介绍
# Sales Skill 💼
**将您的 AI 代理转变为精英销售运营合作伙伴。**
跟踪线索，管理管道，自动化外联，再也不会因为跟进不力而丢单。
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## 此技能的功能
✅ **线索跟踪** — 捕获、筛选并跟踪管道中的线索 ✅ **CRM 集成** — 与您现有的 CRM 配合使用，或使用内置跟踪功能 ✅ **外联自动化** — 生成个性化的外联序列 ✅ **管道管理** — 跟踪交易，预测收入，识别瓶颈 ✅ **跟进自动化** — 永远不再错过跟进 ✅ **销售分析** — 跟踪转化率、速度以及输赢原因
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## 快速开始
1. 设置您的销售工作区： ```bash ./scripts/sales-init.sh ```
2. 在 `TOOLS.md` 中配置您的首选项： ```markdown ### Sales - CRM: [HubSpot/Salesforce/Notion/Built-in] - Default pipeline stages: [Stages] - Follow-up cadence: [Days between touchpoints] - Meeting booking link: [URL] ```
3. 开始跟踪线索！
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## 线索管理
### 线索筛选框架 (BANT)
| 标准 | 问题 | 权重 | |----------|----------|--------| | **预算** | 他们付得起吗？ | 25% | | **权限** | 他们是决策者吗？ | 25% | | **需求** | 他们有您能解决的实际问题吗？ | 30% | | **时间表** | 他们何时需要解决方案？ | 20% |
**线索评分阈值：** - 80-100：热 🔥 — 立即联系 - 60-79：温 — 积极培育 - 40-59：凉 — 保持培育序列 - 0-39：冷 — 低优先级
### 线索捕获模板
```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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## 管道管理
### 标准管道阶段
| 阶段 | 定义 | 典型操作 | |-------|------------|-----------------| | **线索** | 初次联系，尚未筛选 | 筛选，调研，初次外联 | | **合格** | 满足 BANT 标准 | 发现通话，需求分析 | | **发现** | 了解需求 | 演示准备，利益相关者映射 | | **演示/方案** | 展示解决方案 | 演示，方案创建 | | **谈判** | 条款讨论 | 处理异议，谈判 | | **赢单** | 签约 | 入门交接 | | **输单** | 丢单 | 输单分析，培育 |
### 管道跟踪模板
```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 | |---------|-------|---------------|-------------------| ```
### 管道速度指标
| 指标 | 计算方法 | 目标 | |--------|------------------|--------| | **赢单率** | 赢单 ÷ (赢单 + 输单) | >25% | | **平均交易规模** | 总赢单额 ÷ 赢单数 | 跟踪趋势 | | **销售周期** | 从线索到赢单的平均天数 | <30 天 | | **管道覆盖率** | 管道额 ÷ 配额 | 3x+ |
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## 外联自动化
### 冷外联序列
**第 1 天：初次邮件** ``` 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] ```
**第 3 天：跟进 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] ```
**第 7 天：跟进 2（增值）** ``` 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] ```
**第 14 天：分手邮件** ``` 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] ```
### 个性化研究清单
外联之前，收集： - [ ] 近期公司新闻（融资、发布、招聘） - [ ] LinkedIn 活动（帖子、评论、点赞） - [ ] 公司博客/通讯 - [ ] 共同联系人 - [ ] 技术栈（如果相关） - [ ] 他们可能使用的竞争对手
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## 跟进系统
### 永远不要错过跟进
**规则：** 每笔交易都有一个带有截止日期的下一步行动。没有例外。
**按阶段划分的跟进频率：** | 阶段 | 检查频率 | |-------|--------------------| | 线索 | 每 3-5 天 | | 合格 | 每 2-3 天 | | 演示/方案 | 每 1-2 天 | | 谈判 | 每天 |
### 跟进提醒模板
```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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## 会议管理
### 会前研究模板
```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] ```
### 会后笔记模板
```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] ```
---
## 异议处理
### 常见异议及应对
| 异议 | 应对框架 | |-----------|-------------------| | **“太贵了”** | 探索价值与成本：“不解决这个问题的代价是什么？” | | **“我们使用 [竞争对手]”** | “您当初为什么选择他们？哪些有效/无效？” | | **“时机不对”** | “什么时候才是合适的时机？我们到时候再联系可以吗？” | | **“我需要考虑一下”** | “当然可以。具体您想考虑哪些方面？” | | **“发点信息给我”** | “好的。具体看哪些内容对您最有帮助？” | | **“我们规模太小”** | “这实际上非常适合 [理由]。【类似客户案例】” |
### 异议记录
跟踪异议以改进推介： ```markdown # Objection Log
| Date | Company | Objection | Our Response | Result | |------|---------|-----------|--------------|--------| | [Date] | [Co] | [Objection] | [Response] | Won/Lost | ```
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## 销售分析
### 周销售报告模板
```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] ```
### 赢/输分析
```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] ```
---
## 脚本
### sales-init.sh
使用模板和跟踪功能初始化您的销售工作区。
### lead-tracker.sh
用于快速线索管理的 CLI 工具。
```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
生成管道报告。
```bash # Weekly pipeline summary ./scripts/pipeline-report.sh weekly
# Monthly forecast ./scripts/pipeline-report.sh forecast ```
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## CRM 集成
### 内置跟踪
如果您不使用外部 CRM，请使用 markdown 文件：
``` sales/ ├── leads/ │ ├── company-name.md │ └── ... ├── pipeline.md ├── analytics/ │ ├── weekly-YYYY-MM-DD.md │ └── ... └── templates/ ```
### 外部 CRM 集成
**HubSpot：** 使用 HubSpot API 进行同步 **Salesforce：** 使用 Salesforce API 进行同步 **Notion：** 通过 CSV 或 API 导出/导入
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## 最佳实践
1. **坚持跟进** — 80% 的销售需要 5 次以上的接触 2. **一切皆需个性化** — 通用外联 = 忽略 3. **始终有下一步** — 每次对话都以明确的行动结束 4. **记录输单原因** — 比记录赢单原因更有价值 5. **快速响应线索** — 尽可能在 5 分钟内回复 6. **多听少说** — 发现 > 推介 7. **记录一切** — 未来的您会感谢您 8. **每周审查管道** — 僵死的交易会毁了预测
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## 常见错误
❌ **在了解之前就推介** — 先做发现 ❌ **忘记跟进** — 虔诚地使用提醒 ❌ **虚荣指标** — 拨打的电话不如举行的会议重要 ❌ **忽视输单** — 它们以后可能会变成赢单 ❌ **CRM 卫生差** — 数据差 = 决策差
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## 许可证
**许可证：** MIT — 自由使用、修改、分发。
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*“销售不再是推销，而是建立信任和教育。” — Siva Devaki*