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enterprise-sales

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English
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Translation

Chinese

Enterprise Sales

企业销售

Scope

适用范围

Covers
  • Running a single enterprise deal (mid-market → enterprise) from qualification to signature
  • Mapping the buying committee and empowering a champion
  • Preventing “no decision” outcomes (status quo / ghosting) with decision enablement + MAP
  • Procurement + contracting workflows (forms, vendor onboarding, preferred-vendor objections)
  • Security reviews + security questionnaires (packaging answers, coordinating stakeholders)
  • POCs/pilots framed as a business case + ROI model (not just technical fit)
  • Product-led sales escalation (self-serve usage → enterprise expansion narrative)
When to use
  • “Build a mutual action plan for an enterprise deal.”
  • “My deal is stuck in procurement/security—help me run it.”
  • “We need a champion kit for IT/legal/economic buyer.”
  • “They want a POC—help me scope it and build the ROI case.”
  • “We have usage but can’t convert to enterprise—build an escalation story.”
When NOT to use
  • You’re still validating ICP / first customers (use 
    founder-sales
    )
  • This is a transactional SMB sale without buying committee / procurement / security
  • You need legal advice or final contract language (coordinate with counsel)
  • You’re building a full sales org / forecasting system (use 
    building-sales-team
    )
涵盖内容
  • 覆盖从资格审核到签约的单个企业交易（中大型→企业级）
  • 绘制采购委员会图谱并赋能内部支持者
  • 通过决策赋能+MAP避免“无决策”结果（维持现状/失联）
  • 采购+合同流程（表单、供应商入驻、优选供应商异议处理）
  • 安全审核+安全问卷（整理答案、协调相关方）
  • 将POC/试点打造为商业案例+ROI模型（而非仅技术适配性测试）
  • 产品驱动的销售升级（自助使用→企业级拓展叙事）
适用场景
  • “为某笔企业交易制定共同行动计划。”
  • “我的交易卡在采购/安全环节了——帮我推进。”
  • “我们需要针对IT/法务/经济采购方的支持者工具包。”
  • “他们要求做POC——帮我规划范围并构建ROI案例。”
  • “我们已有用户使用但无法转化为企业级客户——构建升级拓展方案。”
不适用场景
  • 你仍在验证理想客户画像（ICP）/首批客户（请使用
    founder-sales
    ）
  • 这是无采购委员会/采购/安全环节的中小客户（SMB）交易型销售
  • 你需要法律咨询或最终合同条款（请与法务团队协调）
  • 你正在搭建完整的销售团队/预测系统（请使用
    building-sales-team
    ）

Inputs

输入信息

Minimum required
  • Product + value: what it does, for whom, and the measurable outcome
  • Account: company, segment, current state (existing tools/workflows), urgency/trigger
  • Deal context: target package/ACV range, desired timeline, stage, and what “closed-won” means
  • Stakeholders known so far: champion candidate, economic buyer, IT/security, legal/procurement, users
  • Current friction: what is blocking progress (no decision risk, procurement, security, POC request, etc.)
  • Constraints: what you can offer (pilot scope, services, security docs), internal resourcing, red lines
Missing-info strategy
  • Ask up to 5 questions from references/INTAKE.md.
  • If answers aren’t available, proceed with explicit assumptions and label unknowns in Assumptions & unknowns, plus a short Validation plan.
必填信息
  • 产品+价值：功能、受众、可衡量的成果
  • 客户账户：公司、细分领域、当前状态（现有工具/流程）、紧迫性/触发因素
  • 交易背景：目标套餐/ACV范围、预期timeline、阶段、“赢单”的定义
  • 已知相关方：潜在支持者、经济采购方、IT/安全、法务/采购、用户
  • 当前阻碍：阻碍进展的因素（无决策风险、采购、安全、POC请求等）
  • 约束条件：可提供的内容（试点范围、服务、安全文档）、内部资源、红线
缺失信息处理策略
  • 从references/INTAKE.md中提出最多5个问题。
  • 如果无法获取答案，基于明确假设推进，并在假设与未知信息部分标注未知项，同时附上简短的验证计划。

Outputs (deliverables)

输出成果（交付物）

Produce an Enterprise Deal Execution Pack in Markdown (in-chat; or as files if requested):
  1. Deal snapshot (account, use case, stage, timeline, success definition)
  2. Buying committee map + champion plan (roles, incentives, concerns, next actions)
  3. Champion enablement kit (internal pitch + stakeholder one-pagers + objection answers)
  4. Decision enablement plan (reduce “no decision”: do-nothing cost + decision guide + MAP)
  5. POC/pilot plan + ROI business case (30-day plan; success metrics; ROI model; decision criteria)
  6. Procurement + security packet plan (forms tracker, required docs, owners, timelines)
  7. Close + implementation handoff (commercials, signature plan, kickoff + first value milestones)
  8. Risks / Open questions / Next steps (always included)
Templates: references/TEMPLATES.md
生成Markdown格式的企业交易执行包（聊天内展示；或按需生成文件）：
  1. 交易快照（客户账户、用例、阶段、timeline、成功定义）
  2. 采购委员会图谱+支持者方案（角色、激励因素、顾虑、后续行动）
  3. 支持者赋能工具包（内部推介材料+相关方单页文档+异议解答）
  4. 决策赋能计划（降低“无决策”风险：无行动成本+决策指南+MAP）
  5. POC/试点计划+ROI商业案例（30天计划；成功指标；ROI模型；决策标准）
  6. 采购+安全资料包计划（表单追踪器、所需文档、负责人、timeline）
  7. 签约+实施交接（商务条款、签约计划、启动会+首个价值里程碑）
  8. 风险/未解决问题/后续步骤（必含项）
模板：references/TEMPLATES.md

Workflow (7 steps)

工作流程（7步）

1) Intake + enterprise qualification (what “enterprise” means here)

1) 信息收集+企业级资格审核（此处“企业级”的定义）

  • Inputs: User context; references/INTAKE.md.
  • 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).
  • Outputs: Deal snapshot + assumptions/unknowns + validation plan.
  • Checks: There is a clear outcome, buyer, and timeline (even if assumed).
  • 输入：用户提供的背景信息；references/INTAKE.md。
  • 行动：确认交易类型（采购委员会、采购/安全、ACV、timeline）。记录核心用例和预期业务成果。识别首要停滞风险（无决策/采购/安全/POC）。
  • 输出：交易快照+假设与未知信息+验证计划。
  • 检查项：具备明确的成果、采购方和timeline（即使是假设的）。

2) Map the buying committee + pick the champion

2) 绘制采购委员会图谱+选定内部支持者

  • Inputs: Account org context; known stakeholders.
  • 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.
  • Outputs: Buying committee map + champion plan (what the champion needs next).
  • Checks: A single “primary champion” is named (or a plan to find one within 1–2 calls).
  • 输入：客户组织背景；已知相关方。
  • 行动：构建采购委员会图谱（5-7个常见角色）并确定内部支持者（可推动内部共识的人员）。定义每个相关方的目标、风险和所需证据。
  • 输出：采购委员会图谱+支持者方案（支持者下一步所需内容）。
  • 检查项：已指定单一“主要支持者”（或计划在1-2次沟通内确定）。

3) Arm the champion (enable internal selling)

3) 赋能内部支持者（支持其内部销售）

  • Inputs: Use case, value narrative, stakeholder concerns.
  • 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).
  • Outputs: Champion enablement kit.
  • Checks: The champion can forward/share these materials without editing (copy/paste ready).
  • 输入：用例、价值叙事、相关方顾虑。
  • 行动：生成支持者赋能工具包：内部推介备忘录、相关方单页文档（IT/安全、采购、法务、经济采购方）、异议/FAQ解答。包含证明材料（案例研究、安全文档列表、ROI假设）。
  • 输出：支持者赋能工具包。
  • 检查项：支持者无需编辑即可转发/分享这些材料（直接可用）。

4) Beat “no decision” with decision enablement + MAP

4) 通过决策赋能+MAP避免“无决策”结果

  • Inputs: Current stage; risks; target decision date.
  • 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).
  • Outputs: Decision enablement plan + MAP.
  • Checks: MAP includes a decision meeting date and explicit buyer commitments (not just seller tasks).
  • 输入：当前阶段；风险；目标决策日期。
  • 行动：明确“不采取行动”的后果（成本、风险、错失的目标）。定义需做出的决策、选项和决策标准。制定共同行动计划（MAP），包含日期、负责人和所需输出（含采购/安全里程碑）。
  • 输出：决策赋能计划+MAP。
  • 检查项：MAP包含决策会议日期和明确的采购方承诺（而非仅卖方任务）。

5) Design the POC/pilot as a business case (not a feature test)

5) 将POC/试点设计为商业案例（而非功能测试）

  • Inputs: POC request; success criteria; data available; integration constraints.
  • 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.
  • Outputs: POC/pilot plan + ROI model + decision criteria.
  • Checks: The pilot produces a decision-ready business case, not just “it works.”
  • 输入：POC请求；成功标准；可用数据；集成约束。
  • 行动：将POC重构为30天试点，共同创建商业案例/ROI模型。定义可衡量的成功指标、所需数据、职责和决策标准。如有必要，提议付费试点/POC作为诚意筛选条件。
  • 输出：POC/试点计划+ROI模型+决策标准。
  • 检查项：试点产出可用于决策的商业案例，而非仅验证“功能可用”。

6) Run procurement + security like a project (do the paperwork)

6) 像管理项目一样推进采购+安全流程（完成文书工作）

  • Inputs: Procurement process; security requirements; contract constraints.
  • 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.
  • Outputs: Procurement/security tracker + packet checklist + comms plan.
  • Checks: Owners and dates exist for every procurement/security task; blockers are explicit.
  • 输入：采购流程；安全要求；合同约束。
  • 行动：创建表单、安全问卷和供应商入驻步骤的追踪器。主动提出预填采购方表单以减轻其负担。准备极简安全资料包清单并协调内部专家。酌情考虑合同结构选项（如服务与软件协议分离）——但不提供法律咨询。
  • 输出：采购/安全追踪器+资料包清单+沟通计划。
  • 检查项：每个采购/安全任务都有负责人和日期；阻碍因素已明确。

7) Quality gate + finalize (close-to-implementation)

7) 质量审核+最终定稿（从签约到实施）

  • Inputs: Draft pack.
  • Actions: Run references/CHECKLISTS.md and score with 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.
  • Outputs: Final Enterprise Deal Execution Pack.
  • Checks: Next steps are executable this week; assumptions are explicit; “no decision” risk is actively managed.
  • 输入：执行包草稿。
  • 行动：使用references/CHECKLISTS.md并通过references/RUBRIC.md评分。添加签约计划（签约人、时间）和实施交接方案（启动会、首个价值里程碑）。务必包含风险/未解决问题/后续步骤。
  • 输出：最终版企业交易执行包。
  • 检查项：后续步骤可在本周执行；假设已明确；“无决策”风险已得到主动管理。

Quality gate (required)

质量审核（必填）

  • Use references/CHECKLISTS.md and references/RUBRIC.md.
  • Always include: Risks, Open questions, Next steps.
  • 使用references/CHECKLISTS.md和references/RUBRIC.md。
  • 务必包含：风险、未解决问题、后续步骤。

Examples

示例

Example 1 (procurement + security stall):
“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.”
Example 2 (POC request, ROI focus):
“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.”
Boundary example:
“Just write a generic enterprise sales script that closes anyone.”
Response: explain 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.
示例1（采购+安全停滞）：
“使用
enterprise-sales
。我们正向一家拥有5000名员工的金融科技公司销售工作流自动化工具。我们在运营部门有一位内部支持者，但采购部门发送了供应商入驻表单，安全部门要求提供问卷+SOC 2报告。输出：包含MAP、采购/安全追踪器和支持者赋能单页文档的企业交易执行包。”
示例2（POC请求，聚焦ROI）：
“使用
enterprise-sales
。某医疗企业要求做POC。目标ACV为12万美元。他们要求进行技术测试，但我们希望将其打造为商业案例试点。输出：包含成功指标、ROI模型和可用于决策的商业案例的30天试点计划。”
边界示例：
“只需写一个能搞定所有客户的通用企业销售脚本。”
回复：说明此技能针对特定交易且基于证据驱动；请求提供客户账户背景+相关方信息，然后生成定制化的MAP、支持者工具包和试点/商业案例计划。