B2BB2B企业交易

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	INLINECODE0
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