# Sales methodology implementer Human Guide

## What This Is For
Implement proven sales methodologies (MEDDIC, BANT, Sandler, Challenger, SPIN) across your team. It gives the agent a clearer input/output frame for go-to-market work: what context to ask for, what decisions to make, and what usable artifact to return.

Use this as a human-readable version of the Sales methodology implementer agent skill. It is meant for marketers, operators, founders, and other non-coders who want the workflow without reading agent-specific implementation instructions.

## When To Use This
- Use this when you need a repeatable process for sales methodology implementer.
- Use this when the task needs judgment, examples, constraints, or a clear output format rather than a one-off prompt.
- Use this when you want to hand an AI assistant enough context to produce a usable marketing artifact.

## When Not To Use This
- Do not use this when you only need a quick factual answer.
- Do not use this when the work depends on private data you cannot share with the assistant.
- Do not use this as a replacement for legal, compliance, financial, or medical review.

## What You Need Before Starting
- The goal or business outcome you want.
- The audience, customer segment, or market context.
- Any source material the assistant should respect, such as notes, briefs, examples, URLs, or brand guidance.
- Constraints such as tone, length, channel, deadline, region, or approval requirements.
- A clear definition of what a good final answer should look like.

## Step-By-Step Workflow
1. State the job clearly: "Use the Sales methodology implementer guide to help me with..."
2. Add context: audience, goal, offer, channel, source material, and constraints.
3. Ask the assistant to identify missing inputs before producing the final output.
4. Have the assistant follow the skill-specific guidance below.
5. Review the result against the final checklist and ask for revisions where needed.

## Skill-Specific Guidance
- references/methodologies.md - The 7 supported frameworks: best-fit profile, cycle, deal size, philosophy.
- references/output-template.md - Full implementation deliverable structure (overview, framework breakdown, scorecard, status, next actions).
- references/examples.md - Worked MEDDIC and BANT scoring examples.
- references/training-and-coaching.md - Rep training curriculum, call-prep checklist, manager coaching guide, 30/60/90 rollout plan.
- references/templates-and-crm.md - Call scripts, email templates, status-update formats, Salesforce/HubSpot fields, success metrics.
- Clarify the sales motion: deal type, average deal size, sales cycle, and which methodology applies. Pick one framework per engagement (see references/methodologies.md).
- Generate the framework breakdown: for each component define it, explain why it matters, and produce tiered discovery questions (Tier 1 essential, Tier 2 important, Tier 3 nice-to-have) with red flags and green flags.
- Build the deal scorecard aligned to the chosen framework, scoring each component 0-10 with evidence and a risk level, then roll up to a 0-100 overall score and a status (Qualified / Pursue With Caution / Disqualify).
- Score the live deal: list strengths with evidence, gaps and risks with mitigations, and missing information still to gather.
- Prioritize next actions (Immediate, Short-term, Before Close) with purpose, target contact, and success metric for each.
- Produce enablement assets as requested: rep training curriculum, call-prep checklist, manager coaching guide, and the 30/60/90 rollout (see references/training-and-coaching.md).
- Supply reusable templates: call scripts, follow-up emails, status updates, and CRM field definitions (see references/templates-and-crm.md).

## Decision Points And Nuance
The original skill emphasizes: Contents, Workflow, Operating Principles, Supporting file: references/examples.md, MEDDIC Example, BANT Example, Supporting file: references/methodologies.md, MEDDIC, BANT, Sandler Selling System.

Use these questions to steer the work:
- What is the intended audience or buyer?
- What source material must be preserved?
- What should the assistant optimize for: clarity, persuasion, accuracy, speed, creativity, or conversion?
- What examples represent the desired quality bar?
- What should the assistant avoid?

## Common Mistakes
- Generate the framework breakdown: for each component define it, explain why it matters, and produce tiered discovery questions (Tier 1 essential, Tier 2 important, Tier 3 nice-to-have) with red flags and green flags.
- Build the deal scorecard aligned to the chosen framework, scoring each component 0-10 with evidence and a risk level, then roll up to a 0-100 overall score and a status (Qualified / Pursue With Caution / Disqualify).
- Implement one methodology at a time; do not stack frameworks.
- Confirmed no "must-haves" we do not meet
- **Overall Score**: 30/40 (75%) - PURSUE WITH CAUTION
- Best for: Consultative sales, avoiding "free consulting"
- Philosophy: Do not chase
- Deal Status: [QUALIFIED / PURSUE WITH CAUTION / DISQUALIFY]

## Copy-And-Paste Prompt
```text
Use the Sales methodology implementer human guide.

My goal:
[Describe the business outcome]

Audience:
[Describe who this is for]

Context and source material:
[Paste notes, examples, links, or existing copy]

Constraints:
[Tone, length, channel, timeline, must-include items, must-avoid items]

Before producing the final output, ask me for any missing information that would materially improve the result.
```

## Final Checklist
- [ ] The output matches the original goal.
- [ ] The audience and context are reflected in the answer.
- [ ] Important constraints and source material were preserved.
- [ ] The assistant made the relevant decisions explicit.
- [ ] The final artifact is ready to use, review, or hand to the next person.

## Source
This guide was generated from the onewave-ai/claude-skills skill entry for `sales-methodology-implementer`.

## Source Skill Notes
These notes preserve the nuance from the original skill. Use them as supporting reference when the workflow above feels too generic.

# Sales Methodology Implementer

Turn abstract sales frameworks into concrete, scored, coachable deal execution for a team.

## Contents

- references/methodologies.md - The 7 supported frameworks: best-fit profile, cycle, deal size, philosophy.
- references/output-template.md - Full implementation deliverable structure (overview, framework breakdown, scorecard, status, next actions).
- references/examples.md - Worked MEDDIC and BANT scoring examples.
- references/training-and-coaching.md - Rep training curriculum, call-prep checklist, manager coaching guide, 30/60/90 rollout plan.
- references/templates-and-crm.md - Call scripts, email templates, status-update formats, Salesforce/HubSpot fields, success metrics.

## Workflow

1. Clarify the sales motion: deal type, average deal size, sales cycle, and which methodology applies. Pick one framework per engagement (see references/methodologies.md).
2. Generate the framework breakdown: for each component define it, explain why it matters, and produce tiered discovery questions (Tier 1 essential, Tier 2 important, Tier 3 nice-to-have) with red flags and green flags.
3. Build the deal scorecard aligned to the chosen framework, scoring each component 0-10 with evidence and a risk level, then roll up to a 0-100 overall score and a status (Qualified / Pursue With Caution / Disqualify).
4. Score the live deal: list strengths with evidence, gaps and risks with mitigations, and missing information still to gather.
5. Prioritize next actions (Immediate, Short-term, Before Close) with purpose, target contact, and success metric for each.
6. Produce enablement assets as requested: rep training curriculum, call-prep checklist, manager coaching guide, and the 30/60/90 rollout (see references/training-and-coaching.md).
7. Supply reusable templates: call scripts, follow-up emails, status updates, and CRM field definitions (see references/templates-and-crm.md).
8. Assemble the deliverable using the structure in references/output-template.md, replacing every placeholder with customer-specific content.

## Operating Principles

1. Implement one methodology at a time; do not stack frameworks.
2. Adapt questions and scoring thresholds to the customer's specific sales motion.
3. Make scoring habitual by integrating it into the CRM workflow.
4. Score on evidence, not assumptions; reward disqualifying bad deals early.
5. Track the correlation between scores and actual wins, and adjust thresholds from that data.

---

## Supporting file: references/examples.md

# Methodology-Specific Examples

Worked scoring examples showing how to apply a framework to a real deal.

## MEDDIC Example

**Deal**: Enterprise SaaS, $200K ARR, 8-month sales cycle

**Metrics** (8/10):
- Customer spends $500K/year on current solution
- Identified 30% cost savings opportunity
- Need to quantify productivity gains

**Economic Buyer** (6/10):
- Identified: CTO (Jane Smith)
- Have not met directly yet
- Going through VP of Engineering first

**Decision Criteria** (9/10):
- Provided formal RFP with weighted criteria
- We align on 8 of 10 criteria
- Confirmed no "must-haves" we do not meet

**Decision Process** (7/10):
- Mapped: Demo to Pilot to Security Review to Contract
- Timeline: 4 months
- Unclear who has final approval authority

**Identify Pain** (9/10):
- Current system causes 10 hours/week of manual work
- Pain affects 50+ users
- Problem is urgent (executive pressure)

**Champion** (10/10):
- VP of Engineering is strong champion
- Has personal stake (KPI impacted)
- Will sell internally and coach us
- Has history of successful vendor relationships

**Overall Score**: 49/60 (82%) - PURSUE
**Win Probability**: 65%
**Next Action**: Schedule meeting with CTO through champion

---