{"id":"411d4027-9019-46e1-9503-561da1994b9c","shortId":"jxhqVy","kind":"skill","title":"product-led-sales","tagline":"Create a Product-Led Sales Pack (PQL/PQA definition, usage-signal routing, outreach playbook).","description":"# Product-Led Sales\n\n## Scope\n\n**Covers**\n- Designing a **product-led sales (PLS)** motion: converting self-serve usage into a sales opportunity that can close larger contracts\n- Defining **product-qualified** entities (PQL/PQA), signals, thresholds, scoring, and routing rules\n- Designing the sales handoff workflow (alerts, SLAs, dispositions) and a Product↔Sales feedback loop\n- Creating a usage-triggered outreach kit (helpful, compliant, not “creepy”)\n- Planning instrumentation, reporting, and a pilot-to-scale rollout\n\n**When to use**\n- “We’re PLG/self-serve, but we want to add sales without breaking the low-touch funnel.”\n- “Define PQLs/PQAs and the product signals that should trigger outreach.”\n- “Create a product-led sales playbook for sales to act on usage signals.”\n- “Sales says MQLs are low quality—build a product-qualified pipeline instead.”\n- “Design a PLS pilot (routing + SLAs + measurement) before scaling.”\n\n**When NOT to use**\n- You don’t have meaningful activation or self-serve usage yet (fix onboarding/activation first) -> use `user-onboarding` or `retention-engagement`\n- You’re pre-product-market-fit and need your first 10 customers via founder-led outreach -> use `founder-sales`\n- You want a purely enterprise, relationship-led motion with buying committees and procurement -> use `enterprise-sales`\n- You need a lead qualification or scoring framework without product usage data -> use `sales-qualification`\n- You need ICP/positioning or pricing/packaging from scratch (do that first, then return)\n- You want spammy outreach, deception, or dark patterns (not supported)\n- You need legal/privacy/security advice or production data/CRM implementation (coordinate with qualified experts)\n\n## Inputs\n\n**Minimum required**\n- Product + model: freemium/trial, typical onboarding path, who uses vs who buys\n- ICP/segments: target roles + company types + ACV bands (and which segment is in scope for PLS)\n- Objective: conversion to paid, expansion, ACV lift, pipeline creation (pick 1 primary)\n- Current funnel baseline: activation rate, trial-to-paid, expansion rate (even rough)\n- Usage data reality: what events/attributes exist, and whether you can map users → accounts\n- Sales capacity + workflow: SDR/AE/CS roles, SLAs, and where activity is logged (CRM)\n- Constraints: regions/compliance, “don’t use these signals,” messaging tone/brand rules\n\n**Missing-info strategy**\n- Ask up to 5 questions from [references/INTAKE.md](references/INTAKE.md).\n- If answers aren’t available, proceed with explicit assumptions and label unknowns in **Assumptions & unknowns** plus a short **Validation plan**.\n\n## Outputs (deliverables)\n\nProduce a **Product-Led Sales Motion Pack** in Markdown (in-chat; or as files if requested):\n\n1) **Context + goal snapshot** (segment, objective, success metrics, constraints)\n2) **PLS funnel + ownership map** (stages, intervention points, RACI, SLAs)\n3) **PQL/PQA definition + signal spec** (signals table, thresholds/scoring, false-positive controls)\n4) **Routing + workflow spec** (alerts, assignment rules, CRM fields, dispositions, feedback loop)\n5) **Usage-triggered outreach kit** (email templates + call opener + follow-up rules)\n6) **Instrumentation + reporting plan** (tracking plan, dashboards, leading indicators)\n7) **Pilot + scale plan** (timeline, experiment design, rollout guardrails)\n8) **Risks / Open questions / Next steps** (always included)\n\nTemplates: [references/TEMPLATES.md](references/TEMPLATES.md)\n\n## Workflow (7 steps)\n\n### 1) Intake + readiness gate (PLS is a layer, not a substitute)\n- **Inputs:** User context; [references/INTAKE.md](references/INTAKE.md).\n- **Actions:** Confirm the primary objective and target segment(s). Run a readiness gate: do you have activation/usage depth + identity/account mapping to create reliable signals? Capture constraints (sales capacity, SLA expectations, privacy/compliance).\n- **Outputs:** Context snapshot + readiness verdict (Ready / Needs prerequisites) + assumptions/unknowns.\n- **Checks:** Objective is measurable; segment is explicit; prerequisites and constraints are documented.\n\n### 2) Map the PLS funnel and decide where sales intervenes\n- **Inputs:** Current PLG funnel, user journey, pricing/packaging, sales coverage model.\n- **Actions:** Map stages from first value → sustained usage → qualification → sales assist → purchase/expansion → onboarding. Pick intervention points where a human can increase deal size or reduce time-to-value, and define guardrails to keep a low-touch path intact.\n- **Outputs:** PLS funnel + intervention points + guardrails + ownership map (RACI).\n- **Checks:** Low-touch conversion path remains viable; ownership is explicit at every stage.\n\n### 3) Choose the qualified unit (PQL vs PQA) and write the definition\n- **Inputs:** Buyer/user model, account structure, pricing driver (seats/usage).\n- **Actions:** Decide the qualified unit:\n  - **PQL** for user-led buying (a user’s intent/need)\n  - **PQA** for account-led expansion (account adoption/coordination)\n  Write a crisp definition: required signals + thresholds + exclusions.\n- **Outputs:** PQL/PQA definition (inclusion/exclusion + examples).\n- **Checks:** Definition is computable from data, not vibes; includes anti-gaming/false-positive controls.\n\n### 4) Build the signal spec, scoring, and routing/SLA rules\n- **Inputs:** Available events/properties, identity graph, sales capacity, CRM workflow.\n- **Actions:** Create a signal catalog (activation/aha, depth, breadth, integrations, invites, admin actions, billing intent). Set thresholds and scoring, define routing (who gets alerted, when), and specify a triage/holdout path for ambiguous signals.\n- **Outputs:** Signal spec table + scoring model + routing + SLA + disposition taxonomy.\n- **Checks:** Signals map to intent and value potential; routing matches capacity; false positives are addressed.\n\n### 5) Design the sales workflow and Product↔Sales feedback loop\n- **Inputs:** Sales roles, CRM fields, enablement constraints.\n- **Actions:** Define the operational workflow: alert delivery, assignment rules, what context reps see, required actions, logging, dispositions, and a weekly tuning loop with Product/RevOps to improve signals and messaging.\n- **Outputs:** Workflow spec + RACI + weekly review agenda.\n- **Checks:** Every alert has a next best action; outcomes are measurable and feed back into tuning.\n\n### 6) Create the usage-triggered outreach kit (helpful, not creepy)\n- **Inputs:** Use case narrative, common objections, signal context.\n- **Actions:** Write email templates that reference helpful context (“noticed you’re setting up X”) without surveillance language. Provide variants for early vs high intent. Add a call opener + discovery prompts anchored to the user’s likely goal.\n- **Outputs:** Outreach kit (emails + call opener + follow-up rules).\n- **Checks:** One clear ask per message; tone is respectful/compliant; personalization uses only approved signals.\n\n### 7) Pilot, measure, iterate, and scale\n- **Inputs:** Draft pack; baseline metrics; pilot constraints.\n- **Actions:** Propose a pilot (segment + duration + sample size), define success metrics and leading indicators (time-to-first-touch, meeting rate, conversion, expansion, retention). Run [references/CHECKLISTS.md](references/CHECKLISTS.md) and score with [references/RUBRIC.md](references/RUBRIC.md). Finalize with **Risks / Open questions / Next steps** and a rollout plan.\n- **Outputs:** Final Product-Led Sales Motion Pack + pilot/measurement plan.\n- **Checks:** Pilot is bounded; dashboards are specified; iteration cadence is scheduled and owned.\n\n## Quality gate (required)\n- Use [references/CHECKLISTS.md](references/CHECKLISTS.md) and [references/RUBRIC.md](references/RUBRIC.md).\n- Always include: **Risks**, **Open questions**, **Next steps**.\n\n## Anti-patterns\n\nAvoid these common failure modes when producing a Product-Led Sales Motion Pack:\n\n1. **Treating every signup as a PQL** — Defining product-qualified leads so broadly that sales gets flooded with low-intent users. PQL/PQA definitions must have exclusion criteria and false-positive controls, not just inclusion signals.\n2. **”Creepy” outreach** — Referencing internal usage data in ways that feel like surveillance (“We noticed you logged in 47 times this week”). Outreach must be helpful and reference only approved, user-facing signals.\n3. **Breaking the self-serve path** — Forcing all users into a sales conversation. The low-touch conversion funnel must remain intact. PLS is a layer on top, not a replacement for self-serve.\n4. **Scoring without instrumentation** — Building an elaborate PQL scoring model on data you do not actually collect. The signal spec must be grounded in available events, with an instrumentation plan for gaps.\n5. **Shipping without a pilot** — Rolling out PLS signals and routing to the full user base without a bounded pilot. Start with one segment, measure, tune thresholds, and only then scale.\n\n## Examples\n\n**Example 1 (trial to sales assist):**\n“Use `product-led-sales`. We’re a B2B analytics tool with a 14-day trial. We get lots of signups but low trial-to-paid. We have usage events and can map users to companies via email domain. Sales: 2 SDRs + 2 AEs. Output: a Product-Led Sales Motion Pack with a PQL definition, routing rules, outreach emails, and a 4-week pilot plan.”\n\n**Example 2 (expansion via PQA):**\n“Use `product-led-sales`. We’re seat-based SaaS. Teams start self-serve at $20/seat but we want to land-and-expand into 100+ seat contracts. We can detect invites, admin setup, and integration activation. Output: a Motion Pack that defines PQAs, scoring, and a sales workflow + outreach kit for expansion.”\n\n**Boundary example (redirect to founder-sales):**\n“We just launched our product and have 20 signups but no paying customers yet. Help me sell to them.”\nResponse: With only 20 signups and no paying customers, you are in founder-led sales mode, not product-led sales. Use `founder-sales` to build an ICP wedge, diagnostic discovery script, and outreach kit for your first customers. Return here once you have meaningful self-serve usage patterns to analyze.\n\n**Boundary example (redirect to enterprise-sales):**\n“We have a $150K deal in flight with a buying committee. The VP of Engineering is our champion but procurement is stalling.”\nResponse: This is an active enterprise deal execution problem with a buying committee and procurement process. Use `enterprise-sales` for buying committee mapping, champion enablement, and procurement/security project management. Product-led sales is about designing the motion that creates pipeline, not closing individual enterprise deals.\n\n**Anti-pattern example:**\n“Write a generic cold outbound sequence for any product and send it to 50,000 people.”\nResponse: This skill is usage-signal-driven and must be targeted and compliant. Request product + ICP + available signals and produce a small, testable sequence and pilot instead.","tags":["product","led","sales","lenny","skills","plus","liqiongyu","agent-skills","ai-agents","automation","claude","codex"],"capabilities":["skill","source-liqiongyu","skill-product-led-sales","topic-agent-skills","topic-ai-agents","topic-automation","topic-claude","topic-codex","topic-prompt-engineering","topic-refoundai","topic-skillpack"],"categories":["lenny_skills_plus"],"synonyms":[],"warnings":[],"endpointUrl":"https://skills.sh/liqiongyu/lenny_skills_plus/product-led-sales","protocol":"skill","transport":"skills-sh","auth":{"type":"none","details":{"cli":"npx skills add liqiongyu/lenny_skills_plus","source_repo":"https://github.com/liqiongyu/lenny_skills_plus","install_from":"skills.sh"}},"qualityScore":"0.474","qualityRationale":"deterministic score 0.47 from registry signals: · indexed on github topic:agent-skills · 49 github stars · SKILL.md body (10,982 chars)","verified":false,"liveness":"unknown","lastLivenessCheck":null,"agentReviews":{"count":0,"score_avg":null,"cost_usd_avg":null,"success_rate":null,"latency_p50_ms":null,"narrative_summary":null,"summary_updated_at":null},"enrichmentModel":"deterministic:skill-github:v1","enrichmentVersion":1,"enrichedAt":"2026-04-22T00:56:24.521Z","embedding":null,"createdAt":"2026-04-18T22:16:56.480Z","updatedAt":"2026-04-22T00:56:24.521Z","lastSeenAt":"2026-04-22T00:56:24.521Z","tsv":"'/false-positive':726 '000':1543 '1':316,418,507,1064,1237 '10':198 '100':1341 '14':1255 '150k':1459 '2':427,575,1102,1283,1285,1310 '20':1383,1398 '20/seat':1331 '3':437,658,1136 '4':449,728,1172,1305 '47':1120 '5':373,461,803,1204 '50':1542 '6':475,872 '7':484,505,952 '8':493 'account':343,673,696,699 'account-l':695 'act':134 'action':523,595,678,746,757,820,834,863,891,965 'activ':169,321,352,1352,1482 'activation/aha':751 'activation/usage':539 'actual':1187 'acv':296,311 'add':105,915 'address':802 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