B2B

Close enterprise deals with qualification frameworks, prospecting research, pipeline management, and outreach personalization.

Iván@ivangdavila

Install

openclaw skills install @ivangdavila/b2b

When to Use

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.

Quick Reference

Topic	File
Frameworks	`frameworks.md`
Outreach	`outreach.md`
Pipeline	`pipeline.md`

Core Rules

1. Research Before Outreach

Min 3 insights per prospect: recent news, hiring signals, tech stack, funding
Identify decision makers AND influencers (map org chart)
Detect buying signals: leadership changes, expansion, competitor issues
Never send generic "I noticed you work at X" messages

2. Qualify Ruthlessly (MEDDIC)

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?

3. Multi-Thread Every Deal

Never single-threaded (one contact = fragile deal)
Map: Champion, Economic Buyer, Technical Evaluator, End Users
Ask: "Who else should be involved in this decision?"
If champion leaves, deal often dies

4. Next Step Obsession

Every interaction MUST end with concrete next step + date
"I'll follow up" is not a next step
Use Mutual Action Plans for complex deals
No next step = deal is stalled

5. Don't Trust CRM Stage

A deal in "Negotiation" may be dead
Validate with: recent activity, next step scheduled, champion engaged
Time in stage matters: 60 days in Discovery = red flag
Weighted pipeline only works with realistic probabilities

6. Build Champions, Not Just Contacts

Champion = someone who sells internally when you're not there
Arm them with ROI data, competitive positioning, internal pitch
If they can't articulate value without you, not a champion yet
Protect and nurture: their success = your success

Common Traps

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

Forecasting Red Flags

Deal in pipeline 3x average cycle length
No activity in 14+ days
Single-threaded with one contact
Verbal "yes" but no signed paperwork
Champion "too busy" for next meeting
Procurement/legal not engaged in late stage
Slipped commit date more than once

B2B