{"id":"7d1926f0-6792-42a3-80a8-d24e7bc16184","shortId":"xyFcFc","kind":"skill","title":"enterprise-sales","tagline":"Create an Enterprise Deal Execution Pack (buying committee map, mutual action plan, ROI model).","description":"# Enterprise Sales\n\n## Scope\n\n**Covers**\n- Running a single enterprise deal (mid-market → enterprise) from qualification to signature\n- Mapping the buying committee and empowering a champion\n- Preventing “no decision” outcomes (status quo / ghosting) with decision enablement + MAP\n- Procurement + contracting workflows (forms, vendor onboarding, preferred-vendor objections)\n- Security reviews + security questionnaires (packaging answers, coordinating stakeholders)\n- POCs/pilots framed as a business case + ROI model (not just technical fit)\n- Product-led sales escalation (self-serve usage → enterprise expansion narrative)\n\n**When to use**\n- “Build a mutual action plan for an enterprise deal.”\n- “My deal is stuck in procurement/security—help me run it.”\n- “We need a champion kit for IT/legal/economic buyer.”\n- “They want a POC—help me scope it and build the ROI case.”\n- “We have usage but can’t convert to enterprise—build an escalation story.”\n\n**When NOT to use**\n- You’re still validating ICP / getting first customers (pre-product-market-fit) -> use `founder-sales`\n- This is a transactional SMB sale without buying committee / procurement / security\n- You have self-serve PLG usage and want to convert it into sales pipeline -> use `product-led-sales`\n- You need a lead qualification or scoring framework (MQL/SQL definitions) -> use `sales-qualification`\n- You’re building a channel/partner/reseller deal structure -> use `partnership-bd`\n- You’re building a full sales org / forecasting system (use `building-sales-team`)\n- You need legal advice or final contract language (coordinate with counsel)\n\n## Inputs\n\n**Minimum required**\n- Product + value: what it does, for whom, and the measurable outcome\n- Account: company, segment, current state (existing tools/workflows), urgency/trigger\n- Deal context: target package/ACV range, desired timeline, stage, and what “closed-won” means\n- Stakeholders known so far: champion candidate, economic buyer, IT/security, legal/procurement, users\n- Current friction: what is blocking progress (no decision risk, procurement, security, POC request, etc.)\n- Constraints: what you can offer (pilot scope, services, security docs), internal resourcing, red lines\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 an **Enterprise Deal Execution Pack** in Markdown (in-chat; or as files if requested):\n\n1) **Deal snapshot** (account, use case, stage, timeline, success definition)\n2) **Buying committee map + champion plan** (roles, incentives, concerns, next actions)\n3) **Champion enablement kit** (internal pitch + stakeholder one-pagers + objection answers)\n4) **Decision enablement plan** (reduce “no decision”: do-nothing cost + decision guide + MAP)\n5) **POC/pilot plan + ROI business case** (30-day plan; success metrics; ROI model; decision criteria)\n6) **Procurement + security packet plan** (forms tracker, required docs, owners, timelines)\n7) **Close + implementation handoff** (commercials, signature plan, kickoff + first value milestones)\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 + enterprise qualification (what “enterprise” means here)\n- **Inputs:** User context; [references/INTAKE.md](references/INTAKE.md).\n- **Actions:** Confirm deal type (buying committee, procurement/security, ACV, timeline). Capture the core use case and desired business outcome. Identify the #1 stall risk (no decision vs procurement vs security vs POC).\n- **Outputs:** Deal snapshot + assumptions/unknowns + validation plan.\n- **Checks:** There is a clear outcome, buyer, and timeline (even if assumed).\n\n### 2) Map the buying committee + pick the champion\n- **Inputs:** Account org context; known stakeholders.\n- **Actions:** Build a buying-committee map (5–7 common roles) and identify a champion (the person who can drive internal consensus). Define each stakeholder’s goals, risks, and required evidence.\n- **Outputs:** Buying committee map + champion plan (what the champion needs next).\n- **Checks:** A single “primary champion” is named (or a plan to find one within 1–2 calls).\n\n### 3) Arm the champion (enable internal selling)\n- **Inputs:** Use case, value narrative, stakeholder concerns.\n- **Actions:** Produce a champion enablement kit: internal pitch memo, stakeholder one-pagers (IT/security, procurement, legal, economic buyer), and objection/FAQ answers. Include proof artifacts (case studies, security docs list, ROI assumptions).\n- **Outputs:** Champion enablement kit.\n- **Checks:** The champion can forward/share these materials without editing (copy/paste ready).\n\n### 4) Beat “no decision” with decision enablement + MAP\n- **Inputs:** Current stage; risks; target decision date.\n- **Actions:** Make “do nothing” concrete (cost, risk, missed goals). Define the decision to be made, options, and decision criteria. Build a Mutual Action Plan (MAP) with dates, owners, and required outputs (incl. procurement/security milestones).\n- **Outputs:** Decision enablement plan + MAP.\n- **Checks:** MAP includes a decision meeting date and explicit buyer commitments (not just seller tasks).\n\n### 5) Design the POC/pilot as a business case (not a feature test)\n- **Inputs:** POC request; success criteria; data available; integration constraints.\n- **Actions:** Reframe the POC as a 30-day pilot to co-create a business case/ROI model. Define measurable success metrics, required data, responsibilities, and decision criteria. If appropriate, propose a **paid** pilot/POC as a seriousness filter.\n- **Outputs:** POC/pilot plan + ROI model + decision criteria.\n- **Checks:** The pilot produces a decision-ready business case, not just “it works.”\n\n### 6) Run procurement + security like a project (do the paperwork)\n- **Inputs:** Procurement process; security requirements; contract constraints.\n- **Actions:** Create a tracker for forms, security questionnaires, and vendor onboarding steps. Offer to pre-fill buyer forms to reduce their load. Prepare a minimal security packet checklist and coordinate internal SMEs. Consider contract structuring options (e.g., separate services vs software agreements) where appropriate—without giving legal advice.\n- **Outputs:** Procurement/security tracker + packet checklist + comms plan.\n- **Checks:** Owners and dates exist for every procurement/security task; blockers are explicit.\n\n### 7) Quality gate + finalize (close-to-implementation)\n- **Inputs:** Draft pack.\n- **Actions:** Run [references/CHECKLISTS.md](references/CHECKLISTS.md) and score with [references/RUBRIC.md](references/RUBRIC.md). Add a signature plan (who signs, when) and an implementation handoff (kickoff, first value milestone). Always include **Risks / Open questions / Next steps**.\n- **Outputs:** Final Enterprise Deal Execution Pack.\n- **Checks:** Next steps are executable this week; assumptions are explicit; “no decision” risk is actively managed.\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 an Enterprise Deal Execution Pack:\n\n1. **Single-threading the champion** — Relying on one internal contact without mapping the full buying committee. Champions leave, get overruled, or lose political capital. Always map 5-7 stakeholders and have a backup path.\n2. **POC as a feature demo** — Letting the POC become an open-ended technical evaluation without success criteria, timeline, or a business case. Every pilot must produce a decision-ready ROI model, not just “it works.”\n3. **Treating procurement as passive waiting** — Sending forms and waiting instead of proactively project-managing procurement, security, and legal like a joint workstream with owners, dates, and escalation paths.\n4. **Ignoring “no decision” risk** — Focusing on beating competitors while the real enemy is status quo inertia. The do-nothing cost must be made explicit and concrete with a decision guide and MAP.\n5. **Stopping at signature** — Declaring the deal done at contract signing without an implementation handoff, kickoff plan, or first-value milestones. Failed implementations destroy expansion and references.\n\n## Examples\n\n**Example 1 (procurement + security stall):**\n“Use `enterprise-sales`. We’re selling a workflow automation tool to a 5k-employee fintech. We have a champion in Ops, but procurement sent vendor onboarding forms and security wants a questionnaire + SOC 2. Output: an Enterprise Deal Execution Pack with a MAP, procurement/security tracker, and champion enablement one-pagers.”\n\n**Example 2 (POC request, ROI focus):**\n“Use `enterprise-sales`. A healthcare enterprise wants a POC. ACV target $120k. They’re asking for a technical test, but we want to make it a business-case pilot. Output: a 30-day pilot plan with success metrics, ROI model, and a decision-ready business case.”\n\n**Boundary example (redirect to founder-sales):**\n“We’re pre-seed with no customers yet. Help me figure out how to sell to my first 5 design partners.”\nResponse: This is founder-led early-stage sales, not enterprise deal execution. Use `founder-sales` for ICP wedge development, diagnostic discovery scripts, and a learning-oriented outreach plan for your first customers.\n\n**Boundary example (redirect to product-led-sales):**\n“We have 2,000 self-serve users and want to figure out which ones to reach out to for enterprise contracts.”\nResponse: This is a product-led sales problem about converting PLG usage into pipeline. Use `product-led-sales` to define PQL/PQA signals, routing rules, and a sales-assist workflow. Once you have a qualified enterprise opportunity with a buying committee, return here.\n\n**Anti-pattern example:**\n“Just write a generic enterprise sales script that closes anyone.”\nResponse: This skill is deal-specific and evidence-driven. Request account context + stakeholders and produce a tailored MAP, champion kit, and pilot/business-case plan instead.","tags":["enterprise","sales","lenny","skills","plus","liqiongyu","agent-skills","ai-agents","automation","claude","codex","prompt-engineering"],"capabilities":["skill","source-liqiongyu","skill-enterprise-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/enterprise-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 · 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