B2B

## 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