Lead Generation & Demand

Workspace Context

Read bootstrap context before asking questions: strategy/brand.md for brand, audience, offer, channels, tools, constraints, and metrics; about/me.md for personal voice; content/ideas.md and content/calendar.md for content planning. Use legacy product-marketing context files only as fallback. Save generated drafts to content/<platform>/drafts/YYYY-MM-DD_short-topic-slug.md, and route durable learnings back to strategy/brand.md, about/me.md, or content/ideas.md.

Operating Contract

This skill is self-contained for its frontmatter scope: use its local instructions, references, scripts, and assets as the playbook; ask only for missing task-specific inputs; hand off to adjacent skills instead of expanding scope; and return an actionable artifact, decision, plan, draft, or diagnostic.

Comprehensive demand generation playbook for B2B SaaS companies focused on pipeline creation, CAC optimization, and multi-channel lead acquisition.

Quick Start

1. Define ICP — Identify ideal customer profile (firmographics, psychographics, technographics)
2. Map Funnel — TOFU → MOFU → BOFU stages with clear goals
3. Select Channels — Prioritize by CAC, lead quality, and timeline
4. Create Assets — Lead magnets, landing pages, nurturing sequences
5. Launch & Optimize — Track, measure, iterate continuously

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ICP Framework

Firmographics

Psychographics

• Values: What matters to them?
• Pain Points: What keeps them up at night?
• Goals: What are they trying to achieve?

Technographics

• Current tools and stack
• Technology gaps
• Integration needs

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Full-Funnel Strategy

Funnel Stages

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Channel Strategy Matrix

Channel Performance (B2B SaaS)

Budget Allocation ($30-50k/month)

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Lead Magnets

High-Converting Formats

Lead Magnet Hooks

1. Quick Win — "The 5-Minute Audit"
2. Forbidden Knowledge — "Secrets agencies don't want you to know"
3. Shortcut — "30-Day Framework Instead of 90 Days"
4. Social Proof — "How 500+ Founders Achieved X"
5. Diagnosis — "Discover Your Blind Spots"

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Landing Page Framework

High-Converting Structure

┌─────────────────────────────────────┐
│ HEADLINE (Clear value proposition) │
├─────────────────────────────────────┤
│ SUBHEADLINE (Supporting benefit)     │
├─────────────────────────────────────┤
│ HERO IMAGE/VIDEO │ FORM              │
│ Visual proof        │ Name, Email    │
│                     │ Company        │
│                     │ [CTA Button]   │
├─────────────────────────────────────┤
│ SOCIAL PROOF (Logos, testimonials)   │
├─────────────────────────────────────┤
│ BENEFITS (3-5 key benefits)           │
├─────────────────────────────────────┤
│ SECONDARY CTA                        │
└─────────────────────────────────────┘

Conversion Checklist

• Single, clear CTA
• Minimal form fields (3-5 max)
• Above-the-fold value proposition
• Social proof visible
• Mobile optimized
• Fast load time (<3s)
• No navigation distractions

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Lead Scoring Model

Scoring Criteria

Lead Classification

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Email Nurture Sequences

Welcome Sequence (New Leads)

Metrics Targets

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CAC Optimization

CAC Calculation

CAC = Total Marketing & Sales Costs / Number of New Customers

Benchmarks (B2B SaaS)

Reduction Strategies

1. Improve conversion rates — Better landing pages, forms
2. Increase organic traffic — SEO, content marketing
3. Referral programs — Leverage satisfied customers
4. Lead scoring — Focus sales on high-intent leads
5. Marketing automation — Scale without headcount

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Attribution Modeling

Multi-Touch Attribution

UTM Structure

utm_source={channel}
utm_medium={cpc|email|organic}
utm_campaign={id}
utm_content={variant}
utm_term={keywords}

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Lead Research Framework

Research Process

1. Analyze Product/Service — Understand value proposition
2. Define ICP — Industry, size, location, pain points
3. Find Companies for matching — Search companies
4. Prioritize — Score by fit (1-10)
5. Research Contacts — Identify decision makers

Output Format

For each lead provide:

• Company name and website
• Why they're a good fit (2-3 specific reasons)
• Priority score (1-10 with explanation)
• Target decision maker role
• Personalized outreach strategy

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Paid Media Playbook

LinkedIn Ads

Campaign structure: Awareness → Consideration → Conversion Targeting: Company size 50-5,000, Director+ titles, SaaS/Tech Creative: Thought leadership, social proof, problem-solution

Google Ads

Priority: Brand → Competitor → Solution → Problem → Display Bid strategy: Manual CPC → Target CPA at 50+ conversions Ad copy: 15 headlines covering value props, features, CTAs

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Account-Based Sales (ABS)

When to Use ABS

ABS Framework

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Best Practices

Do

1. Start with ICP definition
2. Focus on fewer, higher-quality channels
3. Create valuable lead magnets
4. Nurture before selling
5. Track attribution carefully
6. Continuously optimize conversion

Don't

1. Buy email lists
2. Spam cold prospects
3. Gate all content
4. Ignore lead quality for quantity
5. Skip the nurture stage
6. Neglect existing leads

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Error Handling

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Metrics Dashboard

Weekly

• New leads by source
• Conversion rates by channel
• Email performance
• Lead score distribution

Monthly

• MQL → SQL conversion
• CAC by channel
• Attribution analysis
• Funnel velocity

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Related Skills

• conversion-rate-optimization (../conversion-rate-optimization/SKILL.md) - CRO frameworks
• growth-strategy (../growth-strategy/SKILL.md) - Growth loops and channels
• outbound-email-strategy (../outbound-email-strategy/SKILL.md) - Cold outreach
• sales-and-revenue-operations (../sales-and-revenue-operations/SKILL.md) - Sales processes

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Supporting file: skills/conversion-rate-optimization/SKILL.md

Conversion Rate Optimization

Workspace Context

Read bootstrap context before asking questions: strategy/brand.md for brand, audience, offer, channels, tools, constraints, and metrics; about/me.md for personal voice; content/ideas.md and content/calendar.md for content planning. Use legacy product-marketing context files only as fallback. Save generated drafts to content/<platform>/drafts/YYYY-MM-DD_short-topic-slug.md, and route durable learnings back to strategy/brand.md, about/me.md, or content/ideas.md.

Operating Contract

This skill is self-contained for its frontmatter scope: use its local instructions, references, scripts, and assets as the playbook; ask only for missing task-specific inputs; hand off to adjacent skills instead of expanding scope; and return an actionable artifact, decision, plan, draft, or diagnostic.

You are a conversion rate optimization specialist for marketing pages and lead-capture forms. Your one job is to diagnose why a page or form is not converting and produce prioritized recommendations or test hypotheses. Keep product onboarding, paywalls, lifecycle retention, and pricing strategy in their dedicated skills.

Scope

Use this skill for:

• Homepage, landing page, pricing page, feature page, blog CTA, webinar registration page, or campaign page conversion reviews
• Lead capture, contact, demo request, newsletter signup, or checkout-intent form optimization
• CTA hierarchy, value proposition clarity, friction, social proof, objection handling, and trust signals
• CRO experiment ideas that can be handed to ab-test-setup

Route elsewhere:

Initial Assessment

Ask only for missing inputs after reading bootstrap context:

1. Page or form URL, screenshot, copy, or description
2. Primary conversion goal
3. Traffic source and visitor intent
4. Current conversion rate and target, if known
5. Known research: analytics, heatmaps, recordings, surveys, sales objections, or support tickets

CRO Analysis Framework

Analyze in this order:

1. Value proposition clarity: can a visitor understand what this is, who it is for, and why it matters within five seconds?
2. Message match: does the page match the traffic source, search intent, ad promise, or referral context?
3. CTA hierarchy: is there one clear primary action with value-oriented copy and repeated placement at decision points?
4. Proof and trust: are claims supported by testimonials, logos, security signals, case studies, numbers, or concrete examples?
5. Objection handling: are price, risk, implementation, fit, time-to-value, and credibility concerns answered before the CTA?
6. Friction: are forms too long, fields unclear, steps surprising, mobile UX broken, or next steps ambiguous?
7. Scannability: can a skim reader understand the argument from headings, captions, bullets, visuals, and CTAs?

Form Optimization

• Every field has a cost; remove, defer, or make optional anything that is not immediately needed.
• Put value and reassurance directly above the form.
• Use inline validation, clear errors, mobile-appropriate keyboards, and explicit privacy expectations.
• For multi-step forms, start with easy questions, show progress, allow back navigation, and explain why sensitive fields are needed.

Output Format

Return:

Diagnosis

• Page type:
• Primary conversion goal:
• Biggest conversion constraint:

Quick Wins

Low-effort fixes likely to improve clarity or reduce friction immediately.

High-Impact Changes

Bigger changes that need design, copy, or engineering work.

Test Ideas

Hypotheses formatted for ab-test-setup: "If we change [thing], then [metric] should improve because [reason]."

Copy Alternatives

Provide 2-3 headline, CTA, or form-label alternatives when copy is a conversion blocker.

Context Updates

List any reusable audience, objection, proof, or positioning discoveries that should be written to strategy/brand.md or content/ideas.md.

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Supporting file: skills/growth-strategy/SKILL.md

Growth Strategy

Workspace Context

Read bootstrap context before asking questions: strategy/brand.md for brand, audience, offer, channels, tools, constraints, and metrics; about/me.md for personal voice; content/ideas.md and content/calendar.md for content planning. Use legacy product-marketing context files only as fallback. Save generated drafts to content/<platform>/drafts/YYYY-MM-DD_short-topic-slug.md, and route durable learnings back to strategy/brand.md, about/me.md, or content/ideas.md.

Operating Contract

This skill is self-contained for its frontmatter scope: use its local instructions, references, scripts, and assets as the playbook; ask only for missing task-specific inputs; hand off to adjacent skills instead of expanding scope; and return an actionable artifact, decision, plan, draft, or diagnostic.

Growth strategy for compounding growth systems. Use this skill for growth loops, distribution bets, network effects, PLG strategy, and scaling decisions. Route tactical SEO, page/form CRO, and experiment design to the specialist skills.

Quick Reference

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Part 1: Core Principles

Foundational Truths

• Growth follows product-market fit, never precedes it
• Retention is the foundation; acquisition without retention is a leaky bucket
• The best growth is product-driven, not marketing-driven
• Compound effects beat linear efforts
• Every growth channel eventually saturates
• Network effects are the ultimate moat
• Premature growth destroys companies

Growth Is Not Marketing

Growth is the systematic application of product, engineering, and data to create compounding user acquisition, activation, and retention. It's a mindset, not a department.

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Part 2: Growth Loops Framework

Why Loops, Not Funnels

Funnels: Linear. Pour effort in, get results out, start over. Loops: Each cycle generates fuel for the next cycle.

The key shift: Move from "How do we get more users?" to "How does each user we acquire generate more users?"

Loop Types

Critical Patterns

Platform Cycles

New platforms open, then close. Time your bets correctly:

• Early: High reach, low competition
• Mid: Reach peaks, competition grows
• Late: High competition, diminishing returns

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Part 3: SEO × SMO × CRO Framework

SEO Checklist

Page-Level

• <title> — unique, 50-60 chars, primary keyword
• <meta name="description"> — 150-160 chars
• <link rel="canonical"> — self-referencing
• Single <h1> with primary keyword
• Primary keyword in first 100 words
• Descriptive alt text on all images
• Internal links to related pages

Site-Level

• robots.txt not blocking important resources
• sitemap.xml up to date
• HTTPS everywhere; mobile-friendly
• Core Web Vitals passing (LCP < 2.5s, CLS < 0.1, INP < 200ms)

OGP / Twitter Cards

<meta property="og:type" content="website">
<meta property="og:title" content="Page Title">
<meta property="og:description" content="Description">
<meta property="og:image" content="https://example.com/og-image.png">
<meta property="twitter:card" content="summary_large_image">

CRO Core

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Part 4: Growth Models

The LTV Equation

LTV = (Average Revenue Per Customer × Average Customer Lifespan) - CAC

Unit Economics

• LTV:CAC ratio: 3:1 minimum for sustainable growth
• Payback period: < 12 months preferred
• CAC: Cost to acquire a customer
• ARPU: Average revenue per user

AARRR Framework

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Part 5: Network Effects

Types of Network Effects

Building Network Effects

1. Cross-side presence: Ensure both sides of marketplace exist
2. Liquidity thresholds: Hit critical mass in each segment
3. Switching costs: Users invest in platform
4. Platform stickiness: Integration with workflows

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Part 6: Product-Led Growth (PLG)

PLG Core Principles

• Product as the main driver of acquisition
• Free trials and freemium models
• In-product virality
• Self-serve onboarding
• Usage-based expansion

PLG Metrics

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Part 7: Growth Experimentation

ICE Framework

Test Execution

• Document hypothesis clearly
• Define primary and guardrail metrics
• Calculate required sample size
• Wait for statistical significance (95%)
• Run full business cycle (1-2 weeks minimum)

What NOT to Test

• Button colors before understanding objections
• Copying competitors blindly
• Optimizing without funnel context

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Part 8: Growth Team & Timing

When to Hire Growth

Growth Team Structure

• Individual Contributor: Run experiments
• Growth Manager: Prioritize and coordinate
• Growth Lead: Strategy and team management

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Part 9: Key Frameworks Summary

Andrew Chen's Wisdom

• Marketplace dynamics
• Network effects as moat
• Platform distribution
• Cold start problem

Brian Balfour's Frameworks

• Growth loops methodology
• Platform cycles
• Paid ≠ loop insight

Casey Winters' Playbooks

• Kindle before fire (non-scalable → scalable)
• Product-led sales
• PQA > PQL

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Common Mistakes

1. Premature scaling — Growth before PMF burns cash
2. Acquisition without retention — Leaky bucket
3. Chasing channels — Without understanding loops
4. Vanity metrics — Focus on leading indicators
5. One-hit wonders — Not building compounding systems

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Related Skills

• product-market-fit-analysis: For PMF assessment
• conversion-rate-optimization: For CRO implementation
• customer-success-and-retention: For retention strategy
• ab-test-setup: For growth experiments

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Supporting file: skills/outbound-email-strategy/SKILL.md

Outbound Email Strategy

Workspace Context

Read bootstrap context before asking questions: strategy/brand.md for brand, audience, offer, channels, tools, constraints, and metrics; about/me.md for personal voice; content/ideas.md and content/calendar.md for content planning. Use legacy product-marketing context files only as fallback. Save generated drafts to content/<platform>/drafts/YYYY-MM-DD_short-topic-slug.md, and route durable learnings back to strategy/brand.md, about/me.md, or content/ideas.md.

Operating Contract

This skill is self-contained for its frontmatter scope: use its local instructions, references, scripts, and assets as the playbook; ask only for missing task-specific inputs; hand off to adjacent skills instead of expanding scope; and return an actionable artifact, decision, plan, draft, or diagnostic.

Expert outbound email execution for B2B sales and business development. Build high-response cold outreach campaigns that feel personalized and drive conversations.

Quick Start

1. Define ICP — Who are you targeting and why?
2. Research Prospects — Find personalization signals
3. Craft the Hook — Lead with value, not a pitch
4. Build Sequence — 5-7 touches across channels
5. Handle Responses — Script for every outcome

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ICP Framework

Define Your Target

Questions to Answer

1. What's their job title/role?
2. What company size/type?
3. What industry or vertical?
4. What pain are they experiencing RIGHT NOW?
5. Why should THEY specifically care?

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Writing Principles

Write Like a Peer, Not a Vendor

The email should read like it came from someone who understands their world — not someone trying to sell them something. Use contractions. Read it aloud. If it sounds like marketing copy, rewrite it.

Every Sentence Must Earn Its Place

Cold email is ruthlessly short. If a sentence doesn't move the reader toward replying, cut it.

Personalization Must Connect to the Problem

If you remove the personalized opening and the email still makes sense, the personalization isn't working.

Lead with Their World, Not Yours

"You/your" should dominate over "I/we." Don't open with who you are.

One Ask, Low Friction

Interest-based CTAs ("Worth exploring?" / "Would this be useful?") beat meeting requests.

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Subject Lines

Short, boring, internal-looking. The subject line's only job is to get the email opened.

Rules:

• 2-4 words, lowercase, no punctuation
• Should look like it came from a colleague
• No product pitches, no urgency, no emojis

Examples:

• "reply rates"
• "hiring ops"
• "Q2 forecast"

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Email Sequence Framework

Sequence Types

Sequence Flow

Optimal Send Times

Tue–Thu, 10–11 AM or 2–3 PM in recipient's timezone.

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Personalization Framework

4-Level System

Research Sources

• LinkedIn posts and activity
• Company news/press releases
• Job postings (indicate priorities)
• Podcast appearances
• Conference presentations
• Mutual connections

Personalization Patterns

Content-Based:

"Your post on X resonated — especially the point about Y."

Hiring Signal:

"Noticed you're hiring X — usually means Y pain."

Company News:

"Saw the news about X. Insight: Y."

Mutual Connection:

"X mentioned you're working on Y. Made me think of Z."

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Message Components

The Hook (First Line)

Make it impossible to ignore. Prove you know them.

Good:

• "Saw your post about X — made me think of Y"
• "Noticed you're hiring X — usually means Y"
• "Your talk on X was Y"

Bad:

• "Hope this email finds you well"
• "I'm reaching out because..."
• "I came across your profile..."

The Observation

Show you understand their world.

"Companies at your stage usually struggle with X" "Saw you're scaling — that usually creates Y"

The Value Offer

Give before you ask.

• "Made you a quick audit"
• "Put together resource that might help"
• "Happy to share how we solved this for X"

The CTA

Make it natural and low-friction.

Good:

• "Worth a look?"
• "Interested?"
• "Want me to send it over?"

Bad:

• "Let's book a 30-minute call"
• "When are you free to chat?"

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Follow-Up Sequences

Each follow-up should add something new — a different angle, fresh proof, a useful resource.

Follow-Up Templates

Email 2 (Value Bump):

"Quick follow-up — additional insight. [Restate offer]."

Email 3 (Different Angle):

"New observation about their business. Thought this might be relevant."

Email 4 (Social Proof):

"Just helped similar company with result. Thought of you."

Email 5 (Break-Up):

"Closing the loop. If problem isn't a priority, no worries. Door's open."

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Response Handling

Classification & SLA

Response Scripts

Positive Response:

"Thanks! Here's what I promised. Quick question: [qualifying question]? If [condition], [next step]."

"Not Now" Response:

"No problem. Would it make sense to reconnect in [timeframe]?"

"What's This?" Response:

"In short: [1-sentence value]. [Reoffer value]. Worth a look?"

Skeptical Response:

"Fair to ask. [Proof point]. Happy to share case study if useful."

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Cold Call Scripts

Talk Track

1. Opener: Permission + value in one line
2. Discovery: 3 questions (current flow, pain metric, priority)
3. Value Hits: Match pain, cite proof, propose next step
4. Objections: Acknowledge → brief proof → micro-commit
5. Close: Time-bound CTA + send calendar while on call

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Performance Benchmarks

High Reply Rate Signals

• Personalized opening
• Clear value prop in first 2 sentences
• Similar-company social proof
• Low-friction CTA
• Clean plain-text formatting

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A/B Testing Strategy

Test Elements

Method

Send 50/50 split to 100 prospects. Wait 48h, measure opens + replies. Winner goes to remaining list.

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Volume Guidelines

Rule: Never sacrifice personalization for volume.

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Compliance & Deliverability

Authentication (Required)

• SPF: Sender Policy Framework
• DKIM: DomainKeys Identified Mail
• DMARC: Domain-based Message Authentication

Spam Rate Thresholds

• Hard ceiling: 0.3% complaint rate
• Target: <0.1% for reliable inbox

Best Practices

• Keep sending identity stable
• Warm up new domains gradually
• One-click unsubscribe (List-Unsubscribe-Post)
• Follow CAN-SPAM requirements

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Common Mistakes

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The Outbound Math

Example:

• 100 emails/day × 5 days = 500 emails/week
• 5% response rate = 25 responses
• 50% positive = 12-13 interested
• 50% book calls = 6-7 calls/week
• 20% close = 1-2 customers/week

That's 4-8 customers/month from outbound.

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Related Skills

• lead-generation-and-demand (../lead-generation-and-demand/SKILL.md) - Demand generation
• sales-and-revenue-operations (../sales-and-revenue-operations/SKILL.md) - Sales processes
• conversion-rate-optimization (../conversion-rate-optimization/SKILL.md) - CRO frameworks

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Supporting file: skills/sales-and-revenue-operations/SKILL.md

Sales & Revenue Operations

Workspace Context

Read bootstrap context before asking questions: strategy/brand.md for brand, audience, offer, channels, tools, constraints, and metrics; about/me.md for personal voice; content/ideas.md and content/calendar.md for content planning. Use legacy product-marketing context files only as fallback. Save generated drafts to content/<platform>/drafts/YYYY-MM-DD_short-topic-slug.md, and route durable learnings back to strategy/brand.md, about/me.md, or content/ideas.md.

Operating Contract

This skill is self-contained for its frontmatter scope: use its local instructions, references, scripts, and assets as the playbook; ask only for missing task-specific inputs; hand off to adjacent skills instead of expanding scope; and return an actionable artifact, decision, plan, draft, or diagnostic.

Full-stack sales playbook: founder-led sales, team building, enterprise deals, RevOps, ICP definition, buyer personas, and compensation design.

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Quick Start

1. Assess stage — Founder-led, first reps, or scaling?
2. Define motion — Inbound, outbound, PLG, or hybrid?
3. Build ICP — Who are you selling to?
4. Design process — Discovery → Demo → Close
5. Instrument RevOps — Lead lifecycle, scoring, routing

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ICP & Buyer Persona

ICP Stack (build bottom-up)

┌─────────────────────────────┐
│       BUYING CENTER          │ ← All decision stakeholders
├─────────────────────────────┤
│       USER PERSONA           │ ← Daily user
├─────────────────────────────┤
│       BUYER PERSONA          │ ← Signs the check
├─────────────────────────────┤
│       COMPANY PROFILE        │ ← Firmographics
└─────────────────────────────┘

Company Profile: industry/vertical, size (employees/revenue), stage, geography, tech stack

Buyer Persona: title/role, seniority, goals & KPIs, decision authority, what they care about

User Persona: daily workflow, pain points, tech savviness

Buying Center Roles: Champion, Economic Buyer, Technical Evaluator, End User, Blocker

ICP Scoring

The 50-Company Test

List 50 specific companies that fit. Find the buyer's name at 20 of them. Reach out to 10. If you can't do this, your ICP isn't specific enough.

For full persona canvases, buying center maps, interview questions, and fit scoring: see references/full-guide.md

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Founder-Led Sales

Core principles:

• The founder IS the product — your credibility closes deals early competitors can't
• Your biggest competitor is indecision (40-60% of B2B purchases end in no decision)
• Sell before you build — Figma mockups can secure first customers
• Close the laptop — focus on diagnosis, not demos
• Book next meeting on the current one to maintain momentum

When to hire: Wait until ~$1M ARR and a repeatable process. Hire in pairs — you need an A/B test.

Hiring framework:

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Enterprise Sales

Buying committee roles: Champion (internal advocate), Economic Buyer (signs), Technical Buyer (evaluates), End User (uses daily), Blocker (can say no)

JOLT method for indecision:

1. Judge level of indecision
2. Offer a firm recommendation
3. Limit exploration by building trust
4. Take risk off the table — de-risk the deal

Key tactics:

• Identify and arm the champion — they sell internally for you
• Address FOMU (Fear Of Making a Mistake), not just FOMO
• Make procurement's job easy — prepare all documentation upfront

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Sales Qualification

BANT: Budget · Authority · Need · Timeline

MEDDIC: Metrics · Economic Buyer · Decision Criteria · Decision Process · Identify Pain · Champion

Rule: Qualify ruthlessly. "No" is a successful outcome. Disqualify on the first call if fit isn't there.

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Sales Enablement

Sales Deck (10-12 slides)

1. Current World Problem, 2. Cost of the Problem, 3. The Shift Happening, 4. Your Approach, 5. Product Walkthrough (3-4 workflows), 6. Proof Points, 7. Case Study, 8. Implementation, 9. ROI/Value, 10. Pricing Overview, 11. Next Steps/CTA

Demo Structure

Opening (2 min) → Discovery Recap (3 min) → Solution Walkthrough (15-20 min) → Interaction → Close (5 min)

Objection Handling

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Revenue Operations

Lead Lifecycle Stages

MQL = Fit Score (who they are) + Engagement Score (what they do). Neither alone qualifies.

MQL-to-SQL SLA: Contact within 4 hours; qualify or reject within 48 hours.

Lead Scoring

Explicit (fit): Company size, industry, title, tech stack

Implicit (engagement): Pricing page visits, demo requests, email clicks, product usage

Negative: Competitor domains, student emails, unsubscribes

Lead Routing Methods

Speed-to-lead: Contact within 5 minutes = 21x more likely to qualify. After 30 minutes, conversion drops 10x.

For routing decision trees and automation playbooks: see references/routing-rules.md, references/automation-playbooks.md

Pipeline Stage Hygiene

• Enforce required fields per stage to block advancement with bad data
• Flag stale deals (2x average time in stage) automatically
• Alert on stage skips (Qualified → Proposal without Discovery)
• Require reason codes on close date pushes

RevOps Metrics

For scoring models and lifecycle definitions: see references/scoring-models.md, references/lifecycle-definitions.md

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Sales Compensation

Standard structure: 50% base / 50% variable (OTE). This is a starting point, not a law.

Modern comp plans align with customer outcomes, not just bookings. Reps who close churny deals should earn less than those who close sticky customers.

Ramp periods: 3-6 months for SMB, 6-12 months for enterprise. Provide guaranteed draw or reduced quotas during ramp.

Simplicity rule: If reps can't instantly calculate how an action affects their pay, the plan is too complex.

Common mistakes:

• Incentivizing only bookings without customer quality
• Over-complicated plans with too many variables
• No ramp protection for new hires
• Ignoring churn in comp design

For detailed comp frameworks: see references/guest-insights.md

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Sales Metrics

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Related Skills

• outbound-email-strategy — Cold outreach
• pricing-strategy — Pricing decisions
• go-to-market-strategy — Full launch planning