICED discovery, Bowtie lifecycle, GTM Index, REKS coaching — primary WbD cite.Sam Jacobs (Pavilion). CRO Council exec comp; multi-gate variable (ARR + NRR + efficiency).Mark Roberge — The Sales Acceleration Formula. Data-driven hiring, training, demand gen, and sales process design — the science behind scaling a B2B sales org.Jason Lemkin & Mark Roberge — From Survival to Thrival. Two-phase SaaS GTM: Survival ($0–$2M ARR, founder sells) → Thrival ($2M–$10M+, build the machine) → enterprise upmarket motion.April Dunford — Obviously Awesome Positioning. Positioning before messaging and channel selection.Winning by Design — GTM Operating Model. SPICED, Bowtie, POD structures, and revenue architecture.Keenan — Gap Selling. Current State → Future State → Gap discovery; Problem Centric™; happy ears guardrail — pairs with SPICED/MEDDICC.Jordan Crawford — Blueprint GTM / Cannonball. PQS, PVP, FIND — pain-based outbound from closed-won analysis.Guillaume Moubeche — lemlist. Problem-first multichannel sequences, CTC, 4–9 touches.Becc Holland — Flip the Script. Diagnostic Selling, Stellar Cold Email, lead-weighted SDR KPIs.Eric Nowoslawski — Growth Engine X. Cold email infra at scale, 1:1 backup inboxes, Creative Ideas campaigns, Crawl Walk Run Clay rollout, outbound unit economics gate.
When to Use Trigger phrases: "gtm-skills", "install gtm-skills", "how to use gtm-skills",
"which skill for [task]", "skill discovery", "find skill for [topic]",
"taxonomy navigation", "combine skills", "skill dependencies"
Installation Use ./install.sh (wraps scripts/install-tui.py). Full per-system guide: docs/INSTALL.md.
# System TUI key Install path / method 1 Claude Code claudeclaude plugins add LeadMagic/gtm-skills2 Jesse jesse{project}/.jesse/skills/gtm-skills/3 Codex codexcodex skills install … or ~/.codex/skills/gtm-skills/4 Hermes hermeshermes skills install … or ~/.hermes/skills/gtm-skills/5 Windsurf windsurf{project}/.windsurf/skills/gtm-skills/6 OpenCode opencode{project}/.opencode/skills/gtm-skills/7 Gemini CLI gemini{project}/.gemini/skills/gtm-skills/8 GitHub Copilot copilot{project}/.github/skills/gtm-skills/ + copilot-instructions.md9 Zed zedAGENTS.md + {project}/.zed/skills/gtm-skills/10 VS Code vscodeSame as Copilot agent mode 11 Goose goose~/.config/goose/skills/gtm-skills/
Quick install git clone https://github.com/LeadMagic/gtm-skills.git
cd gtm-skills
./install.sh
./install.sh --target jesse --project /path/to/project
./install.sh --target hermes
./install.sh --target all --dry-run
Verify installation After install, ask your agent: "list gtm skills" or "what skills are available for [task]?"
Integrity Check (skills.lock)
python3 -c "
import json, hashlib
with open('skills.lock') as f:
lock = json.load(f)
for name, meta in lock['skills'].items():
with open(meta['path'], 'rb') as fh:
actual = hashlib.sha256(fh.read()).hexdigest()
if actual != meta['sha256']:
print(f'TAMPERED: {name}')
print('All skills verified.')
"
Skill Discovery
By Category (What You're Trying to Do) If You Need To... Load These Categories Raise money, manage equity, run a board founder-led/ (fundraising-strategy, financial-modeling, board-meeting-prep, equity-management)Sell as a founder or build a sales team founder-led/ (founder-sales, sales-team-building), sales-revops/ (sales-enablement, pipeline-management, demo-scripts, deal-desk)Enterprise sales / upmarket motion foundation/ (icp-targeting-tiers, gtm-context), abm/ (abm-strategy, multi-thread-orchestration), sales-revops/ (meeting-prep, deal-desk, roi-calculator), founder-led/ (soc2-compliance)Mark Roberge / Survival to Thrival journey See skill maps below — routes by ARR stage and motion Journey / PMF / scale gates saas-outcomes + solo-founder-gtm — see Journey skill map belowBuild outbound / cold email outbound/ (cold-email-strategy, cold-email-copywriting, email-deliverability, domain-infrastructure) — Pattern 23 (Justin Michael / Sales Borg), Pattern 15c (Eric Nowoslawski infra), or Pattern 17 (Pat Spielmann / enrichment-powered Cold to Gold) · router → references/gtm-experts-outbound-index.mdBuild outbound / cold calling (phone-first) outbound/cold-calling — Pattern 15b (Gilkey + Reisert + Pessar + Slocum); references/cold-calling-experts-index.mdFind and enrich leads prospecting/ (lead-finding, lead-enrichment, email-finding, contact-verification)Automate GTM workflows references/automation-playbook-index.md (38 playbooks) → automation/ + tools/ + leadmagic/ + gtm-ops/Configure outreach sequencers tools/sequencing-toolkit (router) + platform skills: instantly-sequences, smartlead-workflows, lemlist-setup, salesloft-cadences, outreach-sequences, hubspot-sequences — Pattern 17 clay-enrollment-handoffLeadMagic enrichment & integrations leadmagic/ (waterfall, integrations, cli, bulk, mcp, job-change) + clay-toolkit + clay-loops-toolkitSEO / content clusters content-seo/ (seo-strategy, pillar-pages, pseo-strategy, aeo-strategy) + references/seo-strategy-playbook.mdDemand creation (not lead gen) content-marketing, paid-social-strategy, attribution + references/chris-walker-mental-models.mdSales org alignment / pod economics sales-team-building, gtm-leadership, gtm-metrics + references/force-management-playbook.mdn8n flows (inbound/outbound/signals) tools/n8n-toolkit (flow catalog, MCP patterns) → motion skill (inbound-triage, reply-handling, signal plays)Clay + AI prompts (tools) tools/clay-toolkit, tools/clay-loops-toolkit, tools/ai-prompts-toolkit, tools/sequencing-toolkit, leadmagic/Content, social, creative creative/ (vibe-marketing, ai-content-creation, copywriting, social-media-strategy), content-seo/Customer success and support customer-success/ (cs-playbooks, customer-onboarding, sla-management, headless-support, support-tool-stack) — BYOAI: Plain MCP + byoai-headless-stack.mdLifecycle stages & activation monitoring references/gtm-lifecycle-stages.md → Pattern 18 · references/activation-playbook.md · references/lifecycle-skill-index.mdAnalytics and metrics analytics/ (gtm-metrics, event-analytics, campaign-analytics, attribution)AI-native GTM (vibe coding/marketing) creative/ (vibe-coding, vibe-marketing, v0-lander, ai-content-creation, ai-video-creation)Legal, compliance, security founder-led/ (legal-for-founders, soc2-compliance, data-privacy-compliance, security-assessments, business-insurance)GTM data security / customer data exchange deal-desk, customer-onboarding, revenue-team-onboarding, revops-tech-stack + references/gtm-data-exchange-playbook.md, references/gtm-security-hygiene-basics.mdHiring and team building founder-led/ (gtm-role-descriptions, gtm-recruiting, job-posting-strategy, hiring-by-role, sales-team-building) + management-leadership/gtm-leadershipCRO / enterprise $100M–$1B strategy Pattern 31 · gtm-leadership/references/cro-enterprise-strategy.md Hire GTM Engineer / RevOps builder gtm-role-descriptions (JD + gtm-engineer-hiring.md) → hiring-by-role (gtm-engineer-scorecard.md) → revenue-team-onboardingGTM leadership (hire/fire/hard talks) management-leadership/gtm-leadership, gtm-role-descriptions (comp templates), employment-complianceBuyer indecision / stuck deals sales-revops/buyer-indecision (JOLT), pipeline-management, deal-deskSales process design (Winning by Design) See WbD skill map below — pipeline-management is the anchor Outsource GTM / work with agencies founder-led/ (hiring-agencies, hiring-contractors), automation/ (clay-automation)Design and brand design/ (pitch-deck-builder, roi-calculator, design-system-gtm, brand-kit)GTM ops / RevOps / tool spend gtm-ops/ (gtm-operations, revops-tech-stack, gtm-tool-cost-model, gtm-spend-management, campaign-governance) — Pattern 11GTM project management / RACI / ClickUp gtm-operations (PM hub), campaign-governance (launch RACI), gtm-leadership (pods) — Pattern 19Community-led / reverse demo selling growth/customer-marketing, sales-revops/demo-scripts (Varun Anand references)B2B influencer / LinkedIn creator GTM customer-marketing, social-selling + references/aneesh-wishly-b2b-influencer.md — Pattern 21HR / People Ops for revenue team gtm-role-descriptions, revenue-team-onboarding + hr-gtm-playbook.md — Pattern 28Legal / MSA / DPA in enterprise deal deal-desk + legal-gtm-playbook.md — Pattern 29RevOps automation strategy gtm-operations, revops-tech-stack + gtm-automation-expert-playbook.md — Pattern 30CRO / enterprise revenue leadership gtm-leadership + cro-enterprise-strategy.md — Pattern 31Crisis / outage / breach / PR incident Pattern 33 · gtm-leadership + crisis-management-playbook.md Annual GTM budget / MRR bridge / SaaS tax awareness Pattern 34 · gtm-budget-playbook.md + saas-mrr-accounting-nuances.md ZoomInfo-scale SDR / data-as-product GTM founder-led/sales-team-building → henry-schuck-sdr-model reference
By Trigger Phrase Tell your agent: "I need to [task]"
It will match to the right skill automatically.
Examples:
- "I need to build a pitch deck" → pitch-deck-builder
- "I need to set up cold email infrastructure" → Pattern 15c (Eric Nowoslawski) → domain-infrastructure, inbox-setup, email-deliverability
- "Eric Nowoslawski / Growth Engine X / cold email at scale" → Pattern 15c · `cold-email-strategy/references/eric-nowoslawski-outbound.md`
- "Creative Ideas campaign / Crawl Walk Run Clay" → cold-email-strategy (eric-nowoslawski-outbound.md), clay-automation
- "Cold calling / phone outreach / SDR dialing / connect rate" → Pattern 15b · `outbound/cold-calling` · `references/cold-calling-experts-index.md`
- "Bucketing / disposition science / phone intent" → cold-calling, list-building, pipeline-management (Gilkey vs Reisert — see cold-calling-experts-index)
- "Ryan Reisert / CRM activity buckets / CallBlitz" → cold-calling, pipeline-management, sales-coaching
- "Ronen Pessar / ColdCall-Market Fit / Call Pilot" → cold-calling, sales-team-building
- "Tom Slocum / sell the meeting / 3x3 research / SD Lab" → cold-calling, sales-coaching
- "Coach SDR cold calls / phone rep coaching" → sales-coaching + cold-calling (Slocum + Reisert CallBlitz)
- "I need to raise a seed round" → fundraising-strategy, yc-ecosystem, vc-outreach
- "I need to build a landing page with AI" → v0-lander, vibe-coding
- "I need to hire my first salesperson" → sales-team-building, gtm-role-descriptions, hiring-by-role, job-posting-strategy
- "Write a job description for SDR/AE/VP Sales" → gtm-role-descriptions → job-posting-strategy → hiring-by-role
- "Hire GTM engineer / GTM Engineer vs RevOps" → gtm-role-descriptions (`gtm-engineer-hiring.md`, `gtm-engineer-jd.md`) → hiring-by-role (`gtm-engineer-scorecard.md`)
- "Revenue org structure / sales comp plan" → gtm-role-descriptions, sales-team-building
- "Fire sales rep / difficult conversation / PIP" → gtm-leadership, employment-compliance
- "When to fire VP Sales" → gtm-leadership, sales-team-building
- "CRO strategy / John McMahon / enterprise sales leadership" → Pattern 31 · `cro-enterprise-strategy.md`
- "Snowflake GTM / consumption model / Slootman" → Pattern 31 · `expansion-selling`, `executive-compensation`
- "Databricks PLG to enterprise / Ron Gabrisko" → Pattern 31 · `sales-team-building`, `gtm-leadership`
- "Developer selling / sell to developers / Vercel GTM / DevRel / open-source GTM" → developer-gtm (vercel-developer-selling.md), plg-strategy
- "Buyer indecision / JOLT / need to think about it" → buyer-indecision, pipeline-management
- "SDR/AE comp plan template" → gtm-role-descriptions (comp-plan-sdr, comp-plan-ae)
- "Recruit passive AE / close candidate" → gtm-recruiting, gtm-role-descriptions, hiring-by-role
- "Negotiate sales offer / counter offer" → gtm-recruiting (offer-negotiation), employment-compliance
- "Betts recruiting / Destiny recruiting / diversity GTM hire" → gtm-recruiting
- "Scale sales like Mark Roberge / HubSpot" → sales-team-building, pipeline-management, sales-enablement
- "Survival to Thrival enterprise sales" → founder-sales → sales-team-building → icp-targeting-tiers → multi-thread-orchestration
- "Design sales process Winning by Design" → gtm-system-architecture → pipeline-management → sales-enablement
- "Hire an outbound agency" → hiring-agencies, pipeline-management, cold-email-strategy
- "MEDDICC qualify this deal" → meeting-prep, pipeline-management, sales-coaching
- "Gap Selling discovery" / "happy ears" → meeting-prep (keenan-gap-selling.md), pipeline-management
- "PQS / PVP outbound" / "Cannonball GTM" → cold-email-strategy (jordan-crawford-blueprint-gtm.md), list-building
- "Creative Ideas campaign" / "Eric Nowoslawski" / "Growth Engine X" / "outbound at scale" / "backup inboxes" → cold-email-strategy (eric-nowoslawski-outbound.md), email-deliverability, domain-infrastructure
- "Leslie Venetz" / "earn the right" / "buyer-first outbound" / "profit-generating pipeline" / "fix broken outbound" → cold-email-strategy (leslie-venetz-buyer-first-outbound.md), cold-email-copywriting
- "Crawl walk run Clay" / "should we do cold outbound" → clay-automation, cold-email-strategy (eric-nowoslawski-outbound.md)
- "lemlist sequence" / "Guillaume cold email" → lemlist-setup, cold-email-strategy (lemlist-guillaume-outbound.md)
- "Clay loop for funding signals" → clay-loops-toolkit, ai-prompts-toolkit, funding-signal-play
- "Claygent prompt for research" → ai-prompts-toolkit, clay-toolkit
- "Prompt loop for outbound email" → ai-prompts-toolkit, cold-email-copywriting, clay-toolkit
- "Build n8n inbound lead workflow" → n8n-toolkit (INB-01), inbound-triage, crm-toolkit
- "n8n outbound enrichment pipeline" → n8n-toolkit (OUT-01), leadmagic-toolkit
- "n8n reply classification webhook" → n8n-toolkit (LIF-03), reply-handling, ai-prompts-toolkit
- "Connect MCP agent to n8n batch job" → mcp-setup, n8n-toolkit (MCP-01), leadmagic-mcp
- "Headless support / BYOAI / Plain MCP / embed support in app" → headless-support (byoai-headless-stack.md), mcp-setup, support-tool-stack
- "Attio + support stack / API-first CRM and support" → crm-toolkit (crm-selection.md), attio-setup, headless-support (byoai-headless-stack.md)
- "Signal automation funding/job change" → n8n-toolkit (SIG-01/02) or clay-loops-toolkit
- "Clay reverse demo / Varun Anand demo" → demo-scripts → reverse-demo-varun reference
- "Community selling / Slack GTM / ecosystem-led growth" → customer-marketing → community-selling-varun reference
- "ZoomInfo GTM / Henry Schuck SDR model" → sales-team-building → henry-schuck-sdr-model reference
- "SDR economics / cost per meeting / Tito Bohrt / SDR hiring simulation" → sales-team-building (tito-bohrt-sdr-science.md), gtm-role-descriptions
- "ABSD / account-based sales development / Lars Nilsson / targeted enterprise outbound" → abm-strategy (lars-nilsson-absd.md), account-selection, cold-email-strategy
- "Hire GTM engineer / RevOps engineer" → gtm-role-descriptions → hiring-by-role (gtm-engineer scorecard)
- "GTM stack TCO / Ramp / vendor spend audit" → Pattern 11 (revops-tech-stack → gtm-spend-management)
- "Lifecycle stages / activation / time-to-value / monitor lifecycle" → Pattern 18 (`references/gtm-lifecycle-stages.md` → `activation-playbook.md` → monitoring dashboard)
- "Exchange customer data safely / onboarding data import" → Pattern 16 (deal-desk → customer-onboarding; `gtm-data-exchange-playbook.md`)
- "Security hygiene for sales team / 2FA / phishing for reps" → `revenue-team-onboarding` + `gtm-security-hygiene-basics.md`
- "When does security review hit the deal / security questionnaire" → `deal-desk` + `security-questionnaire-deal-guide.md`
- "Relationship selling / enterprise trust / Randy Seidl" → Pattern 22 (social-selling → sales-coaching → multi-thread)
- "What pitfalls to avoid across skills?" → references/pitfalls-index.md (auto-generated catalog)
- "Smartlead setup / Eric infra at scale" → smartlead-workflows, email-deliverability (eric-nowoslawski-outbound.md)
- "Instantly campaign setup" → instantly-sequences, domain-infrastructure
- "LeadMagic Clay waterfall" → leadmagic-waterfall, clay-toolkit, pat-spielmann-outbound-copy.md
- "LeadMagic integration checklist" → leadmagic-integrations, integration-checklist.md
- "Push verified contacts to sequencer" → leadmagic-cli, smartlead-workflows or instantly-sequences
- "Job change champion tracking" → leadmagic-job-change, clay-loops-toolkit (L03), job-change-play
- "List all automation playbooks" → references/automation-playbook-index.md (38 playbooks)
- "B2B SEO strategy / Product-Led SEO" → seo-strategy, references/seo-strategy-playbook.md
- "Pod economics / sales org alignment / Force Management" → sales-team-building, references/force-management-playbook.md
- "HubSpot inbound / flywheel / Dharmesh Shah" → Pattern 27 · `references/dharmesh-shah-hubspot-inbound.md` · `content-marketing`, `inbound-triage`, `hubspot-setup`
- "Demand creation / dark social / Chris Walker" → Pattern 26 · content-marketing, references/chris-walker-mental-models.md
- "Marketing frequency / revenue leader development" → references/chris-walker-mental-models.md, gtm-leadership
- "B2B influencer / LinkedIn creator / Wishly / Aneesh Lal" → Pattern 21 (customer-marketing → social-selling → gtm-metrics)
- "LinkedIn algorithm / reach drop / carousel vs video / van der Blom" → linkedin-algorithm (richard-van-der-blom-algorithm.md), social-selling
- "LinkedIn Live / livestream / WinsDay / Jessie Lizak / Reveting / weekly live show" → linkedin-live-strategy (jessie-lizak-linkedin-live.md), linkedin-algorithm
- "Sales Navigator / Sales Nav / Morgan Ingram / AMP Social / filter-specific messaging / posted in last 30 days" → sales-navigator-prospecting (morgan-ingram-sales-navigator.md), social-selling
- "Founder LinkedIn / build in public / Adam Robinson / zero-click content" → founder-brand (adam-robinson-founder-brand.md), linkedin-algorithm
- "Influencer ROI / creator attribution / influencer UTM" → references/b2b-influencer-measurement.md, campaign-governance
- "Employee advocacy vs paid creators" → customer-marketing Phase 6, references/b2b-influencer-strategy.md
- "HR for sales team / People Ops GTM / Stacey Nordwall" → Pattern 28 · hr-gtm-playbook.md · gtm-role-descriptions
- "Revenue comp bands / Pavilion comp / SDR OTE" → Pattern 28 · comp-benchmarks.md · benchmark-reconciliation.md
- "GTM comp strategy / OTE design / quota plan / accelerators / SPIF" → Pattern 35 · gtm-compensation-strategy.md · ote-calculator-template.md
- "Crisis management / outage comms / breach email / holding statement / PR crisis" → Pattern 33 · crisis-management-playbook.md · gtm-leadership
- "GTM budget / annual operating budget / MRR accounting / bookings vs revenue / QSBS / 409A / SaaS sales tax" → Pattern 34 · gtm-budget-playbook.md · saas-mrr-accounting-nuances.md
- "MSA / DPA / sales legal / Eunice Buhler / Ironclad" → Pattern 29 · legal-gtm-playbook.md · deal-desk
- "When to sign DPA / commercial counsel / deal desk swimlanes" → Pattern 29 + Pattern 16 (data exchange)
- "RevOps automation / Jen Igartua / Go Nimbly / automation maturity" → Pattern 30 · gtm-automation-expert-playbook.md
- "Clay vs n8n orchestration / fix automation sprawl" → Pattern 30 strategy → Pattern 6/6b implementation
Skill Map: Winning by Design — Sales Process & GTM System WbD organizes revenue as a system, not a funnel. Load skills by model:
WbD Component What It Covers Load These Skills GTM Index (6 models) Revenue, Data, Math, Operating, Growth, GTM — score 1–10 gtm-system-architecture, gtm-metricsGTM Playbook Kit Goal + Actions + Exit Criteria per stage pipeline-management (anchor)SPICED Situation, Pain, Impact, Critical Event, Decision (discovery) pipeline-management, meeting-prep, founder-salesMEDDICC Metrics, EB, Decision Criteria/Process, Pain, Champion, Competition (deal scoring) pipeline-management, meeting-prep, sales-coaching, multi-thread-orchestrationBowtie Acquire → retain → expand (revenue doesn't end at Closed Won) gtm-system-architecture, customer-onboarding, expansion-sellingPOD structures SDR:AE:CSM ratios by complexity sales-team-buildingREKS coaching Results → Efforts → Knowledge → Skills sales-coaching, sales-team-buildingEnablement layer Playbook, battlecards, talk tracks per stage sales-enablement, demo-scripts, objection-handling
Full WbD sales process stack:
gtm-context → gtm-system-architecture (score the 6 models)
→ pipeline-management (stages + SPICED + handoffs)
→ sales-enablement (playbook assets per stage)
→ sales-coaching (REKS + deal inspection)
→ sales-team-building (PODs + hiring when Operating Model ≥6)
SPICED + MEDDICC rule: They do not contradict. SPICED runs discovery
conversations; MEDDICC scores deal evidence. Same CRM fields — see
pipeline-management reconciliation table. Never use both as competing checklists.
Gap Selling layer: Keenan adds diagnostic depth — current/future/gap, root
cause, emotions, Problem Identification Chart. Use on discovery calls (meeting-prep
→ keenan-gap-selling.md); fold Impact into SPICED + MEDDICC Metrics.
Skill Map: Outbound & Discovery Experts Router index → references/gtm-experts-outbound-index.md
Task Skill Lead expert / artifact Discovery call prep meeting-prepKeenan Gap Selling + SPICED + MEDDICC gaps Discovery stage gates pipeline-managementGap Selling exit criteria (no happy ears) Sequence architecture cold-email-strategyBecc Holland structure · Guillaume multichannel · Jordan PQS/PVP Write cold email copy cold-email-copywritingBecc 7 Pillars · Guillaume CTC · Crawford PVP bar Low reply rates (good infra) cold-email-strategy + list-buildingJordan Crawford FIND — fix message before volume lemlist campaign setup lemlist-setupGuillaume playbook (canonical multichannel) Email + LinkedIn coordination multi-channel-outreachGuillaume · Becc sequence structure SDR KPI / inbound-outbound conflict sales-team-buildingBecc Holland lead weighting Infra at scale / deliverability email-deliverability, domain-infrastructureEric Nowoslawski — eric-nowoslawski-outbound.md Creative Ideas / offer-led AI copy cold-email-copywriting, clay-automationEric Nowoslawski Crawl Walk Run Outbound unit economics gate cold-email-strategyEric TAM/LTV/CAC:LTV criteria
Creative outbound stack (reply rate rescue):
list-building (PQS from won deals) → cold-email-strategy (FIND + triggers)
→ cold-email-copywriting (PVP/CTC copy) → lemlist-setup or sending-platforms
meeting-prep (Gap Selling + SPICED questions) → pipeline-management (stage evidence)
→ sales-coaching (MEDDICC deal review)
WbD + agency rule: Do not hire agencies until Operating Model ≥6.
Load pipeline-management before hiring-agencies — agencies execute your
playbook, they do not write it.
Skill Map: ABM Gifting (Giftology / Sendoso) Task Skill Artifact Gift strategy strategic-giftingGiftology + tier budget Tier 1 executive gift strategic-gifting + abm-1-to-1gift-brief template Sendoso campaign strategic-giftingsendoso-campaign template Direct mail + email sync strategic-gifting + abm-1-to-fewgifting-sequence reference Buyer gift policy strategic-giftinggift-compliance reference Stalled deal buyer-indecisionNot gifts
Skill Map: Sales Coaching Task Skill Artifact Build coaching program sales-coachingFull cadence + artifact index Rep missing quota sales-coachingreks-diagnostic template Weekly 1:1 sales-coaching1-1-agenda template Deal review sales-coaching + pipeline-managementdeal-review-scorecard template Call feedback sales-coachingcall-coaching-form template Late-stage stall buyer-indecision + sales-coachingjolt-coaching reference Founder coaches team sales-coachingfounder-coaching reference Coach before fire gtm-leadership + sales-coachingcoaching-plan-30-day template
Skill Map: Founder Comp & Negotiation Task Skill Why Can we afford first AE? founder-comp-playbookPayroll % ARR + runway Set OTE + quota executive-compensation (Pattern 35)gtm-compensation-strategy + ote-calculator-template IC comp bands + templates gtm-role-descriptionsH1 2026 comp-benchmarks Interviewer questions hiring-by-roleinterviewer-questions-gtm by role GTM Engineer JD + interview gtm-role-descriptions → hiring-by-rolegtm-engineer-hiring.md + gtm-engineer-scorecard.md Candidate questions hiring-by-rolecandidate-questions-to-ask (both sides) New hire week 1 revenue-team-onboardingonboarding-questions + questionnaire Rep resigned gtm-leadershipresignation-playbook + handoff checklist Exit interview gtm-leadershipexit-interview-questions Candidate wants more $ founder-comp-playbookScripts + lever matrix Explain equity to hire founder-comp-playbookFD% + 409A walkthrough Close / written offer gtm-recruiting48–72h timeline
Skill Map: Executive Comp (Sam Jacobs / Pavilion) Task Skill Why VP / CRO offer + clauses executive-compensationMulti-gate variable, severance, equity, clawback IC comp plans gtm-role-descriptionsSDR/AE/manager templates Board approval executive-compensation, board-meeting-prepComp memo + scenario payout Pavilion peer benchmarks executive-compensationpavilion-cro-comp reference
Skill Map: CRM (tools/crm-toolkit) Task Skill Why Choose CRM crm-toolkitcrm-selection scorecard Contacts vs leads crm-toolkitcontacts-vs-leads reference Platform rollout hubspot-setup, salesforce-setup, attio-setupAfter operating model in crm-integration Implementation partner crm-toolkitimplementation-partners RFP Land-and-expand in CRM crm-toolkit + expansion-sellingbenioff-enterprise-playbook + land-expand template Annual GTM planning gtm-leadershipV2MOM template (Marc Benioff) Enterprise trust selling transparency-selling + crm-toolkitCommitment logging + radical honesty
Skill Map: GTM Spend (Ramp / vendors) Task Skill Why Model tool TCO gtm-tool-cost-modelSeat + credit + % ARR Ramp + card policy gtm-spend-managementVirtual card per vendor Vendor roster / renewals gtm-spend-managementvendor-spend-register Approve new SaaS gtm-spend-management + revops-tech-stackApproval matrix + overlap check Negotiate renewal vendor-contracts + spend registerT-90 workflow Zombie subscriptions gtm-spend-managementQuarterly cleanup Gifting spend on Ramp strategic-gifting + gtm-spend-managementCapped GTM-GIFT card
Skill Map: Reviews (G2 / TrustRadius) Task Skill Why Review strategy review-platformsGeneration, responses, grid ranking Advocacy program customer-marketingCase studies + references Negative review response review-platformsreview-response-playbook
Skill Map: Varun Anand — Reverse Demo & Community Selling Task Skill Artifact Buyer-led screen-share demo demo-scriptsskills/sales-revops/demo-scripts/references/reverse-demo-varun.mdCommunity → pipeline customer-marketingskills/growth/customer-marketing/references/community-selling-varun.mdClay-style ecosystem GTM customer-marketing + startup-communitiesSlack onboarding + creator loops Pair with discovery meeting-prepGreat Demo! incumbent walkthrough before reverse demo
Skill Map: Henry Schuck — ZoomInfo Scale GTM Task Skill Artifact High-velocity SDR taxonomy sales-team-buildingskills/founder-led/sales-team-building/references/henry-schuck-sdr-model.mdInbound SDR machine sales-team-building + revenue-team-onboardingramp-benchmarks (inbound SDR) Public-company GTM KPIs gtm-metricspublic-company-gtm-metrics referenceData-as-product routing sales-team-building + lead-enrichmentIntent + enrichment queue design
Skill Map: GTM Ops Cluster Router: gtm-operations → skills/gtm-ops/gtm-operations/references/gtm-ops-skill-index.md. Load order for new RevOps hire:
revops-tech-stack — inventory + bowtie mapgtm-tool-cost-model — TCO budgetgtm-spend-management — Ramp + vendor registercrm-integration — sync rulescampaign-governance — UTMs + naminggtm-operations Phase 6 — PM tool, charter, RACI Pattern 11 covers finance + spend. Pattern 19 covers launches, migrations, QBR projects.
PM task Skill Artifact Run any GTM project gtm-operationsgtm-project-management-playbook.mdClickUp workspace gtm-operationsclickup-gtm-workspace.mdRACI + charter gtm-operationsraci-matrix-template.md, gtm-project-charter.mdCampaign launch ownership campaign-governanceRACI Example 1 + UTM sheet Stack migration revops-tech-stack + gtm-operationsRACI Example 2 Launch pod design gtm-leadership + gtm-operationsteam-design-gtm-projects.md
Skill Map: Working with Agencies Scenario Load These Skills Why Outbound agency evaluation hiring-agencies, pipeline-management, cold-email-strategyProcess + messaging before outsourcing sends RevOps / Clay agency hiring-agencies, clay-automation, crm-integrationWorkflow spec before agency builds Agency proved channel — hire in-house sales-team-building, hiring-by-role, hiring-agencies (transition section)Graduate playbook to employees Agency → GTM Engineer FTE gtm-role-descriptions, hiring-by-role, revenue-team-onboardingJD + scorecard + day-0 Clay/n8n access Freelancer vs agency hiring-contractors, hiring-agenciesIndividual vs team engagement Demand gen agency hiring-agencies, paid-advertising, campaign-analyticsCAC measurement from day one
Skill Map: Andy Whyte — MEDDICC Qualification Andy Whyte operationalizes MEDDICC as a 0/1/2 scorecard (max 14) with stage
gates and "Always Be Qualifying." Load skills by task:
MEDDICC Task Skill Why Design scorecard + CRM fields pipeline-managementAnchor — stage gates, SPICED reconciliation Pre-call questions per dimension meeting-prepSPICED for discovery; MEDDICC gaps for qualification Manager deal review sales-coachingEvidence inspection, not rep confidence Champion + buying committee multi-thread-orchestrationChampion test + stakeholder map Metrics / business case roi-calculator, deal-deskM and E dimensions Competition dimension competitive-intelInfluence decision criteria CRM configuration crm-integration, hubspot-setup, salesforce-setupScorecard fields
MEDDICC seven dimensions (Whyte presentation):
Letter Dimension Score 2 Requires M Metrics Buyer-defined KPIs with baseline + target E Economic Buyer Met directly, budget authority confirmed D Decision Criteria Documented evaluation criteria D Decision Process Steps, approvers, dates mapped I Identify Pain Quantified cost of inaction C Champion Passes four-part test (power, win, articulation, internal sell) C Competition Named competitors + status quo assessed
Stage gates (consultative): Solution ≥6/14 | Proposal ≥10/14 | Negotiation ≥12/14 | Commit ≥13/14
pipeline-management (scorecard + gates) → meeting-prep (questions + gaps)
→ sales-coaching (deal review) → competitive-intel + roi-calculator (C + M)
Skill Map: Mark Roberge — Sales Acceleration Formula Roberge built HubSpot's sales machine on four pillars. Load skills by pillar:
Roberge Pillar What It Covers Load These Skills Hiring Coachable, Curious, Prior success, Intelligent, Work ethic — hire for traits, train for skills sales-team-building, hiring-by-role, job-posting-strategyTraining Scalable onboarding, documented playbook, role-play, call review sales-enablement, demo-scripts, sales-coachingDemand generation Marketing-sales alignment, inbound + outbound balance, lead quality over volume cold-email-strategy, inbound-triage, gtm-metrics, campaign-analyticsSales process Data-driven stages, conversion metrics per step, inspect what you expect pipeline-management, meeting-prep, gtm-metrics
Full Roberge stack (building the machine):
gtm-context → founder-sales → pipeline-management → sales-enablement
→ sales-team-building → hiring-by-role → sales-coaching → gtm-metrics
Skill Map: Survival to Thrival — Enterprise Sales From Survival to Thrival (Lemkin + Roberge) defines two phases. Enterprise is a Thrival-stage motion — do not skip Survival.
Phase 1 — Survival ($0–$2M ARR): Founder is the sales team. Prove repeatability before hiring.
Task Skill Why Establish context gtm-contextEvery downstream skill needs ICP, motion, and constraints Founder selling founder-salesSurvival phase core — close 10–20 deals yourself first ICP definition icp-scoring, positioning-messagingKnow who buys and why before scaling Discovery & demos meeting-prep, demo-scriptsSPICED/MEDDIC qualification from day one Pricing & packaging pricing-strategy, deal-deskACV determines motion — enterprise needs $50K+ ACV path Solo/bootstrap path solo-founder-gtmIf no funding, tighter Survival constraints
Phase 2 — Thrival ($2M–$10M+ ARR): Build the repeatable sales machine. Roberge's territory.
Task Skill Why First sales hires sales-team-buildingCorrect hire sequence by ARR — AE before SDR, no VP too early Sales process pipeline-managementStage goals + exit criteria — inspect the process, not just results Enablement sales-enablementPlaybook, battlecards, onboarding — train at scale Coaching sales-coaching, team-managementREKS diagnostics, deal reviews RevOps foundation gtm-metrics, crm-integrationData model before headcount
Phase 3 — Enterprise upmarket (Thrival extension): Long cycles, buying committees, security gates.
Task Skill Why Tier segmentation icp-targeting-tiersEnterprise ≠ mid-market — different ACV, cycle, stakeholders ABM program abm-strategy, account-selectionNamed accounts, tier scoring, channel orchestration Multi-threading multi-thread-orchestrationSurvive champion departure — engage the buying committee Economic buyer meeting-prep, roi-calculator, deal-deskMEDDIC + business case for $100K+ deals Security unblock soc2-compliance, data-privacy-compliance, security-assessmentsEnterprise procurement gates GTM data exchange / rep hygiene deal-desk, customer-onboarding, revenue-team-onboarding, references/gtm-data-exchange-playbook.mdSafe customer data handling in sales + CS Transparency transparency-selling, objection-handlingEnterprise buyers reward honesty over hype
Survival → Thrival → Enterprise load sequence:
Survival: gtm-context → founder-sales → meeting-prep → pricing-strategy
Thrival: sales-team-building → pipeline-management → sales-enablement → sales-coaching
Enterprise: icp-targeting-tiers → abm-strategy → multi-thread-orchestration → roi-calculator → soc2-compliance
Skill Map: Journey / PMF / Scale Gates Founder company journey: idea → PMF search → GTM fit → scale → optimize → exit optionality .
Canonical home: saas-outcomes (journey + exit); solo-founder-gtm (PMF + scale gates).
Task Skill Artifact Where am I on the journey? saas-outcomesjourney-planning-worksheet.mdStage go/no-go gates saas-outcomesjourney-stage-gates.mdTest product-market fit solo-founder-gtmpmf-testing-playbook.mdPMF signal checklist solo-founder-gtmpmf-signal-checklist.mdReady to scale headcount/spend? solo-founder-gtmscale-readiness-gates.mdStop scaling (anti-patterns) solo-founder-gtmwhen-not-to-scale.mdExit realistic vs distraction? saas-outcomesexit-potential-scorecard.mdBootstrap capital discipline saas-outcomesbootstrap-founder-playbook.md, bootstrap-capital-plan.mdM&A prep (if score ≥4.0) exiting-companybuyer-readiness-checklist.mdEarn-out / LOI structure exiting-companynegotiating-earn-out.md, earn-out-term-sheet-review.mdHold vs sell economics financial-modelingunit-economics-exit-bridge.mdStage-appropriate spend gtm-spend-managementspend-governance.mdHire after scale gates pass sales-team-buildinghiring sequence by ARR
gtm-context → saas-outcomes (journey-stage-gates) → solo-founder-gtm (PMF tests)
→ scale-readiness-gates → sales-team-building (if go) → gtm-spend-management
→ saas-outcomes (exit-potential-scorecard) → exiting-company (if active optionality)
→ exiting-company (negotiating-earn-out) if LOI includes deferred consideration
Pattern 32 shortcut (earn-out or bootstrap exit): bootstrap-founder-playbook.md OR negotiating-earn-out.md → benchmark-reconciliation.md → valuation-sensitivity-table.md / earn-out-term-sheet-review.md
Go / no-go rule: Do not load sales-team-building until scale-readiness-gates.md passes.
If when-not-to-scale.md stop signals active — fix churn/economics first.
Quick Reference: Top 10 Most-Used Skills # Skill Use For 1 cold-email-strategyBuilding outreach sequences 2 pitch-deck-builderInvestor and sales presentations 3 founder-salesFounder-led sales motion 4 fundraising-strategyRaising capital 5 vibe-marketingAI-powered marketing at scale 6 financial-modelingP&L, runway, DCF valuation 7 gtm-metricsSaaS metrics dashboard 8 lead-findingProspecting and list building 9 sales-enablementDecks, one-pagers, battlecards 10 solo-founder-gtmBootstrapper GTM playbook
Loading and Combining Skills
Single Skill "Load the founder-sales skill and help me with [task]"
Multiple Skills (Workflow) "I need to: 1) find leads, 2) write cold emails, 3) set up domains.
Load lead-finding, cold-email-copywriting, and domain-infrastructure."
Dependency Chain (Auto-Load) Skills declare dependencies in their frontmatter. Your agent should load
dependencies automatically. Example: founder-sales depends on pricing-strategy
and sales-enablement. When you load founder-sales, your agent should
also load its dependencies.
The "Full Stack" Pattern For complex GTM projects, load the entire stack:
"Build a complete outbound engine for [company]. Load:
- lead-finding, lead-enrichment, email-finding, contact-verification (prospecting)
- cold-email-strategy, email-deliverability, domain-infrastructure (outbound)
- clay-automation (automation)
- gtm-metrics (analytics)"
Advanced Patterns
Pattern 1: Research → Build → Launch 1. competitive-intel + positioning-messaging (research the market)
2. pitch-deck-builder + pricing-strategy (build the assets)
3. launch-planning + content-marketing (launch)
Pattern 2: Hire → Onboard → Manage 1. gtm-role-descriptions (JD + org + IC comp templates — H1 2026 bands)
2. founder-comp-playbook (founder: afford hire, value package, negotiate)
3. executive-compensation (VP/CRO clauses + Sam Jacobs / Pavilion gates)
4. gtm-recruiting (source, close, offer negotiate)
5. job-posting-strategy (distribute) + hiring-by-role (interviewer + candidate questions, re:Work scorecard)
6. revenue-team-onboarding (onboarding questions both sides, 30-60-90, Slack, certification)
7. employment-compliance (offer letter) + gtm-leadership (manage, PIP/fire/resignation handoff)
8. team-management + sales-coaching (1:1s, REKS — Jacco van der Kooij / WbD)
Pattern 10: Reviews & Advocacy (G2 / TrustRadius) 1. review-platforms (profile, generation cadence, response playbook)
2. customer-marketing (case studies, reference program)
3. competitive-intel (competitor review themes → battlecards)
4. inbound-triage (G2 intent → CRM)
Pattern 11: GTM Stack Finance & Spend 1. revops-tech-stack (what you need — consolidate first)
2. gtm-tool-cost-model (seat + credit + cloud TCO)
3. gtm-spend-management (Ramp, vendor roster, approvals, renewals)
4. financial-modeling (OpEx in P&L)
5. vendor-contracts (renewal negotiation)
Pattern 13: Sales Coaching System (REKS → MEDDICC → JOLT) 1. pipeline-management (stages + MEDDICC gates + SPICED fields)
2. sales-enablement (playbook reps execute)
3. sales-coaching (REKS diagnose — Jacco van der Kooij / WbD)
4. meeting-prep + demo-scripts (SPICED / Barrows skill drills)
5. buyer-indecision (JOLT when late-stage stall — Dixon/McKenna)
6. gtm-leadership (PIP if 30-day coaching plan flat)
Founder-as-coach: sales-coaching (founder-coaching reference) until manager hired.Ramp: revenue-team-onboarding weeks 1–4 → sales-coaching call rubric.
Pattern 12: Bootstrap vs Venture Outcome 1. saas-outcomes (end goal, exit-metrics-matrix, bootstrap-vs-vc-paths, bootstrap-founder-playbook)
2. saas-metrics-calculator (metric-definitions-exit-weight)
3. solo-founder-gtm (bootstrap-capital-plan) OR fundraising-strategy (vc-milestone-gates)
4. financial-modeling (unit-economics-exit-bridge)
5. exiting-company (valuation-drivers, buyer-readiness, diligence pack)
Pattern 15: Exit Readiness & Valuation 1. saas-outcomes (path + exit-metrics-matrix)
2. saas-metrics-calculator (formulas + benchmarks)
3. financial-modeling (P&L → ARR/EBITDA multiple bridge)
4. exiting-company (scorecard, sensitivity table, diligence pack)
5. equity-management (cap table cleanup)
6. exiting-company (negotiating-earn-out + earn-out-term-sheet-review) if LOI has deferred consideration
Pattern 32: Founder Exit Economics (Earn-Out + Bootstrap Paths) 1. saas-outcomes (bootstrap-founder-playbook, bootstrap-vs-vc-paths, exit-potential-scorecard)
2. solo-founder-gtm (when-not-to-scale, spend-by-stage, bootstrap-capital-plan)
3. financial-modeling (unit-economics-exit-bridge, valuation-sensitivity-table)
4. exiting-company (negotiating-earn-out, earn-out-term-sheet-review, buyer-readiness)
5. fundraising-strategy (bootstrap vs raise — vc-milestone-gates)
6. founder-comp-playbook (post-close retention comp if earn-out + employment)
7. references/benchmark-reconciliation.md (bootstrap multiples + earn-out vs upfront)
8. deal-desk/references/legal-gtm-playbook.md (counsel handoff — Pattern 29)
Triggers: "negotiate earn-out", "earnout term sheet", "bootstrap founder exit",
"MicroAcquire sale", "walk away from LOI", "seller note", "rollover equity",
"retention bonus vs earn-out", "bootstrap capital plan".
Pair with: Pattern 12 (path choice) · Pattern 15 (full M&A prep).
Disclaimer: GTM-founder sensibility — not legal or tax advice.
Pattern 35: GTM Compensation Strategy (IC → CRO) 1. executive-compensation/references/gtm-compensation-strategy.md (canonical — philosophy, role strategies, stage gates)
2. executive-compensation/references/comp-by-role-stage.md (role × ARR matrix)
3. gtm-role-descriptions/references/comp-benchmarks.md (H1 2026 bands — single band source)
4. executive-compensation/templates/comp-plan-design-worksheet.md + ote-calculator-template.md
5. founder-comp-playbook (payroll % ARR, negotiation — founders only)
6. sales-team-building (hire sequence, POD economics, Force Management alignment)
7. gtm-role-descriptions/templates/comp-plan-*.md (IC plan templates)
8. executive-compensation (VP/CRO clauses, Pavilion gates, board memo)
9. revenue-team-onboarding + hr-gtm-playbook.md (ramp ↔ comp alignment)
10. references/benchmark-reconciliation.md (OTE band conflicts)
11. gtm-spend-management/spend-by-stage.md + scale-readiness-gates.md (stage gates)
12. employment-compliance (W-2, commission documentation, contractor vs FTE)
Triggers: "GTM comp strategy", "comp plan design", "OTE calculator", "quota design", "accelerators", "SPIF vs plan change", "consumption comp", "annual comp review".Pair with: Pattern 28 (HR GTM ramp) · Pattern 31 (consumption CRO gates) · Pattern 32 (earn-out retention).Experts: Sam Jacobs / Pavilion · Mark Roberge · John McMahon · Stacey Nordwall · Bridge Group · Pave / CaptivateIQ (band ops).
Pattern 33: Crisis Management & Incident Comms (GTM / Founder) 1. references/crisis-management-playbook.md (canonical — severity matrix, first 60 min, war room)
2. gtm-leadership (executive home — CEO voice, layoffs, difficult stakeholder truth)
3. references/crisis-preparedness-checklist.md (before crisis — contact tree, status page, tabletop)
4. skills/management-leadership/gtm-leadership/templates/crisis-holding-statement.md + crisis-customer-email.md + crisis-internal-memo.md + crisis-faq-for-support.md
5. cs-playbooks + customer-marketing (customer email, G2/TR, advocacy pause)
6. investor-updates (Sev 3+ investor/board addendum — Lemkin: never skip bad months)
7. deal-desk/references/legal-gtm-playbook.md (counsel before statements — Pattern 29)
8. references/gtm-data-exchange-playbook.md + gtm-security-hygiene-basics.md (breach path)
9. customer-onboarding (post-incident trust rebuild)
10. references/saas-pr-crisis-experts.md (Lemkin, Highwire, Offleash, Ruettimann)
11. references/chris-walker-mental-models.md (dark social during reputation crises)
12. churn-prevention + gtm-lifecycle-stages.md Retention row (churn wave)
Triggers: "crisis management", "incident comms", "outage communication", "security breach customer email", "holding statement", "war room", "bad press", "viral negative reviews", "layoff communication", "PR crisis", "status page incident", "AI harmed customer".
Pair with: Pattern 16 (data security) · Pattern 29 (legal statements) · Pattern 18 Retention (churn wave) · Pattern 26 (pause demand gen during crisis).
Disclaimer: Not legal advice — regulatory notification and liability language require counsel.
Pattern 34: SaaS Finance — Budget, MRR Accounting & Tax Awareness 1. references/gtm-budget-playbook.md (canonical budget — S&M/R&D/G&A, scenarios, variance cadence)
2. financial-modeling (bottom-up P&L, headcount, runway, accounting stack timing)
3. skills/gtm-ops/gtm-spend-management/templates/annual-gtm-budget-worksheet.md
4. gtm-spend-management (vendor/tool lines, Ramp roster, spend-by-stage caps)
5. saas-metrics-calculator (committed MRR formulas, benchmarks)
6. references/saas-mrr-accounting-nuances.md (canonical — committed vs recognized vs billings)
7. skills/founder-led/saas-metrics-calculator/templates/mrr-bridge-template.md
8. references/bookings-billings-revenue-matrix.md (CRM vs GAAP gap)
9. references/saas-tax-founder-awareness.md (nexus, VAT, R&D credit, QSBS, 409A — CPA handoffs)
10. references/benchmark-reconciliation.md (MRR/ARR definition row, Meritech implied ARR)
11. references/meritech-saas-benchmarks.md + references/bessemer-cloud-atlas.md (definitions)
12. gtm-metrics (board dashboard reconcile)
13. fundraising-strategy OR saas-outcomes (raise/exit lens — clean books, QSBS)
14. founder-comp-playbook (409A, equity) · exiting-company (earn-out vs MRR/EBITDA)
15. references/experts.md — Kruze, Pilot, Carta, Ben Murray, Tyler Tringas
Triggers: "annual operating budget", "GTM budget", "MRR vs ARR accounting", "ASC 606 SaaS",
"deferred revenue", "bookings vs billings", "sales tax SaaS", "R&D tax credit", "QSBS",
"409A valuation", "QuickBooks vs NetSuite", "variance review", "audit MRR", "inflate ARR".
Pair with: Pattern 11 (spend management) · Pattern 12 (outcomes path) · Pattern 32 (exit/QSBS).
Disclaimer: Practitioner GTM/finance sensibility — not CPA or tax advice. Hand off to qualified professionals.
Pattern 22: Relationship-Led Enterprise (Randy Seidl) 1. social-selling (LinkedIn trust + SSI baseline)
2. sales-coaching (Three Plays, relationship map, trust scorecard — Seidl)
3. pipeline-management (MEDDICC evidence per stakeholder thread)
4. multi-thread-orchestration (champion-only anti-pattern)
5. expansion-selling (relationship-led upsell after land)
6. cold-email-strategy (contrast — sequences for access, not trust alone)
When to use: $100K+ ACV, 6+ month cycles, multi-stakeholder enterprise.
Pair with: Pattern 14 (Benioff enterprise CRM) · Chris Walker (dark social awareness).
Pattern 14: Enterprise GTM (Marc Benioff) 1. gtm-leadership (annual V2MOM — Vision, Values, Methods, Obstacles, Measures)
2. crm-toolkit (benioff-enterprise-playbook — trust, CS objects, land-expand)
3. salesforce-setup + salesforce-blueprint (enterprise CRM config)
4. expansion-selling (expand triggers + land-expand account plan)
5. transparency-selling (trust-based deal behavior)
6. cs-playbooks (customer success as revenue function)
7. deal-desk + security-questionnaire-deal-guide (security review track)
Pattern 16: GTM Data Security & Customer Data Exchange 1. revenue-team-onboarding (password manager, MFA, phishing — gtm-security-hygiene-basics.md)
2. deal-desk (pre-sale data asks, security questionnaire timing, customer-data-exchange-checklist)
3. customer-onboarding (sales-to-CS data handoff, no email re-requests)
4. revops-tech-stack (where data may live in the GTM stack)
5. cold-email-strategy (anti-pattern: customer PII in sequences)
6. soc2-compliance + security-assessments (founder-led — building trust artifacts, not rep hygiene)
Load canonical SOP: references/gtm-data-exchange-playbook.md. Enterprise
security review timing: references/security-questionnaire-deal-guide.md.
Pattern 9: Stuck Late-Stage Deal (JOLT) 1. pipeline-management (MEDDICC ≥14, stage gate)
2. buyer-indecision (Judge → Offer → Limit → Take risk)
3. deal-desk (package collapse) + multi-thread-orchestration (EB)
4. objection-handling (if price/value pushback, not indecision)
Pattern 3: Data → Decision → Action 1. gtm-metrics + event-analytics (collect data)
2. cs-analytics-dashboards + financial-modeling (make decisions)
3. expansion-selling + churn-prevention (take action)
Pattern 4: AI-First GTM (The Vibe Stack) 1. vibe-coding → Build landing pages, tools, dashboards
2. vibe-marketing → Generate campaigns, content, creative
3. ai-content-creation → Scale blog, social, email production
4. ai-video-creation → Produce video without a video team
Pattern 5: WbD Sales Process Build 1. gtm-system-architecture (score 6 models, find weakest link)
2. pipeline-management (stages, SPICED fields, conversion metrics, handoffs)
3. sales-enablement (playbook + collateral per stage)
4. sales-coaching (REKS, deal review cadence)
5. crm-integration (configure fields and stages)
6. gtm-metrics (conversion dashboards)
Pattern 23: Sales Borg — Hybrid Human + Machine Outbound (Justin Michael) 1. cold-email-strategy (sequence architecture + trigger catalog — load justin-michael-sales-borg.md)
2. cold-email-copywriting (REPLY messaging, brevity rules)
3. domain-infrastructure + email-deliverability + sending-platforms (scale safely)
4. clay-automation OR signal-scoring (trigger feeds → SEP enrollment)
5. ai-sdr-setup (pilot guardrails: draft-only week 1, human handoff on positive replies)
6. reply-handling (all replies = signs of life; AE triple-touch <90 sec)
7. sales-team-building (TQ ramp in 30 days; ~200 accounts/SDR/month benchmark)
Rule: Automate only after ICP + messaging proven. Machines think/do; humans feel/engage. RevOps orchestrates bots — see references/experts.md → Justin Michael.
Pattern 15b: Phone-First Cold Calling & Bucketing 1. list-building + signal-scoring (Gilkey Phone Intent + Jordan Crawford PQS)
2. cold-calling (primary — references/cold-calling-experts-index.md)
→ joey-gilkey-bucketing.md · ryan-reisert-cold-calling.md
→ ronen-pessar-cold-calling.md · tom-slocum-cold-calling.md
3. pipeline-management (dispositions → pipeline tiers; Reisert buckets → CRM stages)
4. multi-channel-outreach (email/LI complementary touches)
5. sales-team-building + revenue-team-onboarding (pilot before SDR scale; phone ramp)
Two bucketing systems: Gilkey = outcome dispositions. Reisert = daily CRM priority. Phone experts ≠ email experts — cross-link cold-email-strategy for written cadence only.
Pattern 15c: High-Scale Cold Email Infrastructure (Eric Nowoslawski) 1. cold-email-strategy (unit economics gate — eric-nowoslawski-outbound.md)
2. domain-infrastructure + inbox-setup (2 inboxes/domain, 1:1 backup capacity)
3. email-deliverability + sending-platforms (30 sends/inbox baseline, 3-week warmup)
4. cold-email-copywriting (Creative Ideas / AI Specificity offer-led campaigns)
5. clay-automation (Crawl Walk Run rollout)
6. smartlead-workflows OR tool-selection-stack (GEX agency stack)
Rule: Validate TAM/LTV/CAC before infra spend. Eric owns economics + deliverability discipline; pair with Jordan Crawford / Becc Holland / Pat Spielmann for segment + message. Router → references/gtm-experts-outbound-index.md.
Pattern 17: Enrichment-Powered Outbound — Cold to Gold (Pat Spielmann) 1. leadmagic-waterfall OR clay-toolkit (LeadMagic-first waterfall + validate gate)
2. cold-email-copywriting (Hook-Line-Sinker + copy review checklist — pat-spielmann-outbound-copy.md)
3. cold-email-strategy (Full-Circle multichannel: email → LinkedIn → phone <5 min on positive reply)
4. `tools/instantly-sequences` / `tools/smartlead-workflows` / `tools/lemlist-setup` — clay-enrollment-handoff.md verify gate
5. email-deliverability + sending-platforms (Eric Nowoslawski infra before scale)
6. multi-channel-outreach (channel-native touches — not email paste to LinkedIn)
7. reply-handling (positive reply → immediate call routing)
Rule: Data quality before copy scale — "If your outbound isn't converting, it's probably not your copy. It's your data." Pair with Jordan Crawford (PQS/PVP research) for segment depth; Guillaume (multichannel cadence) or Justin Michael (SEP automation) for scale; Eric Nowoslawski for infra at volume. Expert router → references/gtm-experts-outbound-index.md.
Pattern 6: Clay GTM Stack 1. clay-automation (process: when to build, data quality)
2. clay-toolkit — tools/clay-toolkit (table + LeadMagic waterfall)
3. clay-loops-toolkit — tools/clay-loops-toolkit (signal loops)
4. ai-prompts-toolkit (Claygent/LLM prompts P01–P10)
5. leadmagic-toolkit + leadmagic-waterfall (Find → Verify → Enrich columns)
6. `sequencing-toolkit` OR platform sequencer skill OR `crm-toolkit` (output — verify gate before enroll)
7. signal play skill (funding/job-change/hiring message)
Tool vs process: tools/clay-* = column/table config. automation/clay-automation = rollout.
Pattern 6b: n8n Orchestration (Inbound / Outbound / MCP) 1. n8n-automation (n8n vs Clay vs MCP decision)
2. n8n-toolkit (pick flow ID: INB/OUT/SIG/LIF/REV/MCP)
3. Motion skill (inbound-triage, reply-handling, signal play)
4. mcp-setup + leadmagic-mcp (if agent triggers MCP-01 webhook)
5. crm-toolkit + proactive-alerts (CRM fields + Slack)
Clay enriches; n8n routes at SLA; MCP agents draft/research — never loop
500 API calls in chat; POST approved jobs to n8n.
Pattern 7: Agency Pilot → In-House 1. pipeline-management + gtm-context (document process first)
2. hiring-agencies (evaluate, 90-day pilot, weekly scorecard)
3. cold-email-strategy or clay-automation (channel-specific standards)
4. sales-team-building (graduate to hire when pilot proves ROI)
Pattern 8: Survival → Thrival → Enterprise (Lemkin + Roberge) 1. gtm-context + icp-scoring (define who you sell to)
2. founder-sales + meeting-prep (Survival — founder closes, documents the motion)
3. pipeline-management + sales-enablement (Thrival — repeatable process + playbook)
4. sales-team-building + hiring-by-role (Thrival — hire for Roberge traits, train for skills)
5. icp-targeting-tiers + abm-strategy + multi-thread-orchestration (Enterprise — upmarket)
6. roi-calculator + deal-desk + soc2-compliance (Enterprise — economic buyer + procurement)
Pattern 24: Force Management — Alignment & Pod Economics 1. references/force-management-playbook.md (cadence, reporting, pod worksheet)
2. sales-team-building (POD design, hiring sequence, compensation)
3. gtm-leadership (monthly GTM scorecard, quarterly territory/quota)
4. sales-enablement (Command of the Message talk tracks)
5. pipeline-management + meeting-prep (MEDDICC gates)
6. gtm-metrics + financial-modeling (unit economics ↔ headcount)
Pattern 25: B2B SEO Stack (Schwartz + Fishkin + Ahrefs) 1. seo-strategy + references/seo-strategy-playbook.md (keyword tiers, measurement)
2. pillar-pages (hub + cluster architecture)
3. pseo-strategy (programmatic templates — thin-content gates)
4. faq-seo + aeo-strategy (schema + AI search)
5. citation-harvesting (LLM mention tracking)
6. content-marketing + content-syndication (distribution — Walker frequency)
Pattern 26: Demand Creation (Chris Walker) 1. references/chris-walker-mental-models.md (dark social, frequency, 90-day eval)
2. content-marketing (ungated education, channel stacking)
3. paid-social-strategy (LinkedIn education, not form-fill)
4. podcast-gtm + content-syndication (dark social amplifiers)
5. attribution + gtm-metrics (cohort revenue, not last-click ROAS)
6. seo-strategy (measurable demand layer)
Contrast Pattern 27: Walker = unmeasurable dark social. HubSpot inbound = lifecycle + flywheel capture. Run both; reconcile in references/benchmark-reconciliation.md (inbound vs demand gen).
Pattern 27: Inbound Flywheel (Dharmesh Shah / HubSpot) 1. references/dharmesh-shah-hubspot-inbound.md (flywheel, attract-engage-delight, freemium entry)
2. content-marketing + seo-strategy (Attract — pillar + cluster)
3. landing-pages + freemium-optimization (permission-based conversion)
4. inbound-triage + mql-nurture (Engage — speed-to-lead, enrichment on form fill)
5. customer-marketing + referral-programs + review-platforms (Delight — advocacy fuels flywheel)
6. expansion-selling + gtm-metrics (NRR as flywheel fuel — Meritech benchmarks for scale narrative)
7. hubspot-setup OR crm-integration (lifecycle stages, CRM config)
Pair with: Pattern 20 (visitor ID — measurable intent) · Pattern 26 (dark social awareness) · Mark Roberge (sales machine when hiring).
Contrast: Chris Walker rejects lead-gen industrial complex; HubSpot inbound still uses MQL→SQL when fit is proven — qualify hard, don't optimize form volume alone.
Pattern 28: HR GTM / People Ops for Revenue Teams (Stacey Nordwall) 1. gtm-role-descriptions/references/hr-gtm-playbook.md (canonical — onboarding, manager enablement, remote GTM)
2. gtm-role-descriptions + references/comp-benchmarks.md (Bridge Group bands; Pavilion validate)
3. hiring-by-role (structured interviews — re:Work, Roberge traits)
4. revenue-team-onboarding (30-60-90, ramp-benchmarks, security day 0)
5. employment-compliance (W-2 default for SDR/AE; commission documentation)
6. executive-compensation + founder-comp-playbook (VP+ and payroll % ARR)
7. sales-team-building (hire sequence, POD ratios)
8. executive-compensation/references/gtm-compensation-strategy.md (Pattern 35 — full comp design)
Triggers: "HR for sales team", "People Ops GTM", "revenue comp bands", "SDR ramp HR", "remote sales team onboarding", "Culture Amp onboarding".Pair with: Pattern 2 (hire → onboard) · Pattern 35 (comp plan design) · references/benchmark-reconciliation.md (ramp + comp alignment).Contrast: Nordwall = employee experience systems; Roberge = ramp metrics; Sam Jacobs = exec comp; Pattern 35 = full IC→CRO strategy.
Pattern 29: Legal GTM / Commercial Counsel (Eunice Buhler + Ironclad) 1. deal-desk/references/legal-gtm-playbook.md (canonical — sales-legal alignment, swimlanes)
2. deal-desk (discount authority, business case, Phase 5 security)
3. references/security-questionnaire-deal-guide.md (when security review enters deal)
4. references/gtm-data-exchange-playbook.md (DPA timing, data channels)
5. soc2-compliance + security-assessments (artifact build — founder-led)
6. vendor-contracts (vendor-side MSAs/DPAs)
7. employment-compliance (commission plans, SDR classification — not MSA)
Triggers: "MSA redlines", "when to sign DPA", "sales legal alignment", "deal desk approvals", "commercial counsel", "Ironclad CLM".Pair with: Pattern 16 (customer data exchange) — same phase gates, different lens (legal velocity vs data hygiene).Disclaimer: GTM practitioner guidance — escalate binding terms to counsel.
Pattern 30: RevOps Automation Maturity (Jen Igartua / Go Nimbly) 1. references/gtm-automation-expert-playbook.md (canonical — maturity 0–4, human/machine split)
2. revops-tech-stack (inventory, target architecture)
3. gtm-operations (intake, roadmap, RevOps as product)
4. tool-selection-stack (Clay vs n8n vs CRM-native vs Cargo category)
5. references/automation-playbook-index.md (38 playbooks — implementation)
6. waterfall-enrichment + contact-verification (data before AI)
7. crm-integration (sync rules, conflict resolution)
8. gtm-metrics (pipeline impact — not automation vanity)
Triggers: "RevOps automation", "GTM workflow design", "automation maturity", "fix Zapier sprawl", "AI agents RevOps", "Go Nimbly".Pair with: Pattern 6/6b (Clay/n8n build) · Pattern 7 (agency → in-house).Contrast: Pattern 30 = orchestration strategy. Pattern 23 (Justin Michael) = outbound human+machine. Pattern 15c (Eric) = email infra. Pattern 17 (Pat) = enrichment copy. Do not merge.
Pattern 31: CRO Enterprise Strategy (John McMahon + Snowflake + Databricks) 1. gtm-leadership/references/cro-enterprise-strategy.md (canonical — CRO 90-day, inspection, board metrics)
2. gtm-leadership (hire/fire CRO, difficult conversations, comp approval)
3. sales-team-building (A players, manager-before-rep, hybrid inside/field)
4. pipeline-management (MEDDICC inspection, three-view forecast, Gap Selling anti–happy ears)
5. gtm-metrics + public-company-gtm-metrics.md (5-quarter model, productivity per rep, Meritech)
6. executive-compensation (consumption-aligned CRO gates — Slootman pattern)
7. expansion-selling (Snowflake consumption land-expand, Databricks workload expansion)
8. references/force-management-playbook.md (territory/quota true-up)
9. references/benchmark-reconciliation.md (McMahon vs Lemkin hire timing)
Triggers: "CRO strategy", "John McMahon", "enterprise sales leadership", "Snowflake GTM", "consumption sales comp", "Databricks enterprise", "board forecast CRO", "inspect what you expect", "5-quarter model".Pair with: Pattern 5/13 (MEDDICC discovery) · Pattern 14 (land-expand) · Pattern 28 (HR ramp) · Meritech/Henry Schuck public metrics.Contrast: McMahon = CRO systems altitude. Jon Barrows = rep tactical skills. Roberge = early-stage hire/train. Lemkin = when not to hire VP.
Pattern 18: Lifecycle Stages & Activation Monitoring 1. references/gtm-lifecycle-stages.md (canonical 7 stages + Bowtie + team ramp)
2. references/activation-playbook.md (first value event, TTA benchmarks, audit)
3. references/lifecycle-metrics-by-stage.md (formulas + R/Y/G thresholds)
4. skills/analytics/gtm-metrics/templates/lifecycle-monitoring-dashboard.md (weekly/monthly cadence)
5. skills/analytics/gtm-metrics/templates/stage-health-scorecard.md (leadership rollup)
6. Stage skills — load by need (see routing table below)
Stage → skill routing (do not duplicate stage defs in skills):
Stage Primary skills Monitoring artifact Awareness content-marketing, seo-strategy, paid-social-strategy, customer-marketing, social-sellinglifecycle-monitoring-dashboard (Awareness row) · b2b-influencer-strategy.mdAcquisition mql-nurture, inbound-triage, attributionlifecycle-metrics-by-stage (Acquisition)Activation customer-onboarding, onboarding-sequences, cs-analytics-dashboardsactivation-playbookEngagement cs-playbooks, event-analytics, freemium-optimizationstage-health-scorecard (Engagement)Revenue expansion-selling, pipeline-management, gtm-metricsgtm-metrics, saas-metrics-calculatorRetention churn-prediction, churn-prevention, qbr-planningchurn-prediction + scorecard RetentionReferral referral-programs, customer-marketing, review-platformsstage-health-scorecard (Referral)
Founder journey overlay: saas-outcomes/references/journey-stage-gates.md gates company stage; Pattern 18 gates customer lifecycle health.Revenue team parallel: revenue-team-onboarding (Hire → Ramp → Productivity) — see gtm-lifecycle-stages.md team table.Router: references/lifecycle-skill-index.md
Pattern 19: GTM Project Management & RACI 1. gtm-operations (canonical PM home — lightweight vs heavyweight, cadence, milestones)
2. gtm-operations/templates/gtm-project-charter.md + raci-matrix-template.md (one A per row)
3. campaign-governance (if launch — naming/UTM RACI rows; do not duplicate UTM spec)
4. revops-tech-stack (if migration/vendor — Phase 4c + RACI Examples 2/4)
5. gtm-spend-management (if vendor — spend-approval-matrix)
6. gtm-leadership + team-design-gtm-projects (launch pod, DRI span of control)
7. clickup-gtm-workspace OR gtm-organization-principles (SSOT for tasks/docs/data)
8. revenue-team-onboarding (if onboarding cohort project)
Leader development: gtm-leadership + Pavilion (startup-communities) for peer groups.
Pattern 20: Visitor Identification & Intent Routing 1. website-visitor-identification (canonical — person vs business, vendors, privacy)
2. 1p-tagging-pixels (consent before visitor ID scripts; UTM source)
3. icp-scoring (filter before CRM write or sales alert)
4. inbound-triage (company ID → MQL path + speed-to-lead SLAs)
5. cold-email-strategy (person ID → guardrailed trigger branch only)
6. revops-tech-stack + gtm-spend-management (one company ID + one person ID max)
7. campaign-governance (UTM + visitor source attribution)
Privacy: website-visitor-identification/references/visitor-id-privacy-gtm.md
(not legal advice). Measurable counterpart to Chris Walker dark social (Pattern 26) —
visitor ID is attributable; dark social is not. Pair Pattern 26 + 20.
Pattern 21: B2B Influencer & Creator GTM (Aneesh Lal / Wishly Group) 1. references/aneesh-wishly-b2b-influencer.md (canonical expert — ICP selection, bundles)
2. references/b2b-influencer-strategy.md (program types: paid creators, employee advocates, affiliates)
3. customer-marketing (canonical skill — Phase 6; distinguish external vs employee vs customer champions)
4. social-selling (LinkedIn visibility, post-engagement nurture, SSI for employee advocates)
5. skills/growth/customer-marketing/templates/b2b-influencer-program-brief.md + influencer-partnership-scorecard.md
6. campaign-governance (per-creator UTMs, landing pages — utm_medium=influencer)
7. references/b2b-influencer-measurement.md + gtm-metrics (CRM lookback, Clay scrape, dark social)
8. references/chris-walker-mental-models.md (90-day eval; do not kill at 2 weeks on last-click)
Triggers: "B2B influencer program", "LinkedIn creator partnership", "Wishly Group",
"creator ROI", "employee advocacy vs influencers".Lifecycle: Awareness stage → references/gtm-lifecycle-stages.md.Pair with: Pattern 26 (demand creation) · strategic-gifting (physical ABM touch) ·
customer-marketing → community-selling-varun.md (creator flywheel from community).
Skill Structure (What's Inside Every Skill) Every skill in gtm-skills follows this structure:
Overview — What mistake does this skill prevent? (principle-first)When to Use — Trigger phrases that activate this skillAuthoritative Foundations — Named experts and frameworks citedStep-by-Step Process — Numbered phases with concrete outputsOutput Format — What the deliverable looks likeQuality Checklist — Verifiable checkboxes before considering it doneCommon Pitfalls — Numbered mistakes with root cause + fixRelated Skills — What to load next
Skill Quality Standards Every gtm-skills skill is:
Principle-first — Opens with the mistake it prevents, not a descriptionAuthority-anchored — Names specific practitioners and frameworksExecutable — Step-by-step. You can follow it without asking questionsPitfall-aware — Teaches what goes wrong, not just what goes rightArtifact-producing — Every skill produces something (document, deck, calculator, dashboard)Non-fluff — No guru nonsense. No AI-generated filler. No "one weird trick." CI enforces this via scripts/validate-skills.js (agentskills.io spec + GTM bar):
Requirement Every skill Frontmatter name matches directory; description has triggers; metadata.frameworks ≥ 3Authority ## Authoritative Foundations with named sources (no decoration filler)Process Step-by-step, implementation checklist, or workflow section Artifact triad references/framework-notes.md, templates/output-template.md, scripts/check-output.pyExecution Artifacts SKILL.md lists all three paths above References Every `references/...` and `skills/...` path resolves
Repair scripts: npm run fix:authority, npm run fix:artifacts, npm run sync:artifacts.
Release gate: npm run verify.
Navigating the Repo gtm-skills/
├── README.md # Hero, install, category overview, authority catalog
Ocupaciones relacionadas SOC
Basado en la clasificación ocupacional SOC
