Sales Pipeline¶

Deal management, qualification frameworks, and sales operations

Overview¶

Sales pipeline management including deal stages, qualification criteria, proposal templates, and win/loss tracking.

Structure¶

05-sales-pipeline/
├── qualification/          # Lead qualification frameworks
├── discovery/              # Discovery call resources
├── assessment/             # Assessment and scoping materials
├── proposal/               # Proposal templates and examples
├── negotiation/            # Negotiation playbooks
├── closed-won/             # Won deal documentation
├── closed-lost/            # Lost deal analysis
└── templates/              # Sales document templates

Pipeline Stages¶

┌──────────────┬──────────────┬──────────────┬──────────────┬──────────────┬──────────────┐
│ QUALIFICATION│   DISCOVERY  │  ASSESSMENT  │   PROPOSAL   │ NEGOTIATION  │    CLOSED    │
│     (10%)    │    (20%)     │    (40%)     │    (60%)     │    (80%)     │   (100/0%)   │
├──────────────┼──────────────┼──────────────┼──────────────┼──────────────┼──────────────┤
│ Initial fit  │ Pain points  │ Technical    │ Solution     │ Terms        │ Won or       │
│ assessment   │ identified   │ scoping      │ presented    │ finalized    │ Lost         │
└──────────────┴──────────────┴──────────────┴──────────────┴──────────────┴──────────────┘

Subdirectories¶

qualification/¶

Lead qualification frameworks and scoring criteria.

BANT Framework: - Budget: Is there allocated budget or can budget be created? - Authority: Is the contact a decision-maker or influencer? - Need: Is there a clear, urgent business need? - Timeline: Is there a defined timeline for decision/implementation?

Qualification Criteria:

Criteria	Must Have	Nice to Have
Budget	Identified or identifiable	Allocated
Authority	Access to decision-maker	Direct contact with DM
Need	Expressed pain point	Quantified impact
Timeline	Within 6 months	Within 90 days
ICP Fit	Industry + size match	Full ICP alignment

discovery/¶

Discovery call resources and question frameworks.

Discovery Questions by Persona:

IT Director: - What's your biggest security concern right now? - How do you handle compliance requirements? - What's your relationship with your current MSP? - What would need to change to consider a new partner?

CFO/Controller: - How do you currently allocate IT budget? - Have you experienced any security incidents? - What's the cost of your current IT operations? - How do you measure IT ROI?

Managing Partner: - How do you protect client confidentiality? - What compliance requirements impact your firm? - How does IT affect attorney productivity?

assessment/¶

Assessment and technical scoping materials.

Assessment Types:

Assessment	Duration	Deliverable	Typical Value
Security Posture	1-2 weeks	Risk report	$5,000-$15,000
Compliance Gap	2-3 weeks	Gap analysis	$8,000-$20,000
IT Strategy	2-4 weeks	Roadmap	$10,000-$25,000
Vendor Evaluation	1-2 weeks	Comparison matrix	$5,000-$12,000

proposal/¶

Proposal templates and winning examples.

Proposal Structure: 1. Executive Summary 2. Understanding of Needs 3. Proposed Solution 4. Scope of Work 5. Timeline and Milestones 6. Investment Summary 7. Why SBK 8. Next Steps

Proposal Templates: - Assessment Proposal - Managed Services Proposal - vCISO Engagement Proposal - Project-Based Proposal

negotiation/¶

Negotiation playbooks and objection handling.

Common Objections:

Objection	Response Strategy
"Too expensive"	ROI focus, cost of breach/failure
"We have internal IT"	Augmentation, expertise gaps
"Already have MSP"	Vendor-neutral differentiation
"Not a priority"	Compliance deadline, risk exposure
"Need to think about it"	Specific concerns, timeline

closed-won/¶

Won deal documentation and success patterns.

Documentation Requirements: - Final signed contract - Success factors analysis - Handoff to delivery checklist - Initial scope and timeline - Key stakeholders

closed-lost/¶

Lost deal analysis and improvement tracking.

Loss Reason Categories: - Price/budget - Timing/priority - Competitor - No decision - Lost contact - Scope mismatch

Win/Loss Analysis Template: - Opportunity overview - Competitive situation - Decision criteria - Loss/win factors - Lessons learned - Recommendations

templates/¶

Sales document templates.

Available Templates: - Discovery call guide - Proposal template - SOW template - Pricing calculator - ROI calculator - Reference request

Sales Metrics¶

Pipeline Metrics¶

Metric	Target	Frequency
Pipeline Value	$2M+	Weekly
Qualified Opportunities	15+ active	Weekly
Win Rate	35%+	Monthly
Average Deal Size	$25,000+	Monthly
Sales Cycle Length	<60 days	Monthly
SQL to Close	30%+	Quarterly

Activity Metrics¶

Activity	Target	Frequency
Discovery Calls	10/week	Weekly
Proposals Sent	4/week	Weekly
Follow-up Touches	25/day	Daily
Assessments Scheduled	2/week	Weekly

Deal Velocity Formula¶

Deal Velocity = (# Opportunities × Win Rate × Avg Deal Size) / Sales Cycle Length

Target: $100,000+ in monthly pipeline velocity

Skills Integration¶

Primary Skill: Strategic Business Planning¶

The strategic-business-planning skill powers sales operations with qualification frameworks, pipeline modeling, and revenue forecasting.

Invoke: Load when configuring qualification criteria, forecasting pipeline, or analyzing win/loss patterns.

Key Capabilities: - Multi-framework qualification (BANT, MEDDIC, CHAMP) - Pipeline velocity modeling - Win/loss pattern analysis - Revenue forecasting with Monte Carlo simulation - Deal scoring and prioritization

Secondary Skill: Lead Intelligence¶

The lead-intelligence skill supports lead qualification and handoff workflows.

Invoke: Load when scoring leads for sales readiness or configuring MQL→SQL handoff.

Key Capabilities: - Lead scoring for sales qualification - Engagement tracking and scoring - Sales handoff automation - Account-level intelligence

SDK Integration¶

from sbp.sdk.gtm import LeadScorer, ICPDefinition
from sbp.sdk import MonteCarloEngine, SaaSAssumptions
from sbp.sdk.orchestration import DurableContext, durable_handler
from lead_intelligence import LeadIntelligence, FunnelAnalytics

# Initialize components
scorer = LeadScorer(framework="MEDDIC")
leads = LeadIntelligence()
funnel = FunnelAnalytics()

# MEDDIC qualification scoring
@durable_handler
async def qualify_opportunity(ctx: DurableContext, lead_id: str):
    """Qualify opportunity using MEDDIC framework."""

    lead = await ctx.call(leads.get, lead_id)

    # Score MEDDIC criteria
    qualification = await ctx.call(scorer.score_meddic, lead, {
        "metrics": {
            "quantified_pain": True,
            "expected_roi": "35%",
            "success_criteria": ["pass_hipaa_audit", "reduce_risk_exposure"]
        },
        "economic_buyer": {
            "identified": True,
            "engaged": True,
            "support_level": "champion"
        },
        "decision_criteria": {
            "technical": ["vendor_neutral", "enterprise_expertise"],
            "business": ["compliance_deadline", "cost_reduction"]
        },
        "decision_process": {
            "stages": ["discovery", "assessment", "proposal", "legal", "close"],
            "current_stage": "assessment"
        },
        "identify_pain": {
            "primary": "compliance_burden",
            "impact": "$50K annual risk exposure",
            "urgency": "high"
        },
        "champion": {
            "identified": True,
            "influence": "high",
            "commitment": "active"
        }
    })

    if qualification.score >= 70:
        await ctx.call(leads.update_stage, lead_id, "sql")
        return {"status": "qualified", "score": qualification.score}
    else:
        return {"status": "needs_development", "gaps": qualification.gaps}

# Pipeline forecasting with Monte Carlo
assumptions = SaaSAssumptions(
    monthly_sqls=(15, 20, 30),
    sql_to_close_rate=(0.30, 0.05),
    average_deal_size=(25000, 0.3),
    sales_cycle_days=(45, 60, 90)
)
engine = MonteCarloEngine(assumptions, months=12)
forecast = engine.run_simulation(n_simulations=10000)

# Funnel analysis
metrics = await funnel.analyze(
    stages=["mql", "sql", "opportunity", "proposal", "negotiation", "closed_won"],
    date_range=DateRange(months=6)
)

Subskills Reference¶

Subskill	Skill	Purpose
`@sales-pipeline.md`	SBP	BANT/MEDDIC/CHAMP frameworks
`@financial-modeling.md`	SBP	Pipeline forecasting
`@risk-assessment.md`	SBP	Deal risk analysis
`@qualification-frameworks.md`	LI	Automated qualification
`@sales-handoff.md`	LI	MQL→SQL handoff workflows
`@funnel-analytics.md`	LI	Full-funnel conversion
`@predictive-analytics.md`	LI	Win probability prediction