Build Comprehensive Sales Playbooks

This is a sales playbook builder that assembles a complete revenue-operations playbook: target-market definition (ICP, personas, segmentation), a staged sales process with exit criteria, a messaging architecture, a CRM and tools stack, performance KPIs, and a training and certification path. It implements named qualification frameworks directly - MEDDIC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion) and a BANT matrix scoring budget range, authority level, pain severity, and timeline urgency - plus a SPIN-based discovery call structure that allocates question types by percentage of the call (20% situation, 30% problem, 30% implication, 20% need-payoff). Lead scoring is modeled explicitly, combining demographic and behavioral signals:

// Demographic Scoring
const demographicScore = {
  company_size: {
    '50-200': 15,
    '200-1000': 25,
    '1000+': 20
  },
  industry: {
    'technology': 25,
    'healthcare': 20,
    'finance': 20
  },
  revenue: {
    '1M-10M': 10,
    '10M-100M': 20,
    '100M+': 15
  }
};

// Behavioral Scoring
const behavioralScore = {
  email_opens: 2,
  email_clicks: 5,
  website_visits: 3,
  demo_request: 50,
  pricing_page_view: 15,
  case_study_download: 10
};

Use this skill when standing up or revising a sales team's full operating playbook - qualification criteria, discovery-call structure, objection scripts, lead scoring, email cadences, KPI targets (e.g. 50-80 calls per day, a 15-25% lead-to-opportunity conversion target, 25-35% proposal-to-close), account-tier prioritization, and a training path from foundational product knowledge through advanced negotiation. It explicitly says to customize the playbook by industry, deal size, and sales model (transactional, consultative, enterprise), so it isn't meant to be applied as a single fixed script across very different sales motions without adjustment.

Inputs are the target market, sales methodology, and available CRM and tooling. Outputs include a four-tier account-prioritization matrix (Tier 1 high-value, high-probability accounts get 60% of focus despite being only 20% of accounts, down to Tier 4 at 5% of focus for the lowest-value, lowest-probability tier), a seven-touch, 21-day cold-outreach email sequence, objection-handling scripts for price and timing objections (acknowledge, isolate, quantify value, create urgency), and revenue-efficiency calculations - calculate_sales_efficiency (revenue over sales cost), monthly_recurring_revenue (summed value of recurring deals), and customer_acquisition_cost (combined marketing and sales spend divided by customers acquired). Activity and conversion targets are set explicitly (50-80 calls and 30-50 emails per rep per day; a 15-25% lead-to-opportunity rate, 60-75% opportunity-to-proposal, and 25-35% proposal-to-close).

Ties into CRM workflows and sales-enablement or automation tooling for lead scoring, email sequencing, and pipeline tracking; the frameworks it implements (MEDDIC, BANT, SPIN Selling) are established sales methodologies rather than proprietary inventions.

Sales leaders and RevOps teams building or revising a team's full operating playbook, who want qualification frameworks, discovery structure, lead scoring, email cadences, and KPI targets defined together and then customized per industry, deal size, and sales model, rather than assembled piecemeal.