Introduction
# Sales Skill 💼
**Turn your AI agent into an elite sales operations partner.**
Track leads, manage pipelines, automate outreach, and never lose a deal to poor follow-up again.
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## What This Skill Does
✅ **Lead Tracking** — Capture, qualify, and track leads through your pipeline ✅ **CRM Integration** — Work with your existing CRM or use built-in tracking ✅ **Outreach Automation** — Generate personalized outreach sequences ✅ **Pipeline Management** — Track deals, forecast revenue, identify bottlenecks ✅ **Follow-up Automation** — Never miss a follow-up again ✅ **Sales Analytics** — Track conversion rates, velocity, and win/loss reasons
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## Quick Start
1. Set up your sales workspace: ```bash ./scripts/sales-init.sh ```
2. Configure your preferences in `TOOLS.md`: ```markdown ### Sales - CRM: [HubSpot/Salesforce/Notion/Built-in] - Default pipeline stages: [Stages] - Follow-up cadence: [Days between touchpoints] - Meeting booking link: [URL] ```
3. Start tracking leads!
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## Lead Management
### Lead Qualification Framework (BANT)
| Criteria | Question | Weight | |----------|----------|--------| | **Budget** | Can they afford it? | 25% | | **Authority** | Are they the decision-maker? | 25% | | **Need** | Do they have a real problem you solve? | 30% | | **Timeline** | When do they need a solution? | 20% |
**Lead Score Thresholds:** - 80-100: Hot 🔥 — Contact immediately - 60-79: Warm — Nurture actively - 40-59: Cool — Keep in nurture sequence - 0-39: Cold — Low priority
### Lead Capture Template
```markdown # Lead: [Company Name]
## Contact Info - **Name:** [Full Name] - **Title:** [Job Title] - **Email:** [Email] - **Phone:** [Phone] - **LinkedIn:** [URL] - **Company:** [Company] - **Website:** [URL]
## Qualification (BANT) - **Budget:** [Yes/No/Unknown] — [Notes] - **Authority:** [Decision-maker/Influencer/User] — [Notes] - **Need:** [Strong/Moderate/Weak] — [Notes] - **Timeline:** [Immediate/1-3mo/3-6mo/6mo+] — [Notes] - **Lead Score:** [X/100]
## Source - **How they found us:** [Source] - **First touchpoint:** [Date] - **Initial interest:** [What they asked about]
## Notes [Relevant context, pain points, opportunities]
## Next Action - [ ] [Action] — Due: [Date] ```
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## Pipeline Management
### Standard Pipeline Stages
| Stage | Definition | Typical Actions | |-------|------------|-----------------| | **Lead** | Initial contact, not yet qualified | Qualify, research, initial outreach | | **Qualified** | BANT criteria met | Discovery call, needs analysis | | **Discovery** | Understanding needs | Demo prep, stakeholder mapping | | **Demo/Proposal** | Presenting solution | Demo, proposal creation | | **Negotiation** | Terms discussion | Handle objections, negotiate | | **Closed Won** | Deal signed | Onboarding handoff | | **Closed Lost** | Deal lost | Loss analysis, nurture |
### Pipeline Tracking Template
```markdown # Sales Pipeline — [Month]
## Summary - Total pipeline value: $[X] - Weighted pipeline: $[X] - Deals in pipeline: [X] - Expected closes this month: [X]
## By Stage
### Lead ([X] deals, $[X]) | Company | Value | Owner | Last Activity | Next Step | |---------|-------|-------|---------------|-----------| | [Name] | $[X] | [You] | [Date] | [Action] |
### Qualified ([X] deals, $[X]) ...
### Demo/Proposal ([X] deals, $[X]) ...
### Negotiation ([X] deals, $[X]) ...
## Stale Deals (>14 days no activity) | Company | Stage | Last Activity | Recommended Action | |---------|-------|---------------|-------------------| ```
### Pipeline Velocity Metrics
| Metric | How to Calculate | Target | |--------|------------------|--------| | **Win Rate** | Won ÷ (Won + Lost) | >25% | | **Average Deal Size** | Total Won ÷ # Won | Track trend | | **Sales Cycle** | Avg days from Lead → Won | <30 days | | **Pipeline Coverage** | Pipeline ÷ Quota | 3x+ |
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## Outreach Automation
### Cold Outreach Sequence
**Day 1: Initial Email** ``` Subject: [Personalized hook based on research]
Hi [Name],
[Observation about their company/role — show you did research].
[One sentence about what you do and why it's relevant to them].
[Specific question or soft CTA].
Best, [Your name] ```
**Day 3: Follow-up 1** ``` Subject: Re: [Original subject]
Hi [Name],
Wanted to make sure this didn't get buried — [brief restate of value].
[New angle or additional value point].
Worth a quick chat?
[Your name] ```
**Day 7: Follow-up 2 (Value Add)** ``` Subject: [Related resource or insight]
Hi [Name],
Found this [article/resource/insight] and thought of you: [link]
[Brief explanation of why it's relevant].
If this resonates, happy to share how we helped [similar company] with [similar challenge].
[Your name] ```
**Day 14: Break-up Email** ``` Subject: Should I close your file?
Hi [Name],
I haven't heard back, so I'm assuming the timing isn't right.
No worries — I'll close out my notes for now.
If things change, feel free to reply anytime.
[Your name] ```
### Personalization Research Checklist
Before outreach, gather: - [ ] Recent company news (funding, launch, hire) - [ ] LinkedIn activity (posts, comments, likes) - [ ] Company blog/newsletter - [ ] Mutual connections - [ ] Tech stack (if relevant) - [ ] Competitors they might use
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## Follow-up System
### Never Miss a Follow-up
**The Rule:** Every deal has a next action with a due date. No exceptions.
**Follow-up Cadence by Stage:** | Stage | Check-in Frequency | |-------|--------------------| | Lead | Every 3-5 days | | Qualified | Every 2-3 days | | Demo/Proposal | Every 1-2 days | | Negotiation | Daily |
### Follow-up Reminder Template
```markdown # Daily Follow-up Queue
## Due Today | Lead | Stage | Last Contact | Reason | Next Action | |------|-------|--------------|--------|-------------| | [Co] | [Stage] | [Date] | [Context] | [Action] |
## Overdue | Lead | Stage | Days Overdue | Priority | |------|-------|--------------|----------| | [Co] | [Stage] | [X] days | 🔥/⚠️ | ```
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## Meeting Management
### Pre-Meeting Research Template
```markdown # Meeting Prep: [Company] **Date:** [Date/Time] **Attendees:** [Names, titles]
## Company Research - Founded: [Year] - Size: [Employees] - Funding: [Stage/Amount] - Recent news: [Key items]
## Attendee Research - [Name 1]: [Background, relevant info] - [Name 2]: [Background, relevant info]
## Their Likely Pain Points 1. [Pain point based on research] 2. [Pain point based on research]
## Questions to Ask 1. [Discovery question] 2. [Discovery question] 3. [Qualification question]
## Our Value Proposition for Them [Customized pitch based on research]
## Objections to Expect 1. [Likely objection] → [Response] 2. [Likely objection] → [Response]
## Meeting Goals 1. [Specific goal] 2. [Specific goal] ```
### Post-Meeting Notes Template
```markdown # Meeting Notes: [Company] — [Date]
## Attendees - [Name, Title]
## Key Takeaways 1. [Insight] 2. [Insight]
## Pain Points Confirmed - [Pain point]
## Decision Process - Decision maker: [Name] - Influencers: [Names] - Timeline: [When] - Budget: [Range if discussed]
## Objections Raised - [Objection]: [How we handled it]
## Next Steps - [ ] [Action] — Owner: [Name] — Due: [Date] - [ ] [Action] — Owner: [Name] — Due: [Date]
## Follow-up Email [Draft the follow-up email here] ```
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## Objection Handling
### Common Objections & Responses
| Objection | Response Framework | |-----------|-------------------| | **"Too expensive"** | Explore value vs cost: "What's the cost of NOT solving this?" | | **"We use [competitor]"** | "What made you choose them? What's working/not working?" | | **"Not the right time"** | "What would make it the right time? Can we reconnect then?" | | **"Need to think about it"** | "Of course. What specifically do you want to think through?" | | **"Send me info"** | "Happy to. What specifically would be most helpful to see?" | | **"We're too small"** | "That's actually perfect for [reason]. [Similar customer example]" |
### Objection Documentation
Track objections to improve pitch: ```markdown # Objection Log
| Date | Company | Objection | Our Response | Result | |------|---------|-----------|--------------|--------| | [Date] | [Co] | [Objection] | [Response] | Won/Lost | ```
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## Sales Analytics
### Weekly Sales Report Template
```markdown # Sales Report — Week of [Date]
## Summary - New leads: [X] - Deals advanced: [X] - Deals closed won: [X] ($[X]) - Deals closed lost: [X]
## Pipeline Health - Total pipeline: $[X] - Change from last week: +/-[X]% - Weighted pipeline: $[X] - Forecast this month: $[X]
## Activity Metrics - Outreach sent: [X] - Meetings held: [X] - Proposals sent: [X] - Follow-ups completed: [X]
## Wins | Company | Value | Time to Close | Key Factor | |---------|-------|---------------|------------| | [Name] | $[X] | [X] days | [What won it] |
## Losses | Company | Value | Stage Lost | Reason | |---------|-------|------------|--------| | [Name] | $[X] | [Stage] | [Why] |
## Focus for Next Week 1. [Priority] 2. [Priority] ```
### Win/Loss Analysis
```markdown # Win/Loss Analysis — [Quarter]
## Win Patterns - Common traits of won deals: [Patterns] - Average deal size: $[X] - Average sales cycle: [X] days - Top win reasons: 1. [Reason] 2. [Reason]
## Loss Patterns - Where deals die: [Stage] - Common objections: [List] - Top loss reasons: 1. [Reason] 2. [Reason]
## Insights & Actions - [Insight] → [Action to take] ```
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## Scripts
### sales-init.sh Initialize your sales workspace with templates and tracking.
### lead-tracker.sh CLI tool for quick lead management.
```bash # Add new lead ./scripts/lead-tracker.sh add "Company Name" "Contact Name" "[email protected]"
# List all leads ./scripts/lead-tracker.sh list
# Update lead stage ./scripts/lead-tracker.sh update "Company Name" --stage "demo"
# Get daily follow-ups ./scripts/lead-tracker.sh followups ```
### pipeline-report.sh Generate pipeline reports.
```bash # Weekly pipeline summary ./scripts/pipeline-report.sh weekly
# Monthly forecast ./scripts/pipeline-report.sh forecast ```
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## CRM Integration
### Built-in Tracking
If you don't use an external CRM, use markdown files:
``` sales/ ├── leads/ │ ├── company-name.md │ └── ... ├── pipeline.md ├── analytics/ │ ├── weekly-YYYY-MM-DD.md │ └── ... └── templates/ ```
### External CRM Integration
**HubSpot:** Use HubSpot API for syncing **Salesforce:** Use Salesforce API for syncing **Notion:** Export/import via CSV or API
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## Best Practices
1. **Follow up relentlessly** — 80% of sales need 5+ touchpoints 2. **Personalize everything** — Generic outreach = ignore 3. **Always have next step** — Every conversation ends with clear action 4. **Track why you lose** — More valuable than why you win 5. **Speed to lead** — Respond within 5 minutes when possible 6. **Listen more than talk** — Discovery > Pitching 7. **Document everything** — Your future self will thank you 8. **Review pipeline weekly** — Stale deals kill forecasts
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## Common Mistakes
❌ **Pitching before understanding** — Do discovery first ❌ **Forgetting to follow up** — Use reminders religiously ❌ **Vanity metrics** — Calls made matters less than meetings held ❌ **Ignoring closed-lost** — They can become wins later ❌ **No CRM hygiene** — Bad data = bad decisions
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## License
**License:** MIT — use freely, modify, distribute.
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*"Sales is not about selling anymore, but about building trust and educating." — Siva Devaki*