相关职业
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基于 SOC 职业分类
正在显示 SKILL.md
| name | sales-enablement |
| description | Sales methodology, pipeline management, negotiation frameworks, and customer engagement patterns. |
| tier | extended |
| applyTo | **/*sales*,**/*pipeline*,**/*prospect*,**/*deal*,**/*crm*,**/*quota*,**/*commission*,**/*lead* |
Sales methodology, pipeline management, negotiation frameworks, and customer engagement patterns.
Selling is structured problem-solving. You diagnose a customer's pain, match it to a solution, and guide the decision. Process beats personality.
| Letter | Stands For | Question |
|---|---|---|
| M | Metrics | What measurable outcome does the buyer need? |
| E | Economic Buyer | Who has budget authority? |
| D | Decision Criteria | What factors drive the decision? |
| D | Decision Process | What are the steps to close? |
| P | Paper Process | What legal/procurement steps are required? |
| I |
| Implicate Pain |
| What happens if they do nothing? |
| C | Champion | Who inside the account is actively selling for you? |
| C | Competition | Who else is being evaluated? |
| Phase | Question Type | Example |
|---|---|---|
| S — Situation | Understand current state | "How do you currently handle X?" |
| P — Problem | Surface pain points | "What challenges does that create?" |
| I — Implication | Expand the pain | "What impact does that have on Y?" |
| N — Need-Payoff | Let buyer articulate value | "How would solving that help?" |
| Step | Action |
|---|---|
| 1 | Identify the pain |
| 2 | Qualify the opportunity |
| 3 | Map solution to pain |
| 4 | Demonstrate value |
| 5 | Negotiate and close |
{
"deal": "Acme Corp - Platform Expansion",
"value": 250000,
"stage": "negotiation",
"close_date": "2026-06-30",
"meddpicc": {
"metrics": { "score": 3, "note": "10% efficiency gain target confirmed" },
"economic_buyer": { "score": 3, "contact": "CFO Jane Smith" },
"decision_criteria": { "score": 2, "note": "Waiting on technical eval results" },
"decision_process": { "score": 3, "note": "Procurement involved, legal review next" },
"paper_process": { "score": 2, "note": "MSA required, 2-week legal cycle" },
"implicate_pain": { "score": 3, "note": "$500K annual loss without solution" },
"champion": { "score": 3, "contact": "VP Ops Mike Chen" },
"competition": { "score": 2, "note": "Competitor X shortlisted" }
},
"total_score": 21,
"next_step": "Send ROI calculator to CFO before 4/20"
}
| Stage | Definition | Exit Criteria |
|---|---|---|
| Prospecting | Initial outreach, cold/warm | Meeting confirmed |
| Discovery | Needs assessment, pain qualification | Pain confirmed, budget discussed |
| Proposal | Solution presented, pricing shared | Decision criteria agreed |
| Negotiation | Terms, pricing, legal | Verbal commitment |
| Closed Won | Signed contract | Revenue booked |
| Closed Lost | Deal lost | Loss reason documented |
| Metric | Formula | Healthy Range |
|---|---|---|
| Win Rate | Closed Won / Total Opportunities | 20–35% (enterprise) |
| Average Deal Size | Total Revenue / Deals Closed | Varies by segment |
| Sales Cycle Length | Avg days from creation to close | Track trend, not absolutes |
| Pipeline Coverage | Pipeline Value / Quota | 3–4× for enterprise |
| Stage Conversion | Opportunities advancing / Total in stage | Monitor each stage |
| Category | Definition | Commit Level |
|---|---|---|
| Commit | High confidence, expected this period | 90%+ probability |
| Best Case | Could close if things go well | 60–89% |
| Pipeline | Active but early stage | 10–59% |
| Upside | Stretch opportunities | <10% |
Email structure (3-sentence max):
| Criterion | Question | Disqualifier |
|---|---|---|
| B — Budget | Is there budget allocated? | No budget and no path to budget |
| A — Authority | Can this person make or influence the decision? | No access to decision maker |
| N — Need | Is the pain real and urgent? | Nice-to-have, no urgency |
| T — Timeline | When do they need to decide? | No timeline = no deal |
| Tactic | Description | Counter |
|---|---|---|
| Anchoring | Extreme first offer | Re-anchor with data |
| Flinch | Physical reaction to price | Hold steady, stay silent |
| Nibbling | Adding small asks after agreement | "That would require re-opening terms" |
| Good cop/bad cop | Paired pressure | Address the issue, ignore the dynamic |
| Deadline pressure | "Offer expires Friday" | Verify deadline is real |
| Step | Owner | Deliverable |
|---|---|---|
| 1 | Sales | Handoff document (pain, solution, stakeholders, commitments) |
| 2 | CS/AM | Welcome call within 48 hours |
| 3 | Both | Joint account plan (90-day) |
| 4 | CS/AM | Onboarding kickoff |