Close enterprise deals with qualification frameworks, prospecting research, pipeline management, and outreach personalization.
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.
| Topic | File |
|---|---|
| Frameworks | frameworks.md |
| Outreach | outreach.md |
| Pipeline | pipeline.md |
| 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? |
| 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 |