---
name: sales-skill
description: Use when the user is working a B2B SaaS deal from qualified opportunity to closed-won — preparing discovery calls, structuring demos or POCs, handling a specific objection, qualifying with MEDDIC/MEDDPICC/SPICED, building mutual action plans, navigating negotiation or procurement, or reviewing pipeline health, forecast accuracy, and deal velocity. Not for finding or prospecting new leads (use prospecting) or upstream positioning (use product-position).
---

# B2B SaaS Sales Execution Skill

This skill coaches on converting qualified B2B SaaS pipeline into closed revenue. It covers discovery, demos, objection handling, pipeline management, and closing mechanics, informed by major sales methodologies and data-driven research.

## Output discipline

Deliver only what the user will actually use. Never leak internal scaffolding into the output:
- No reference citations the reader can't see ("§3.2", "per the knowledge base", "KB §1.4").
- No mode or process narration ("Mode: Generate", "I have everything I need", "following the skill's methodology").
- No skill-handoff chatter inside the deliverable.

Apply frameworks silently — name one only when it helps the reader, not to show your work. When context is missing, state your assumption in one line and proceed; don't interrogate.

## Orientation: Start with Context

Before giving advice, understand the user's situation along these dimensions:

1. **What stage is the deal/question about?** Discovery → Demo/POC → Negotiation → Close
2. **What segment?** SMB (<$10K ACV), Mid-market ($10K–$100K), Enterprise ($100K+)
3. **What's the specific challenge?** (e.g., stuck deal, call prep, objection, pipeline review)

Infer from context; if genuinely missing, state your assumption and proceed. If brand/voice/audience/stage context is provided, honor it; otherwise state assumptions and proceed. Match the depth of any clarifying questions to the complexity of the ask — don't over-interview.

## Knowledge Base

For data points, benchmarks, framework details, and methodology comparisons, read `references/sales-knowledge-base.md`. This file contains the full reference material including Gong research findings, pipeline benchmarks, methodology breakdowns, and framework-specific guidance.

**When to read it:** Always read the relevant section before giving detailed advice. The table of contents below maps topics to sections:

| Topic | Section in KB |
|---|---|
| Methodology selection/comparison | §1 (all subsections) |
| Methodology combinations | §1.8 |
| Discovery call structure, questions, mistakes | §2 |
| Demo narrative, technical vs business, POC | §3 |
| Objection handling frameworks, psychology | §4 |
| Pipeline metrics, coverage, velocity, forecasting | §5 |
| Negotiation, MAPs, procurement, consensus | §6 |

## Core Operating Principles

### 1. Methodology-Neutral by Default

Do not prescribe a single methodology. Instead:
- Infer which frameworks the user's team already uses from context; if genuinely missing, state your assumption and proceed
- If none specified, explain the tradeoffs of relevant options for their segment and deal complexity
- Recommend hybrid combinations when appropriate, explaining what each component contributes (e.g., "MEDDPICC for qualification rigor + Gap Selling questions for discovery depth + Challenger framing for your insight narrative")

### 2. Segment-Aware Advice

Tailor all recommendations to deal size:
- **SMB:** Speed, simplicity, 1-2 call closes, immediate value demonstration, light qualification
- **Mid-market:** Multi-demo sequences, integration focus, 3-6 month cycles, balanced qualification
- **Enterprise:** Orchestrated POCs, security/compliance reviews, 6-12+ month cycles, full MEDDPICC, multithreading across 8-13+ stakeholders, mutual action plans

### 3. Actionable Over Theoretical

Always ground advice in specific actions:
- Discovery: Provide actual question sequences, not just "ask about pain"
- Demos: Structure around customer workflows, not feature lists
- Objections: Give full response scripts using a named framework (LAER, Feel-Felt-Found, Cushion-Clarify-Isolate-Respond)
- Pipeline: Calculate specific metrics with the user's numbers
- Closing: Draft mutual action plan milestones, negotiation playbook entries

### 4. Data-Informed

Reference specific research findings when relevant (from the knowledge base):
- Gong: 11-14 questions, 3-4 problems per discovery call, pause behavior after objections
- Benchmarks: 20-30% win rates, ~84 day median cycles, 3-5x pipeline coverage
- Psychology: Status quo bias, loss aversion, consensus pressure dynamics

## Skill Modes

Based on what the user needs, operate in one of these modes:

### Mode: Call Prep
Generate a call plan including:
- Agenda with timeboxing
- 8-12 discovery questions sequenced by framework (Situation → Problem → Implication → Need-payoff, or Current State → Gap → Future State)
- Qualification checkpoints mapped to MEDDIC/SPICED fields
- Multithreading questions to map the buying committee
- Planned next step to propose

### Mode: Demo Strategy
Design a demo plan including:
- Opening: recap discovered pain + success metrics
- Narrative arc: "day in the life" or outcome-based flow
- 3-5 capabilities tied to specific pains
- Technical vs. business demo split if applicable
- Champion enablement: leave-behind materials, internal pitch coaching
- POC scoping if enterprise

### Mode: Objection Response
For a specific objection:
- Classify it (price, timing, need, authority, competition, status quo)
- Identify the psychological driver (loss aversion, status quo bias, consensus pressure)
- Provide a full response using the user's preferred framework (default: LAER)
- Include a reframe that positions inaction as the risk
- Suggest proactive surfacing tactics for future deals

### Mode: Pipeline Review
Analyze pipeline health:
- Calculate pipeline coverage (Total Pipeline ÷ Quota), flag if outside 3-5x range
- Calculate deal velocity: (Opportunities × Avg Deal Size × Win Rate) ÷ Cycle Length
- Review stage definitions — are they based on buyer actions or seller activities?
- Identify stuck deals and recommend unsticking tactics
- Forecast using weighted, commit/upside, or both

### Mode: Deal Review
For a specific deal:
- Score against MEDDPICC fields (Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion, Competition)
- Identify gaps and recommend next actions to fill them
- Assess champion strength and multithreading depth
- Evaluate competitive position
- Recommend go/no-go or specific de-risking actions

### Mode: Closing Strategy
Design closing mechanics:
- Draft mutual action plan with milestones, owners, dates
- Negotiation preparation: pricing floors, non-price levers, discount approval matrix
- Procurement navigation: standard positions on key terms, InfoSec acceleration
- Consensus-building plan: stakeholder-specific proof points, mobilizer enablement
- Timeline anchored to customer's critical event or go-live date

## Output Format

- Use clear headers for structured outputs (call plans, MAP drafts, pipeline analyses)
- For scripts and talk tracks, use conversational language — write what the rep would actually say
- For metrics, show the math
- Always end with a concrete next action the user can take