{"skill":{"slug":"afrexai-sales-playbook","displayName":"Sales Playbook","summary":"Complete B2B sales system — from ICP to closed-won. Discovery frameworks, objection handling, pipeline management, forecasting, and deal acceleration. Works...","description":"---\nname: afrexai-sales-playbook\nversion: 1.0.0\ndescription: \"Complete B2B sales system — from ICP to closed-won. Discovery frameworks, objection handling, pipeline management, forecasting, and deal acceleration. Works for any B2B company.\"\nauthor: afrexai\ntags: sales, b2b, pipeline, crm, deals, closing, objections, forecasting, revenue\n---\n\n# B2B Sales Playbook ⚡\n\n**The complete system for running a repeatable, scalable B2B sales operation.**\n\nNot a CRM wrapper. Not a template collection. This is a full sales methodology — from identifying your ideal customer to closing the deal and expanding the account.\n\n---\n\n## Phase 1: Ideal Customer Profile (ICP) & Territory\n\n### ICP Definition Template\n\n```yaml\nicp:\n  company:\n    industry: [SaaS, Fintech, Healthcare, etc.]\n    size_employees: [50-500]\n    size_revenue: [$5M-$50M ARR]\n    geography: [US, UK, DACH, etc.]\n    tech_stack: [signals they use tools you integrate with]\n    growth_stage: [Series A-C, post-PMF, scaling]\n    \n  pain_indicators:  # Observable signals, not assumptions\n    - hiring_for: [roles that signal the pain you solve]\n    - tech_adoption: [recently adopted X tool = need for Y]\n    - org_changes: [new VP of X = budget for initiatives]\n    - regulatory: [upcoming compliance deadline]\n    - public_statements: [earnings call mentions, press releases]\n    \n  buyer_personas:\n    economic_buyer:  # Signs the check\n      title_patterns: [VP Sales, CRO, CEO]\n      cares_about: [revenue growth, cost reduction, competitive advantage]\n      speaks_in: [ROI, board metrics, market share]\n      \n    champion:  # Fights for you internally\n      title_patterns: [Director, Head of, Senior Manager]\n      cares_about: [team productivity, career advancement, solving daily pain]\n      speaks_in: [workflow, efficiency, team capacity]\n      \n    technical_evaluator:  # Validates feasibility\n      title_patterns: [Engineering Manager, Architect, IT Director]\n      cares_about: [integration, security, maintenance burden]\n      speaks_in: [APIs, uptime, migration effort]\n      \n    end_user:  # Uses it daily\n      title_patterns: [Individual contributors]\n      cares_about: [ease of use, time saved, fewer context switches]\n      \n  anti-signals:  # DO NOT pursue\n    - company_size_under: 20  # too small, long sales cycle for low ACV\n    - no_budget_indicator: [startup pre-revenue, recent layoffs >30%]\n    - tech_mismatch: [on-prem only, legacy stack incompatible]\n    - cultural: [committee-driven decisions with 6+ stakeholders at low ACV]\n```\n\n### Territory Planning\n\n**Account Tiering:**\n\n| Tier | Criteria | Accounts | Time Allocation | Touch Frequency |\n|------|----------|----------|-----------------|-----------------|\n| **Tier 1** | Perfect ICP fit + active pain signals | 20-30 | 50% of time | 2-3x/week |\n| **Tier 2** | Good ICP fit, no active signals yet | 50-80 | 30% of time | 1x/week |\n| **Tier 3** | Partial fit, worth monitoring | 100-200 | 15% of time | 2x/month |\n| **Inbound** | Any qualified inbound | Variable | 5% of time | Respond <1hr |\n\n**Monthly Territory Review:**\n1. Re-score all Tier 1 accounts — any demote to Tier 2?\n2. Scan Tier 2 for new signals — any promote to Tier 1?\n3. Remove dead accounts from Tier 3 (no engagement in 90 days)\n4. Add new accounts from prospecting\n5. Calculate territory coverage: (accounts with activity / total) — target >80% for Tier 1\n\n---\n\n## Phase 2: Prospecting & Outreach\n\n### Multi-Channel Sequence Framework\n\n**Principle:** No single channel works. Layer them.\n\n**Standard Tier 1 Sequence (14 days):**\n\n| Day | Channel | Action | Goal |\n|-----|---------|--------|------|\n| 1 | Email | Personalized cold email (see template below) | Open + reply |\n| 1 | LinkedIn | View profile + connect (NO pitch in connect msg) | Warm the name |\n| 3 | Email | Follow-up with value add (article, insight, data) | Demonstrate expertise |\n| 5 | LinkedIn | Comment on their recent post (genuine, not salesy) | Build familiarity |\n| 7 | Phone | Cold call (see script below) | Live conversation |\n| 7 | Email | Voicemail follow-up email | Multi-touch reinforcement |\n| 10 | LinkedIn | Send message referencing your email/call attempts | Channel switch |\n| 12 | Email | Breakup email (creates urgency) | Force response |\n| 14 | Phone | Final attempt | Last touch |\n\n**Sequence Rules:**\n- STOP the sequence the moment they reply (positive OR negative)\n- Never send more than 1 email per day to the same person\n- Personalization must reference something SPECIFIC (their company, role, recent news)\n- If they open but don't reply 3x → they're reading, switch to phone\n- If zero engagement after full sequence → move to Tier 3, retry in 90 days\n\n### Cold Email Templates\n\n**Template 1: The Trigger Event**\n```\nSubject: [Trigger event] → quick thought\n\n[First name],\n\nSaw [specific trigger — new hire, funding, product launch, earnings mention].\n\nWhen [companies in their situation] hit this stage, [specific problem] usually becomes the bottleneck — [data point or example].\n\n[One sentence on how you solve this, tied to the trigger.]\n\nWorth a 15-min call to see if this applies to [company]?\n\n[Your name]\n```\n\n**Template 2: The Peer Reference**\n```\nSubject: How [similar company] solved [problem]\n\n[First name],\n\n[Similar company in their industry] was dealing with [specific problem] — [quantify: X hours/week, $Y lost, Z% error rate].\n\nThey [brief result: cut X by 40%, saved $Y/month, shipped Z days faster].\n\nHappy to share what they did differently — no pitch, just the playbook.\n\n15 min this week?\n\n[Your name]\n```\n\n**Template 3: The Breakup**\n```\nSubject: Closing the loop\n\n[First name],\n\nI've reached out a few times about [problem/topic] — I'll assume the timing isn't right.\n\nIf [problem] becomes a priority later, I'm here. \n\nDeleting your reminder from my CRM now.\n\n[Your name]\n```\n\n**Why breakup emails work:** 30-40% reply rate. People respond to loss aversion. \"Deleting your reminder\" creates fear of losing access.\n\n### Cold Call Script\n\n**Opening (first 10 seconds decide everything):**\n```\n\"Hi [Name], this is [You] from [Company]. \nDid I catch you at an okay time?\"\n\n[If yes:]\n\"I'll be brief. I noticed [trigger/signal] and wanted to ask —\nare you currently dealing with [specific problem]?\"\n\n[If they confirm the problem:]\n\"Got it. What's that costing you right now — in time, money, or headaches?\"\n\n[Let them talk. Take notes. Ask follow-up questions.]\n\n\"That's exactly what we help with. [One sentence proof point.]\nWould it make sense to set up 20 minutes this week to dig into this properly?\"\n```\n\n**Common cold call responses + rebuttals:**\n\n| They Say | You Say |\n|----------|---------|\n| \"Not interested\" | \"Totally fair — can I ask, is it because [problem] isn't a priority, or you've already solved it?\" |\n| \"Send me an email\" | \"Happy to — what specifically would be most useful to include? That way I don't waste your time.\" |\n| \"We already have a solution\" | \"Good — how's it working? Most companies I talk to have something in place but still have gaps in [specific area].\" |\n| \"Bad timing\" | \"When would be better? I can put a reminder in for [suggested date].\" |\n| \"How did you get my number?\" | \"LinkedIn / your website. I know cold calls aren't fun — I'll keep it under 2 minutes.\" |\n\n---\n\n## Phase 3: Discovery — The Most Important Meeting\n\n### MEDDPICC Qualification Framework\n\nScore each element 1-3 (1=unknown, 2=partially known, 3=fully confirmed):\n\n```yaml\ndeal_qualification:\n  metrics:  # Quantifiable impact they care about\n    score: [1-3]\n    detail: \"[What numbers matter? Revenue increase, cost reduction, time saved?]\"\n    source: \"[Who told you? Validated how?]\"\n    \n  economic_buyer:  # Person with budget authority\n    score: [1-3]\n    name: \"[Name and title]\"\n    access: \"[Have you spoken to them directly?]\"\n    priority: \"[Is this in their top 3 priorities?]\"\n    \n  decision_criteria:  # How they'll evaluate options\n    score: [1-3]\n    technical: \"[Integration, security, performance requirements]\"\n    business: \"[ROI threshold, payback period, risk tolerance]\"\n    political: \"[Internal politics, competing priorities]\"\n    \n  decision_process:  # How they'll make the decision\n    score: [1-3]\n    steps: \"[What happens between now and signed contract?]\"\n    timeline: \"[When do they need to decide? Hard deadline?]\"\n    stakeholders: \"[Who's involved? Who has veto power?]\"\n    \n  paper_process:  # Legal/procurement steps\n    score: [1-3]\n    procurement: \"[Standard terms or custom negotiation?]\"\n    legal_review: \"[How long does legal take? Past precedent?]\"\n    security_review: \"[Required? How long?]\"\n    \n  identified_pain:  # The problem driving this\n    score: [1-3]\n    pain: \"[What hurts? What breaks?]\"\n    impact: \"[Cost of inaction — quantified]\"\n    urgency: \"[Why now? What happens if they wait?]\"\n    \n  champion:  # Your internal advocate\n    score: [1-3]\n    name: \"[Who is it?]\"\n    motivation: \"[Why do THEY personally care?]\"\n    power: \"[Can they influence the economic buyer?]\"\n    coached: \"[Have you prepped them for internal selling?]\"\n    \n  competition:  # What you're up against\n    score: [1-3]\n    competitors: \"[Named competitors in the evaluation]\"\n    status_quo: \"[Doing nothing is always a competitor]\"\n    differentiation: \"[Why you win against each]\"\n    \n  total_score: \"[X/24]\"\n  # 20-24 = Strong deal, forecast confidently\n  # 15-19 = Gaps to fill, work the unknowns\n  # 10-14 = At risk, needs significant work\n  # <10 = Unqualified, don't invest time\n```\n\n### Discovery Questions by Category\n\n**Situation (understand current state):**\n1. Walk me through how [process] works today, start to finish.\n2. What tools/systems are involved?\n3. How many people touch this process?\n4. How long has it been this way?\n\n**Problem (surface the pain):**\n5. Where does it break down?\n6. What's the impact when it fails? (Get a NUMBER)\n7. How often does that happen?\n8. What have you tried to fix it?\n9. Why didn't that work?\n\n**Implication (expand the pain):**\n10. If this doesn't get fixed in the next 6 months, what happens?\n11. How does this affect [their boss / their team / the company]?\n12. What's the cost of doing nothing? (Force them to quantify)\n13. What other initiatives depend on solving this?\n\n**Need-Payoff (let THEM sell the solution):**\n14. If you could wave a magic wand, what would this look like?\n15. What would it mean for your team if [pain] went away?\n16. If you could get [specific metric improvement], what would that unlock?\n17. How would [their boss] react to those results?\n\n**Process (map the buying journey):**\n18. Besides you, who else needs to weigh in on this?\n19. What's happened before when you've bought software like this?\n20. Is there a budget allocated, or would this need approval?\n21. What's the ideal timeline for having this running?\n22. What would kill this deal?\n\n### Discovery Call Structure (30 min)\n\n| Segment | Time | What You Do |\n|---------|------|-------------|\n| Opening | 2 min | Confirm agenda, set expectations, get permission to ask questions |\n| Context | 5 min | Ask situation questions — understand their world |\n| Pain | 10 min | Ask problem + implication questions — go DEEP on 1-2 pains |\n| Vision | 5 min | Ask need-payoff questions — paint the future state |\n| Process | 5 min | Map decision process, timeline, stakeholders |\n| Next Steps | 3 min | Agree on SPECIFIC next action with date |\n\n**Golden Rule:** Talk <30% of the time. If you're talking more, you're pitching, not discovering.\n\n---\n\n## Phase 4: Demo & Presentation\n\n### The Problem-Solution-Proof Framework\n\nNever demo features. Demo outcomes.\n\n**Structure:**\n1. **Mirror their pain** (2 min) — \"You told me [specific pain from discovery]. Here's what that costs you: [quantified impact].\"\n2. **Show the solution** (15 min) — Walk through their USE CASE, not a generic tour. Use THEIR data, THEIR terminology, THEIR workflow.\n3. **Prove it works** (5 min) — Case study of similar company. Before/after numbers. \"Company X had the same problem. Here's what happened.\"\n4. **Address risks** (3 min) — Proactively surface the top concern they haven't raised yet. \"Most companies at your stage worry about [X]. Here's how we handle that.\"\n5. **Next step** (2 min) — Never end without a committed next action.\n\n### Demo Anti-Patterns\n\n| ❌ Don't | ✅ Do Instead |\n|----------|---------------|\n| Show every feature | Show only what maps to their pain |\n| Start with \"let me share my screen\" | Start with \"let me recap what you told me\" |\n| Say \"and we also do...\" | Say \"you mentioned [pain] — here's exactly how that works\" |\n| Demo to the whole committee at once | Demo to champion first, then do joint session |\n| Let the demo run long | End 5 min early — scarcity signals confidence |\n| Send a recording after | Send a 1-page summary with their specific ROI |\n\n### Mutual Action Plan (MAP)\n\nAfter demo, create a shared doc with the prospect:\n\n```yaml\nmutual_action_plan:\n  deal: \"[Company Name] + [Your Company]\"\n  target_go_live: \"[Date]\"\n  \n  steps:\n    - step: \"Technical deep-dive with engineering team\"\n      owner: \"[Prospect technical contact]\"\n      date: \"[Date]\"\n      status: pending\n      \n    - step: \"Security review / questionnaire\"\n      owner: \"[You — send completed questionnaire]\"\n      date: \"[Date]\"\n      status: pending\n      \n    - step: \"Business case presentation to [Economic Buyer]\"\n      owner: \"[Champion + You]\"\n      date: \"[Date]\"\n      status: pending\n      \n    - step: \"Proposal / pricing review\"\n      owner: \"[You]\"\n      date: \"[Date]\"\n      status: pending\n      \n    - step: \"Legal / contract review\"\n      owner: \"[Prospect legal]\"\n      date: \"[Date]\"\n      status: pending\n      \n    - step: \"Signature\"\n      owner: \"[Economic Buyer]\"\n      date: \"[Date]\"\n      status: pending\n      \n    - step: \"Kickoff call\"\n      owner: \"[Your CS team]\"\n      date: \"[Date]\"\n      status: pending\n```\n\n**Why MAPs work:** Shared accountability. Visible timeline. Champion can use it to drive internal momentum. You can reference specific dates when things stall.\n\n---\n\n## Phase 5: Objection Handling\n\n### The LAER Framework\n\nEvery objection follows this pattern:\n\n1. **Listen** — Let them finish. Don't interrupt. Nod.\n2. **Acknowledge** — \"That's a fair concern\" / \"I hear you\" (NOT \"I understand but...\")\n3. **Explore** — \"Help me understand — is it [X] specifically, or more about [Y]?\" (Diagnose the REAL objection)\n4. **Respond** — Address the real concern, not the surface one.\n\n### Objection Playbook\n\n**Price Objections:**\n\n| Objection | Real Meaning | Response |\n|-----------|-------------|----------|\n| \"Too expensive\" | They don't see the value yet | \"Compared to what? Help me understand what you're measuring against.\" Then re-anchor to cost of doing nothing. |\n| \"Can you do a discount?\" | Testing your confidence | \"Our pricing reflects the value we deliver. [Company X] saw [Y result] — the ROI was [Z]x. What specifically feels misaligned?\" |\n| \"We don't have budget\" | Not a priority OR wrong buyer | \"Is this a timing issue, or is [problem] not a priority this quarter?\" If priority: \"When budgets reset, can we plan for that?\" |\n| \"Competitor is cheaper\" | Using you for leverage OR genuinely price-sensitive | \"They may be. The question is what [missing capability] costs you over 12 months. Would you like me to map that out?\" |\n\n**Timing Objections:**\n\n| Objection | Real Meaning | Response |\n|-----------|-------------|----------|\n| \"Not now, maybe next quarter\" | No urgency | \"What changes next quarter? If [problem] costs you [X/month], that's [3X] by next quarter. What would it take to move this up?\" |\n| \"We're in the middle of [other project]\" | Genuinely busy OR smokescreen | \"Totally get it. When does [project] wrap? Let's lock in a date now so it doesn't slip.\" |\n| \"We need to think about it\" | Unresolved concern they haven't voiced | \"Of course. What specifically do you need to think through? I might be able to address it now.\" |\n\n**Authority Objections:**\n\n| Objection | Real Meaning | Response |\n|-----------|-------------|----------|\n| \"I need to run this by my boss\" | You're not talking to the decision-maker | \"Absolutely. What's their biggest concern likely to be? Let's prep for that together.\" Then: \"Would it help if I joined that conversation?\" |\n| \"Our committee decides\" | Multi-stakeholder deal | \"Who's on the committee? What does each person care about most? Let's make sure the proposal speaks to all of them.\" |\n\n**Status Quo Objections:**\n\n| Objection | Real Meaning | Response |\n|-----------|-------------|----------|\n| \"We're fine with what we have\" | Fear of change > desire for improvement | \"How long have you had it? What's changed in your business since then? Most companies I talk to outgrow [current solution] when they hit [their growth stage].\" |\n| \"We built our own\" | Pride in internal solution | \"That's impressive. What's the maintenance cost? Most teams I talk to find their engineers are spending [X%] of time maintaining instead of building product.\" |\n\n### The \"Negative Reverse\" Technique\n\nWhen objections keep coming, flip the script:\n\n> \"It sounds like this might not be the right fit. Should we just call it?\"\n\nThis does two things:\n1. Takes pressure off — they stop defending\n2. Forces them to either agree (you saved time) or sell THEMSELVES on why it IS a fit\n\n---\n\n## Phase 6: Closing & Negotiation\n\n### Closing Signals (When to Ask)\n\n**Verbal:**\n- \"What would implementation look like?\"\n- \"How does pricing work?\"\n- \"Can we do a pilot?\"\n- \"What's the contract length?\"\n- \"When could we start?\"\n\n**Behavioral:**\n- They introduce you to additional stakeholders\n- They ask for references\n- They share internal documents/requirements\n- Response time gets faster\n- They start using \"we\" and \"when\" instead of \"if\"\n\n### Closing Techniques\n\n**1. The Summary Close**\n```\n\"So to recap — [problem] is costing you [X/month], you need a solution \nby [date] for [reason], and [your product] addresses [their top 3 criteria]. \nShall I send the agreement?\"\n```\n\n**2. The Next Step Close**\n```\n\"Based on everything we've discussed, the next step would be \n[specific action — contract review, pilot setup, intro to CS]. \nShould I kick that off?\"\n```\n\n**3. The Assumptive Close**\n```\n\"Great — I'll have the proposal over by end of day. \nWould you prefer monthly or annual billing?\"\n```\n\n**4. The Puppy Dog Close (for hesitant buyers)**\n```\n\"Tell you what — let's do a 14-day pilot with [specific use case]. \nYou'll see [expected result] in the first week. \nIf it doesn't deliver, no hard feelings. Fair?\"\n```\n\n### Negotiation Rules\n\n1. **Never negotiate against yourself.** If they ask for a discount, ask what they'd give in return (longer term, case study, referral, faster signature).\n2. **Trade, don't cave.** Every concession must get something back.\n3. **Anchor high.** Start with your full price. The first number sets the range.\n4. **Silence is power.** After stating your price, STOP TALKING. Let them respond.\n5. **Know your walk-away.** Before any negotiation, set your floor. Below that = no deal.\n6. **Bundle value, don't discount price.** Add a month free, add training, add premium support — don't cut the sticker price.\n7. **Create deadline.** \"This pricing is valid through [date]\" or \"I have 2 onboarding slots left this quarter.\"\n\n### Discount Decision Tree\n\n```\nProspect asks for discount\n├── Do they have budget? \n│   ├── YES → Don't discount. Anchor to value.\n│   └── NO → Is the deal strategic (logo, case study, expansion potential)?\n│       ├── YES → Offer trade: discount for [annual commit / case study / referral]\n│       └── NO → Walk away or defer to next quarter\n├── Is this a competitive situation?\n│   ├── YES → Don't discount on price. Win on value + risk reduction.\n│   └── NO → They're testing. Hold firm. \"Our pricing reflects...\"\n└── Final rule: NEVER discount more than 20% on any deal. \n    Below that, you're training them to negotiate hard every renewal.\n```\n\n---\n\n## Phase 7: Pipeline Management\n\n### Pipeline Stages & Exit Criteria\n\n| Stage | Definition | Exit Criteria | Probability |\n|-------|-----------|---------------|-------------|\n| **Prospecting** | Initial outreach, no meeting yet | Meeting booked | 5% |\n| **Discovery** | First meeting held | Pain confirmed, ICP match validated | 15% |\n| **Evaluation** | Active evaluation, demo delivered | Champion identified, decision criteria known | 30% |\n| **Proposal** | Proposal/pricing sent | Budget confirmed, decision process mapped | 50% |\n| **Negotiation** | Terms being discussed | Verbal commit, legal/procurement started | 75% |\n| **Closed Won** | Contract signed | ✅ Revenue recognized | 100% |\n| **Closed Lost** | Deal lost | Reason documented, next steps noted | 0% |\n\n**Stage Hygiene Rules:**\n- No deal stays in a stage for more than 2x the average time for that stage\n- Every deal must have a next step with a date\n- If a deal has no activity for 14 days → flag for review\n- Update stages based on BUYER actions, not your actions (you sending a proposal ≠ Proposal stage; them REVIEWING it does)\n\n### Weekly Pipeline Review Template\n\n```yaml\npipeline_review:\n  date: \"[YYYY-MM-DD]\"\n  \n  summary:\n    total_pipeline: \"$[X]\"\n    weighted_pipeline: \"$[X]\"\n    new_this_week: [X deals, $Y]\n    advanced_this_week: [X deals moved forward]\n    closed_won: [X deals, $Y]\n    closed_lost: [X deals, $Y — reasons]\n    slipped: [X deals pushed from this month]\n    \n  deals_to_review:  # Top 10 by size\n    - company: \"[Name]\"\n      value: \"$[X]\"\n      stage: \"[Stage]\"\n      age_in_stage: \"[X days]\"\n      next_step: \"[Action]\"\n      risk: \"[red/yellow/green]\"\n      risk_reason: \"[Why]\"\n      \n  actions:\n    - \"[Deal]: [Specific action to take this week]\"\n    \n  pipeline_health:\n    coverage_ratio: \"[X]x\"  # Pipeline / Quota — target 3-4x\n    avg_deal_size: \"$[X]\"\n    avg_sales_cycle: \"[X days]\"\n    win_rate: \"[X%]\"\n    stage_conversion:\n      discovery_to_eval: \"[X%]\"\n      eval_to_proposal: \"[X%]\"\n      proposal_to_closed: \"[X%]\"\n```\n\n### Forecast Categories\n\n| Category | Definition | Rules |\n|----------|-----------|-------|\n| **Commit** | WILL close this period | Verbal yes, contract in legal, no blockers |\n| **Best Case** | High probability this period | Champion pushing, decision process active, some risk |\n| **Pipeline** | Could close this period, needs work | In evaluation, not yet at proposal stage |\n| **Upside** | Unlikely this period but possible | Early stage, right ICP, uncertain timeline |\n\n**Forecast Accuracy Rule:** Your commit number should be within 10% of actual. If it's consistently off, your qualification is broken.\n\n---\n\n## Phase 8: Deal Acceleration Tactics\n\n### When Deals Stall — Diagnostic Checklist\n\n```\nDeal is stalled. Ask yourself:\n\n1. [ ] Do I have a champion? (If no → find one or walk away)\n2. [ ] Have I talked to the economic buyer? (If no → get access)\n3. [ ] Is there a compelling event / deadline? (If no → create urgency)\n4. [ ] Do they understand the cost of doing nothing? (If no → quantify it)\n5. [ ] Are there unresolved objections? (If yes → LAER them)\n6. [ ] Is there a competitor blocking? (If yes → differentiate or reframe)\n7. [ ] Is my champion still engaged? (If no → re-engage with new value)\n8. [ ] Have I multi-threaded? (If no → engage other stakeholders)\n```\n\n### Multi-Threading Strategy\n\n**Rule:** Never have just one contact in a deal. If your champion leaves, gets sick, or goes on vacation — your deal dies.\n\n**Minimum contacts by deal size:**\n- <$25K ACV → 2 contacts (champion + economic buyer)\n- $25K-$100K → 3-4 contacts (champion, economic buyer, technical evaluator, end user)\n- $100K+ → 5+ contacts (add: procurement, legal, executive sponsor)\n\n### Urgency Creation (Ethical)\n\n| Technique | How | When to Use |\n|-----------|-----|-------------|\n| **Cost of delay** | \"Every month this isn't solved costs you $[X]. That's $[3X] by Q[next].\" | When they have no timeline |\n| **Capacity constraint** | \"We're onboarding 3 clients this quarter. After that, next slot is [date].\" | When true (never lie) |\n| **Price timeline** | \"Current pricing is locked through [date].\" | When price changes are planned |\n| **Competitive risk** | \"Your competitor [name] just signed with us.\" | When true and relevant |\n| **Regulatory deadline** | \"[Regulation] takes effect [date]. You need [X weeks] to implement.\" | When compliance is a factor |\n\n---\n\n## Phase 9: Post-Sale & Expansion\n\n### Handoff to Customer Success\n\n```yaml\ndeal_handoff:\n  company: \"[Name]\"\n  closed_date: \"[Date]\"\n  contract_value: \"$[X] / [term]\"\n  \n  key_contacts:\n    - name: \"[Champion]\"\n      role: \"[Title]\"\n      communication_preference: \"[email/slack/phone]\"\n      personality: \"[detail-oriented/big picture/hands-on]\"\n      \n    - name: \"[Executive Sponsor]\"\n      role: \"[Title]\"\n      engagement_level: \"[high/medium/low]\"\n      success_metrics: \"[What they told you success looks like]\"\n      \n  context:\n    pain_points_solved: \"[List from discovery]\"\n    promised_outcomes: \"[Specific commitments made during sales]\"\n    known_risks: \"[Anything that could cause churn]\"\n    expansion_opportunity: \"[What else they could buy]\"\n    competitor_considered: \"[Who else they evaluated and why they chose you]\"\n    \n  implementation:\n    priority_use_cases: \"[What to set up first]\"\n    technical_requirements: \"[Integrations, SSO, data migration]\"\n    timeline_expectations: \"[What you committed to]\"\n    \n  DO_NOT:\n    - \"[Any sensitive topics to avoid]\"\n    - \"[Things that were contentious during sales]\"\n```\n\n### Expansion Revenue Playbook\n\n**When to upsell (signals):**\n- Usage hits >80% of their current tier/limit\n- They ask about features in higher tiers\n- New team/department asks to join\n- They hit a milestone (growing headcount, new market)\n- Renewal is 90 days away (bundle expansion with renewal)\n\n**Expansion conversation:**\n```\n\"I noticed [specific usage signal]. That usually means [outcome they care about] \nis going well. \n\nOther companies at your stage typically [expand to X / add Y] to [benefit].\nWould it make sense to explore that?\"\n```\n\n**Never upsell:**\n- When they have unresolved support issues\n- During the first 60 days\n- When they're at risk of churning\n- Without data showing they'll get value from the expansion\n\n---\n\n## Phase 10: Metrics & Self-Improvement\n\n### Activity Metrics (Leading Indicators)\n\n| Metric | Target | Why It Matters |\n|--------|--------|---------------|\n| Outbound emails/day | 30-50 | Pipeline generation |\n| Calls/day | 15-25 | Pipeline generation |\n| Meetings booked/week | 8-12 | Pipeline conversion |\n| Discovery calls/week | 5-8 | Qualified pipeline |\n| Demos/week | 3-5 | Active evaluation |\n| Proposals sent/week | 2-3 | Close to money |\n\n### Outcome Metrics (Lagging Indicators)\n\n| Metric | Formula | Healthy Range |\n|--------|---------|---------------|\n| Win rate | Won / (Won + Lost) | 20-35% |\n| Avg deal size | Total revenue / Deals closed | Trending up |\n| Sales cycle | Avg days from first touch to close | Trending down |\n| Pipeline coverage | Open pipeline / Quota | 3-4x |\n| Activity-to-meeting ratio | Meetings / (Emails + Calls) | >5% |\n| Meeting-to-opportunity ratio | Opportunities / Meetings | >50% |\n| Forecast accuracy | Actual / Committed | >90% |\n\n### Win/Loss Analysis Template\n\n```yaml\ndeal_analysis:\n  company: \"[Name]\"\n  outcome: \"[Won/Lost]\"\n  value: \"$[X]\"\n  cycle_length: \"[X days]\"\n  \n  won_because:  # or lost_because\n    - \"[Primary reason]\"\n    - \"[Secondary reason]\"\n    \n  competitor: \"[Who they went with / considered]\"\n  \n  what_worked:\n    - \"[Specific thing that moved the deal forward]\"\n    \n  what_didnt:\n    - \"[Specific mistake or gap]\"\n    \n  lesson:\n    - \"[What to do differently next time]\"\n    \n  process_score:  # Self-assessment\n    prospecting: [1-5]\n    discovery: [1-5]\n    demo: [1-5]\n    objection_handling: [1-5]\n    closing: [1-5]\n    relationship: [1-5]\n```\n\n### Monthly Self-Review Questions\n\n1. What's my win rate trend? (Improving, flat, declining)\n2. Where do deals die most? (Which stage has the biggest drop-off)\n3. Am I talking to the right people? (Economic buyer access rate)\n4. Are my deals getting bigger or smaller?\n5. What objection am I weakest at handling?\n6. Which outreach channel converts best for me?\n7. Am I spending time on the right deals? (80/20 — are 80% of results from 20% of deals?)\n8. What did I learn from my last 3 losses?\n\n---\n\n## Natural Language Commands\n\n| Command | What It Does |\n|---------|-------------|\n| \"Build my ICP\" | Walk through ICP definition template |\n| \"Write outreach for [company]\" | Generate personalized multi-channel sequence |\n| \"Prep me for discovery with [company]\" | Build discovery question set based on what you know |\n| \"Qualify this deal\" | Run MEDDPICC assessment with scoring |\n| \"Help me handle [objection]\" | Pull relevant playbook + practice response |\n| \"Review my pipeline\" | Generate weekly pipeline review |\n| \"Why am I losing deals?\" | Run win/loss analysis on recent losses |\n| \"Forecast this quarter\" | Categorize deals into commit/best case/pipeline/upside |\n| \"Prep a proposal for [company]\" | Generate proposal based on discovery notes |\n| \"Write a follow-up after [meeting type]\" | Generate appropriate follow-up email |\n| \"Coach me on [call recording/notes]\" | Analyze a sales conversation and give feedback |\n| \"How do I close [company]?\" | Assess deal state and recommend closing strategy |\n","topics":["Sales","Pipeline","B2b","Forecasting","CRM"],"tags":{"b2b":"1.0.0","closing":"1.0.0","crm":"1.0.0","latest":"1.0.0","pipeline":"1.0.0","prospecting":"1.0.0","sales":"1.0.0"},"stats":{"comments":0,"downloads":1729,"installsAllTime":65,"installsCurrent":3,"stars":4,"versions":1},"createdAt":1771345502886,"updatedAt":1778491567625},"latestVersion":{"version":"1.0.0","createdAt":1771345502886,"changelog":"afrexai-sales-playbook 1.0.0 – Initial Release\n\n- Introduces a comprehensive B2B sales system covering ICP definition, territory management, prospecting, outreach, discovery, objection handling, pipeline management, forecasting, and deal acceleration.\n- Provides actionable templates and frameworks, including ideal customer profile YAML structures, multi-channel outreach sequences, cold email templates, cold call scripts, and MEDDPICC qualification.\n- Includes territory planning methodologies with account tiering and monthly review processes.\n- Emphasizes practical tactics for repeatable, scalable sales operations – not just CRM overlays or template collections.\n- Designed to work for any B2B company aiming to build a robust sales process from identifying prospects to closing and expanding deals.","license":null},"metadata":null,"owner":{"handle":"1kalin","userId":"s17e1q0nx23qnh4n429zzqc05x83hvsw","displayName":"1kalin","image":"https://avatars.githubusercontent.com/u/15705344?v=4"},"moderation":null}