commit fa8e46244fd85af1670a8de514660052a8590fb1 Author: Zhongwei Li Date: Sat Nov 29 18:00:07 2025 +0800 Initial commit diff --git a/.claude-plugin/plugin.json b/.claude-plugin/plugin.json new file mode 100644 index 0000000..a49cbc5 --- /dev/null +++ b/.claude-plugin/plugin.json @@ -0,0 +1,18 @@ +{ + "name": "sales", + "description": "Sales and customer success team with 3 specialized roles covering sales, customer success, and partnerships", + "version": "1.0.0", + "author": { + "name": "Puerto" + }, + "skills": [ + "./skills/sales-strategy", + "./skills/customer-success", + "./skills/partnership-development" + ], + "agents": [ + "./agents/sales-director.md", + "./agents/customer-success-manager.md", + "./agents/partnership-manager.md" + ] +} \ No newline at end of file diff --git a/README.md b/README.md new file mode 100644 index 0000000..837586f --- /dev/null +++ b/README.md @@ -0,0 +1,3 @@ +# sales + +Sales and customer success team with 3 specialized roles covering sales, customer success, and partnerships diff --git a/agents/customer-success-manager.md b/agents/customer-success-manager.md new file mode 100644 index 0000000..285ffb6 --- /dev/null +++ b/agents/customer-success-manager.md @@ -0,0 +1,23 @@ +# Customer Success Manager + +PROACTIVELY use for customer onboarding, retention, expansion, and satisfaction. + +**Core Capabilities:** +- Customer onboarding +- Success planning +- Health monitoring +- Renewal management +- Expansion and upsell +- Customer advocacy +- Churn prevention +- Quarterly business reviews +- Customer feedback loops + +**Tools Available:** Read, Write, Edit, Bash, Grep, Glob + +**Skills:** customer-success + +**Examples:** +- "Create customer onboarding program" +- "Develop expansion strategy for key accounts" +- "Design customer health scoring system" diff --git a/agents/partnership-manager.md b/agents/partnership-manager.md new file mode 100644 index 0000000..ebc4146 --- /dev/null +++ b/agents/partnership-manager.md @@ -0,0 +1,22 @@ +# Partnership Manager + +PROACTIVELY use for strategic partnerships, channel development, and ecosystem growth. + +**Core Capabilities:** +- Partnership strategy +- Partner sourcing and evaluation +- Channel program development +- Co-marketing initiatives +- Integration partnerships +- Partner enablement +- Relationship management +- Deal structuring + +**Tools Available:** Read, Write, Edit, Bash, Grep, Glob + +**Skills:** partnership-development + +**Examples:** +- "Develop partnership strategy and target partner list" +- "Create channel partner program" +- "Plan co-marketing campaign with strategic partner" diff --git a/agents/sales-director.md b/agents/sales-director.md new file mode 100644 index 0000000..f3371c8 --- /dev/null +++ b/agents/sales-director.md @@ -0,0 +1,23 @@ +# Sales Director + +PROACTIVELY use for sales strategy, pipeline management, deal execution, and revenue growth. + +**Core Capabilities:** +- Sales strategy and planning +- Pipeline management and forecasting +- Deal negotiation and closing +- Sales team coordination +- CRM management +- Sales enablement +- Quota planning +- Territory management +- Competitive positioning + +**Tools Available:** Read, Write, Edit, Bash, Grep, Glob + +**Skills:** sales-strategy + +**Examples:** +- "Develop sales strategy for enterprise segment" +- "Optimize sales pipeline and forecasting process" +- "Create sales playbook and enablement materials" diff --git a/plugin.lock.json b/plugin.lock.json new file mode 100644 index 0000000..5b3363f --- /dev/null +++ b/plugin.lock.json @@ -0,0 +1,65 @@ +{ + "$schema": "internal://schemas/plugin.lock.v1.json", + "pluginId": "gh:bandofai/puerto:plugins/sales", + "normalized": { + "repo": null, + "ref": "refs/tags/v20251128.0", + "commit": "20a503e0d4fdf4e61ed918d20ed93101664893e3", + "treeHash": "31ffa294de9c8861f283317641ea0e32358ca118f220f825a1ba684a874aaec0", + "generatedAt": "2025-11-28T10:14:09.016215Z", + "toolVersion": "publish_plugins.py@0.2.0" + }, + "origin": { 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Framework + +### Customer Lifecycle Stages + +1. **Onboarding** (Days 0-90) - Initial setup, training, quick wins +2. **Adoption** (Months 3-6) - Feature expansion, workflow integration +3. **Value Realization** (Months 6-12) - ROI measurement, outcomes tracking +4. **Expansion** (Ongoing) - Upsell, cross-sell, new use cases +5. **Renewal** (Annual) - Contract negotiation, value demonstration + +--- + +## Onboarding Best Practices + +### First 30 Days Checklist +- [ ] Welcome email and kickoff call +- [ ] Implementation plan creation +- [ ] Quick wins identification +- [ ] Training schedule establishment +- [ ] Success metrics definition + +### Implementation Playbook +``` +Week 1: System setup and configuration +Week 2: Team training (basic features) +Week 3: Advanced training and workflows +Week 4: Go-live and initial support +Weeks 5-8: Optimization and check-ins +Weeks 9-12: First value realization milestone +``` + +--- + +## Health Score Model + +### Engagement Metrics (40%) +- Login frequency +- Feature usage depth +- Active users / Total users +- Session duration +- Support ticket volume + +### Product Metrics (30%) +- Feature adoption rate +- Workflow completion +- Data quality +- Integration usage + +### Relationship Metrics (20%) +- Executive sponsor engagement +- QBR attendance +- NPS / CSAT scores + +### Business Metrics (10%) +- ROI achievement +- Renewal likelihood +- Expansion potential + +### Health Score Calculation +``` +Green (80-100): Thriving, expansion ready +Yellow (60-79): At risk, needs attention +Red (0-59): High churn risk, intervention needed +``` + +--- + +## Retention Strategies + +### Proactive Outreach +- Weekly check-ins (first 90 days) +- Monthly business reviews +- Quarterly executive reviews +- Annual strategic planning + +### Value Delivery +- Regular ROI reports +- Success metrics dashboards +- Best practice sharing +- Industry benchmarking + +### Risk Mitigation +- Early warning system +- Churn prediction model +- Intervention playbooks +- Win-back campaigns + +### Renewal Process Timeline +- **90 days before**: Initial conversation +- **60 days before**: Proposal preparation +- **30 days before**: Contract presentation +- **Renewal date**: Execution and celebration + +--- + +## Expansion Playbook + +### Upsell Triggers + Health score > 80 + High feature adoption + Executive engagement + Positive NPS score + Budget season timing + +### Expansion Types +1. **Seat expansion** - Add more users +2. **Feature upgrade** - Higher tier +3. **Add-on modules** - New capabilities +4. **Professional services** - Implementation help +5. **Training programs** - Certification + +### Conversation Framework +1. Review current success +2. Identify growth opportunities +3. Present relevant solutions +4. Quantify incremental value +5. Propose and close + +--- + +## Customer Segmentation + +### Enterprise (High-Touch) +- Dedicated CSM +- Custom success plan +- Quarterly QBRs +- Executive sponsor program + +### Mid-Market (Medium-Touch) +- Shared CSM (10-15 accounts) +- Standardized playbooks +- Semi-annual reviews +- Group training + +### SMB (Low-Touch/Tech-Touch) +- Automated onboarding +- Self-service resources +- Webinars and group training +- Email campaigns + +--- + +## Key Metrics + +### Leading Indicators +- Onboarding completion rate +- Time to value +- User activation rate +- Feature adoption +- Health score trends + +### Lagging Indicators +- Net Revenue Retention (NRR) +- Gross Revenue Retention (GRR) +- Customer Lifetime Value (LTV) +- Churn rate +- Expansion rate + +### Target Benchmarks (SaaS) +- NRR: 110-120% +- GRR: 90-95% +- Onboarding completion: 90%+ +- NPS: 50+ +- Annual churn: <5% + +--- + +## QBR (Quarterly Business Review) Structure + +### Agenda (60 minutes) +1. **Executive Summary** (5 min) - Key achievements and metrics +2. **Business Objectives Review** (10 min) - Progress on goals +3. **Product Usage Analysis** (15 min) - Adoption and trends +4. **Success Stories** (10 min) - Wins and ROI examples +5. **Roadmap and Next Steps** (10 min) - Future plans +6. **Q&A** (10 min) - Open discussion + +### QBR Preparation Checklist +- [ ] Review account health score +- [ ] Analyze product usage data +- [ ] Gather success metrics and ROI +- [ ] Identify upsell opportunities +- [ ] Prepare custom deck +- [ ] Send pre-read materials + +--- + +## Tools & Technology + +### CS Platforms +- **Gainsight** - Enterprise CS platform +- **ChurnZero** - Real-time CS +- **Totango** - Customer success +- **Planhat** - Revenue-focused CS + +### Communication +- Intercom - In-app messaging +- Zendesk - Support ticketing +- Slack Connect - Collaboration +- Email automation + +### Analytics +- Amplitude - Product analytics +- Mixpanel - User behavior +- Heap - Auto-capture analytics + +--- + +## Best Practices + +### Communication Cadence +- **Daily**: Monitor health scores +- **Weekly**: Review at-risk accounts +- **Monthly**: Account reviews with CSM team +- **Quarterly**: QBRs with customers +- **Annually**: Strategic planning and renewal + +### Escalation Process +1. **Yellow health**: CSM intervention (action plan) +2. **Red health**: Manager escalation (save plan) +3. **Churn risk**: Executive involvement +4. **Contract at risk**: Save team activation + +### Success Playbooks +- **New customer onboarding** (0-90 days) +- **Low engagement recovery** (yellow/red health) +- **Expansion opportunity** (green health, growth signals) +- **Renewal preparation** (90 days out) +- **Churn prevention** (at-risk accounts) + +--- + +## Customer Advocacy Program + +### Identification Criteria +- NPS score 9-10 (Promoters) +- Active product champions +- Measurable ROI achieved +- Willing to share story + +### Advocacy Activities +- Case study participation +- Reference calls +- Speaking opportunities +- User conference presentations +- Product feedback and beta testing + +### Recognition & Rewards +- Featured success stories +- VIP event access +- Product roadmap influence +- Referral bonuses +- Advisory board invitation diff --git a/skills/partnership-development/SKILL.md b/skills/partnership-development/SKILL.md new file mode 100644 index 0000000..5a9523f --- /dev/null +++ b/skills/partnership-development/SKILL.md @@ -0,0 +1,311 @@ +# Partnership Development + +**Strategic partnerships, channel development, and ecosystem building** + +## Partnership Strategy Framework + +### Partnership Types + +1. **Strategic Alliances** - Long-term collaboration for mutual benefit +2. **Channel Partnerships** - Distribution and reseller relationships +3. **Technology Integrations** - Product-to-product connections +4. **Co-Marketing** - Joint marketing initiatives and campaigns +5. **Reseller/Affiliate** - Revenue sharing arrangements + +### Partnership Selection Criteria +✅ Strategic alignment with company goals +✅ Market reach and customer base +✅ Brand fit and reputation +✅ Resource commitment capability +✅ Cultural compatibility +✅ Technical compatibility (for integrations) + +--- + +## Partnership Development Process + +### Stage 1: Identification (Week 1-2) +- Market mapping and research +- Partner prospect list creation +- Opportunity sizing +- Initial outreach and interest validation + +### Stage 2: Qualification (Week 3-4) +- Strategic fit assessment +- Capability evaluation +- Reference checks +- ROI projection + +### Stage 3: Negotiation (Week 5-8) +- Value proposition alignment +- Terms and structure discussion +- Resource commitment agreements +- Success metrics definition +- Legal and compliance review + +### Stage 4: Onboarding (Week 9-12) +- Kick-off meeting +- Training and enablement +- System integration (if applicable) +- Launch planning +- Joint go-to-market strategy + +### Stage 5: Management (Ongoing) +- Regular check-ins (weekly/monthly) +- Performance tracking +- Issue resolution +- Relationship nurturing +- Optimization and growth + +--- + +## Partnership Models + +### Revenue Sharing Models + +**Commission Structure** +``` +Tier 1 (0-$100K): 15% commission +Tier 2 ($100K-$500K): 20% commission +Tier 3 ($500K+): 25% commission +``` + +**Deal Registration** +- First to register gets credit +- 30-day protection period +- Prevents channel conflict + +**Performance Incentives** +- Quarterly bonuses for hitting targets +- SPIFFs for strategic products +- Annual rewards for top partners + +### Co-Selling Model +- Lead sharing between partners +- Joint opportunity pursuit +- Split credit and commission +- Coordinated sales process + +### White Label / OEM +- Partner brands the product +- Customization allowed +- Support model defined +- Pricing structure agreed + +--- + +## Partner Enablement + +### Training Programs + +**Level 1: Foundation** (2 hours) +- Product overview +- Value proposition +- Target customers +- Competitive positioning + +**Level 2: Sales** (1 day) +- Sales methodology +- Demo certification +- Objection handling +- Pricing and packaging + +**Level 3: Technical** (2 days) +- Implementation +- Integration +- Troubleshooting +- Architecture + +**Level 4: Advanced** (3 days) +- Solution design +- Custom integrations +- Advanced use cases +- Certification exam + +### Partner Portal +- Deal registration system +- Training materials and certifications +- Co-marketing resources +- Technical documentation +- Support ticketing +- Pipeline and commission tracking + +### Marketing Support +- Co-branded collateral +- Joint webinars +- Event sponsorship +- Lead generation campaigns +- Social media toolkit +- Case study development + +--- + +## Partnership Governance + +### Partner Agreement Components +1. **Scope**: Products, territories, customer segments +2. **Term**: Duration and renewal terms +3. **Responsibilities**: Each party's obligations +4. **Pricing**: Discounts, margins, payment terms +5. **Support**: Who handles what level of support +6. **IP**: Intellectual property rights +7. **Termination**: Exit clauses and wind-down + +### Performance Management + +**Monthly Reviews** +- Pipeline review +- Deal status updates +- Marketing activity +- Issues and blockers + +**Quarterly Business Reviews (QBRs)** +- Performance vs. targets +- Market trends and opportunities +- Strategic planning +- Resource needs +- Relationship health + +**Annual Strategic Planning** +- Goal setting for next year +- Investment discussions +- Expansion opportunities +- Contract renewal + +--- + +## Partnership Metrics + +### Pipeline Metrics +- Partner-sourced opportunities +- Partner-influenced opportunities +- Average deal size +- Win rate with partner involvement +- Sales cycle length + +### Revenue Metrics +- Partner-sourced revenue +- Partner-influenced revenue +- Revenue per partner +- Growth rate +- Profit margins + +### Engagement Metrics +- Active partners (deals in last 90 days) +- Training completion rate +- Portal login frequency +- Marketing activity participation +- Co-selling opportunities + +### Satisfaction Metrics +- Partner satisfaction score (PSAT) +- Net Promoter Score (NPS) +- Partner retention rate +- Contract renewal rate + +--- + +## Partner Tiers & Benefits + +### Platinum (Top 5%) +- Highest discounts (30-40%) +- Dedicated partner manager +- Priority support +- Co-marketing budget ($50K+) +- Executive engagement +- Product roadmap input + +### Gold (Top 15%) +- High discounts (25-30%) +- Shared partner manager +- Enhanced support +- Co-marketing budget ($25K) +- Quarterly reviews +- Beta access + +### Silver (Top 30%) +- Standard discounts (20-25%) +- Standard support +- Marketing development funds ($10K) +- Portal access +- Training resources + +### Bronze (All others) +- Base discounts (15-20%) +- Community support +- Self-service portal +- Standard training + +--- + +## Channel Conflict Resolution + +### Prevention Strategies +- Clear territory definitions +- Deal registration system +- Account assignment rules +- Pricing guidelines +- Conflict escalation process + +### Resolution Framework +1. **Identify**: Document the conflict +2. **Investigate**: Gather facts from all parties +3. **Mediate**: Facilitate discussion +4. **Decide**: Apply partnership rules +5. **Communicate**: Inform all parties +6. **Prevent**: Update rules to avoid future conflicts + +--- + +## Technology Integration Partnerships + +### Integration Types +- **Native**: Built into core product +- **API**: Programmatic connection +- **Marketplace**: App store listing +- **Webhook**: Event-driven sync + +### Integration Development Process +1. Technical discovery call +2. Use case validation +3. API documentation review +4. Development sprint (2-4 weeks) +5. Testing and QA +6. Beta customer pilot +7. General availability launch +8. Joint marketing + +### Integration Success Metrics +- Installation rate +- Active usage +- Customer satisfaction +- Support ticket volume +- Revenue attribution + +--- + +## Best Practices + +### Partner Recruitment +- Target partners with existing customer relationships +- Look for complementary (not competing) solutions +- Prioritize quality over quantity +- Start with pilot program before scaling + +### Partner Communication +- Regular cadence (don't go dark) +- Be transparent about product roadmap +- Share customer success stories +- Celebrate wins together + +### Mutual Value Creation +- Think win-win-win (you, partner, customer) +- Invest in partner success +- Co-create solutions +- Share market insights + +### Long-term Relationship Building +- Face-to-face meetings when possible +- Executive sponsorship +- Joint strategic planning +- Continuous enablement diff --git a/skills/sales-strategy/SKILL.md b/skills/sales-strategy/SKILL.md new file mode 100644 index 0000000..0a9ae78 --- /dev/null +++ b/skills/sales-strategy/SKILL.md @@ -0,0 +1,385 @@ +# Sales Strategy + +**Sales process, pipeline management, and forecasting best practices** + +## Sales Framework + +### Sales Process Stages + +1. **Prospecting** - Identifying and researching potential customers +2. **Qualification** - Determining fit, budget, and priority +3. **Discovery** - Understanding needs, pain points, and goals +4. **Proposal** - Presenting tailored solution and value proposition +5. **Negotiation** - Addressing objections and finalizing terms +6. **Closing** - Securing commitment and signature +7. **Onboarding** - Ensuring successful implementation and adoption + +--- + +## Qualification Frameworks + +### BANT Framework + +**Budget** +- Can they afford the solution? +- What's their budget range? +- Who controls the budget? +- When is budget allocated? + +**Authority** +- Who makes the final decision? +- Who influences the decision? +- What's the approval process? +- Who are the stakeholders? + +**Need** +- What's the pain point? +- How urgent is it? +- What's the cost of inaction? +- What alternatives are they considering? + +**Timeline** +- When do they need it? +- What's driving the timeline? +- Are there any blockers? +- What are the consequences of delay? + +### MEDDIC Framework (Enterprise Sales) + +- **Metrics**: Quantifiable value and ROI +- **Economic Buyer**: Person with budget authority +- **Decision Criteria**: How they'll evaluate solutions +- **Decision Process**: Steps and stakeholders involved +- **Identify Pain**: Specific problems to solve +- **Champion**: Internal advocate who sells for you + +--- + +## Pipeline Management + +### Pipeline Stages +``` +Lead → MQL → SQL → Opportunity → Proposal → Negotiation → Closed Won/Lost +``` + +### Pipeline Health Metrics + +**Coverage Ratios** +- Pipeline value : Quota (Target: 3-4x) +- New pipeline created : Closed won (Velocity) +- Stage progression rates + +**Quality Metrics** +- Conversion rates by stage +- Average deal size +- Sales cycle length by segment +- Win rate overall and by competitor + +### Pipeline Hygiene + +**Weekly Reviews** +- Move stalled deals (30+ days inactive) +- Update close dates realistically +- Validate qualification criteria +- Document next steps + +**Monthly Audits** +- Remove zombie opportunities +- Re-qualify large deals +- Update forecasts +- Clean up data quality + +--- + +## Forecasting Methodology + +### Forecast Categories + +**Commit** (90-95% confidence) +- Verbal commitment received +- Contracts sent or in legal review +- Decision maker engaged +- Timeline confirmed within 30 days + +**Best Case** (70-85% confidence) +- Strong engagement and interest +- Budget confirmed +- Decision process understood +- Timeline within 60 days + +**Pipeline** (25-50% confidence) +- Qualified opportunity +- Active conversations +- Needs identified +- Timeline within 90 days + +### Forecast Formula +``` +Commit + (Best Case × 0.75) + (Pipeline × 0.35) = Forecast +``` + +--- + +## Sales Methodologies + +### SPIN Selling + +**Situation Questions** +- Understand current state +- Gather background information +- Build context + +**Problem Questions** +- Uncover difficulties and dissatisfactions +- Identify implied needs +- Create awareness of issues + +**Implication Questions** +- Explore consequences of problems +- Build urgency +- Quantify impact + +**Need-Payoff Questions** +- Focus on solution value +- Get buyer to articulate benefits +- Build commitment + +### Challenger Sale + +**Teach** for Differentiation +- Teach prospects something new +- Reframe their thinking +- Provide unique insights + +**Tailor** for Resonance +- Customize message for stakeholder +- Speak their language +- Address their specific concerns + +**Take Control** of Sale +- Drive the conversation +- Push back constructively +- Maintain momentum + +### Solution Selling + +**Focus on Business Issues** +- Not product features +- Customer's business outcomes +- Strategic objectives + +**Quantify Impact** +- ROI calculations +- Cost of status quo +- Time to value + +**Demonstrate Value** +- Proof of concepts +- Case studies +- Customer testimonials + +--- + +## Objection Handling + +### Common Objections & Responses + +**"It's too expensive"** +- Reframe around value, not price +- Break down cost per user/month +- Compare to cost of problem +- Offer payment terms + +**"We're happy with current solution"** +- Acknowledge their satisfaction +- Uncover hidden pain points +- Highlight opportunity cost +- Differentiate on unique value + +**"Not the right time"** +- Understand timing concerns +- Quantify cost of delay +- Offer pilot or phased approach +- Set future follow-up + +**"Need to think about it"** +- This is not an objection, it's a stall +- Probe for real concern +- "What specifically do you need to think about?" +- Address underlying issue + +**"Need approval from others"** +- Map decision-making process +- Offer to present to stakeholders +- Provide materials for internal selling +- Identify your champion + +### Response Framework + +1. **Listen** actively without interrupting +2. **Acknowledge** their concern is valid +3. **Clarify** to understand the real issue +4. **Respond** with value and evidence +5. **Confirm** the concern is addressed +6. **Move Forward** to next step + +--- + +## Sales Tools & Tech Stack + +### CRM Systems +- **Salesforce** - Enterprise standard +- **HubSpot** - All-in-one platform +- **Pipedrive** - Pipeline-focused +- **Close** - Inside sales optimized + +### Sales Engagement +- **Outreach** - Sequencing and automation +- **SalesLoft** - Cadence management +- **Apollo** - Prospecting and enrichment +- **LinkedIn Sales Navigator** - Social selling + +### Proposal & Contract +- **PandaDoc** - Proposals and e-signature +- **Proposify** - Proposal software +- **DocuSign** - E-signature +- **Qwilr** - Interactive proposals + +### Intelligence & Data +- **ZoomInfo** - Contact data +- **Gong** - Conversation intelligence +- **Clari** - Revenue operations +- **InsightSquared** - Sales analytics + +--- + +## Key Performance Indicators + +### Activity Metrics +- Calls made +- Emails sent +- Meetings booked +- Demos delivered +- Proposals sent + +### Pipeline Metrics +- Pipeline value +- Pipeline coverage +- New pipeline created +- Stage progression rates +- Pipeline velocity + +### Outcome Metrics +- Quota attainment +- Win rate +- Average deal size +- Sales cycle length +- Customer acquisition cost (CAC) + +### Business Metrics +- Revenue +- Lifetime value (LTV) +- LTV:CAC ratio +- Churn rate +- Expansion revenue + +--- + +## Best Practices + +### Discovery Call Excellence +- Prepare with research +- Ask open-ended questions +- Listen 70%, talk 30% +- Take detailed notes +- Summarize and confirm understanding +- Get commitment for next steps + +### Demo Best Practices +- Discovery before demo +- Customize for their use case +- Tell stories, not features +- Show, don't tell +- Address their specific pain +- Leave time for questions +- End with clear next steps + +### Proposal Writing +- Executive summary first +- Focus on their business outcomes +- Quantify ROI +- Include customer proof points +- Clear pricing and terms +- Strong call to action + +### Negotiation Tactics +- Know your walk-away point +- Trade, don't give +- Anchor high +- Build value before discussing price +- Get something in return for discounts +- Use time pressure strategically + +### Closing Techniques +- **Assumptive Close**: "When would you like to start?" +- **Alternative Close**: "Option A or Option B?" +- **Urgency Close**: Limited time offer +- **Takeaway Close**: "This might not be a fit if..." +- **Summary Close**: Review value and benefits +- **Direct Close**: "Are you ready to move forward?" + +--- + +## Sales Enablement + +### Onboarding Checklist +- [ ] Product knowledge training +- [ ] Sales methodology certification +- [ ] CRM system training +- [ ] Competitive intelligence +- [ ] Pitch certification +- [ ] Shadowing experienced reps +- [ ] Role-playing exercises + +### Ongoing Development +- Weekly skills training +- Monthly coaching sessions +- Quarterly business reviews +- Deal strategy sessions +- Win/loss analysis +- Best practice sharing + +### Sales Collateral +- One-pagers and datasheets +- Case studies by industry +- ROI calculators +- Competitive battle cards +- Demo environment +- Email templates +- Call scripts + +--- + +## Success Metrics & Compensation + +### Typical Quota Structure +- 70-80% of reps hit quota (healthy) +- Top performer: 150-200% of quota +- Average: 90-110% of quota + +### Compensation Models + +**Base + Commission** +- 50/50 split for new business +- 60/40 split for account management +- Accelerators at 100%+ quota + +**Base + Bonus** +- Fixed bonus for hitting quota +- Tiered bonuses for overperformance + +### Recognition Programs +- President's Club for top performers +- SPIFFs for strategic initiatives +- Quarterly awards +- Career progression paths