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founder-sales

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English
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Translation

Chinese

Founder Sales

创始人销售

Scope

适用范围

Covers
  • Founder-led sales for early-stage products (typically pre-seed → Series A)
  • Getting initial design partners / first customers (incl. first 10–30)
  • Outbound + warm intro outreach design (not high-scale automation)
  • Diagnostic discovery (problem-first; demo later)
  • Decision enablement (your #1 competitor is often “no decision”)
  • Closing-to-activation (white-glove onboarding to prevent “yes → silence”)
  • Building a simple, repeatable learning loop (message → calls → iteration)
When to use
  • “Help me get my first customers / first 10 customers.”
  • “Create a founder-led sales playbook.”
  • “Write a discovery call script (diagnostic, no demo).”
  • “Create an outreach sequence for my ICP.”
  • “Prospects go dark / end in no decision—help me close with a clear next step.”
  • “We close deals but onboarding stalls—create an activation/implementation plan.”
When NOT to use
  • You need to define the product, ICP, or positioning from scratch (do that first; then return here)
  • You’re scaling a full sales org (SDRs, AEs, quotas, forecasting, territories) rather than founder-led learning
  • You want scraped lead lists, spammy outreach, or anything deceptive/manipulative
  • You need legal/privacy/security advice or contract language (coordinate with qualified experts)
涵盖
  • 早期产品（通常是种子前→A轮阶段）的创始人主导销售
  • 获取初始设计合作伙伴/首批客户（包括前10–30位）
  • 转介绍+冷启动触达方案设计（非大规模自动化）
  • 诊断式挖掘（先聚焦问题，后演示产品）
  • 决策支持（你的头号竞争对手往往是“无决策”）
  • 从成交到激活（专属定制式入职，避免“答应后沉默”）
  • 搭建简单可重复的学习闭环（信息→沟通→迭代）
适用场景
  • “帮我获取首批客户/前10位客户。”
  • “创建一份创始人主导的销售手册。”
  • “撰写诊断式挖掘沟通脚本（仅诊断，无产品演示）。”
  • “为我的ICP创建触达序列。”
  • “潜在客户失联/最终无决策——帮我设计清晰的下一步动作促成成交。”
  • “我们能成交但入职停滞——创建激活/实施计划。”
不适用场景
  • 你需要从零开始定义产品、ICP或定位（先完成这些，再使用本工具）
  • 你正在规模化完整的销售团队（SDR、AE、配额、预测、区域划分），而非创始人主导的学习阶段
  • 你需要抓取的线索清单、垃圾式触达或任何具有欺骗性/操控性的手段
  • 你需要法律/隐私/安全建议或合同条款（请联系专业人士）

Inputs

输入要求

Minimum required
  • Product: what it does, for whom, and the core “pain → outcome”
  • ICP hypothesis: target roles + company type (and who pays vs who uses)
  • Stage + goal: “first X customers” and timeframe (e.g., 10 customers in 8 weeks)
  • Offer: pricing hypothesis (or pilot structure) + what “success” looks like in 30 days
  • Proof: founder credibility and 1–3 proof points (results, prior work, early users)
  • Constraints: founder time per week + preferred channels (warm intros, email, LinkedIn, communities)
Missing-info strategy
  • Ask up to 5 questions from references/INTAKE.md.
  • If answers aren’t available, proceed with explicit assumptions and label unknowns. Include an Assumptions & unknowns section and a short Validation plan.
最低必填项
  • 产品：功能、服务对象、核心“痛点→成果”链路
  • ICP假设：目标角色+企业类型（以及付费方vs使用者）
  • 阶段+目标：“获取X位首批客户”及时间范围（例如8周内获取10位客户）
  • 报价：定价假设（或试点方案）+30天内“成功”的定义
  • 背书：创始人可信度及1–3个证明点（成果、过往工作、早期用户）
  • 约束条件：创始人每周可投入时间+偏好渠道（转介绍、邮件、LinkedIn、社群）
信息缺失处理策略
  • 从references/INTAKE.md中最多提出5个问题。
  • 若无法获取答案，基于明确假设推进，并标注未知项。需包含假设与未知项章节及简短的验证计划。

Outputs (deliverables)

输出成果

Produce a Founder Sales Sprint Pack in Markdown (in-chat; or as files if requested):
  1. Context snapshot (stage, goal, constraints, time box)
  2. ICP wedge + founder POV (who, what pain, why now, why you, what you won’t do)
  3. Targeting plan + target list (criteria + initial list table + next actions)
  4. Outreach kit (warm intro request + cold message + follow-ups + meeting ask)
  5. Diagnostic discovery kit (agenda + question bank + call notes template; “no demo first”)
  6. Decision enablement kit (reduce “no decision”: decision guide + risk reversal + mutual action plan)
  7. White-glove activation plan (implementation checklist + 30-day success plan + follow-up cadence)
  8. Learning loop (tracking + weekly review + message iteration plan)
  9. Risks / Open questions / Next steps (always included)
Templates: references/TEMPLATES.md
生成Markdown格式的创始人销售冲刺包（可在对话中直接提供；或按需生成文件）：
  1. 背景快照（阶段、目标、约束条件、时间范围）
  2. ICP精准定位+创始人视角（目标客户、痛点、为何现在选择你、你的边界）
  3. 目标客户计划+清单（筛选标准+初始清单表格+下一步动作）
  4. 触达工具包（转介绍请求+冷启动消息+跟进内容+会议邀约）
  5. 诊断式挖掘工具包（议程+问题库+通话记录模板；“先不演示产品”）
  6. 决策支持工具包（打破“无决策”：决策指南+风险逆转方案+共同行动计划（MAP））
  7. 专属定制激活计划（实施清单+30天成功计划+跟进节奏）
  8. 学习闭环（追踪+每周复盘+信息迭代计划）
  9. 风险/待解决问题/下一步动作（必含章节）
模板：references/TEMPLATES.md

Workflow (7 steps)

工作流程（7步）

1) Intake + stage gating (founder-led focus)

1) 信息收集+阶段确认（聚焦创始人主导）

  • Inputs: User context; references/INTAKE.md.
  • Actions: Confirm the goal (e.g., first 10 customers), time box, ICP hypothesis, and founder availability. Identify “must-not-do” constraints (ethics, brand, compliance). Decide what a successful 30-day customer outcome looks like.
  • Outputs: Context snapshot + success definition + constraints list.
  • Checks: The goal is measurable and time-boxed (who/what/by when). Founder involvement is explicit.
  • 输入：用户背景；references/INTAKE.md
  • 动作：确认目标（例如获取前10位客户）、时间范围、ICP假设及创始人可投入时间。明确“禁止动作”约束（道德、品牌、合规）。定义30天客户成功的标准。
  • 输出：背景快照+成功定义+约束条件清单
  • 检查项：目标可衡量且有时间限制（谁/什么/何时）。创始人参与度明确。

2) Craft the founder POV + ICP wedge

2) 打造创始人视角+ICP精准定位

  • Inputs: Product + founder credibility + early signals.
  • Actions: Write a founder POV that leads with insight (not features): the problem, why existing approaches fail, and why now. Tighten to 1 primary ICP wedge (plus 1 secondary) with exclusion criteria.
  • Outputs: ICP wedge statement + founder POV one-pager.
  • Checks: A target buyer can self-identify in 10 seconds. The POV is specific enough to repel non-ICP prospects.
  • 输入：产品信息+创始人可信度+早期信号
  • 动作：撰写以洞察为核心（而非功能）的创始人视角：问题所在、现有方案的不足、为何现在选择你。聚焦1个核心ICP精准定位方向（加1个次要方向），并明确排除标准。
  • 输出：ICP精准定位声明+创始人视角单页文档
  • 检查项：目标客户能在10秒内自我识别。视角足够具体，可筛选非ICP潜在客户。

3) Targeting + outreach plan (warm first, then cold)

3) 目标客户定位+触达计划（先转介绍，后冷启动）

  • Inputs: ICP wedge; channel constraints; any existing network.
  • Actions: Define targeting criteria and build an initial target list. Create a “warm intro ask” and a cold outreach sequence designed for learning, not volume. Specify personalization hooks (“budding moments”) to test in messaging.
  • Outputs: Target list table + outreach kit (warm + cold + follow-ups).
  • Checks: Each message has a single clear ask and a believable reason for the recipient to respond.
  • 输入：ICP精准定位方向；渠道约束；现有人脉资源
  • 动作：定义目标客户筛选标准并创建初始清单。设计以“学习”为核心而非“规模化”的转介绍请求及冷启动触达序列。指定可在信息中测试的个性化钩子（“契机点”）。
  • 输出：目标客户清单表格+触达工具包（转介绍+冷启动+跟进内容）
  • 检查项：每条信息都有单一清晰的诉求，且能让收件人有合理的回复理由。

4) Run diagnostic discovery (no demo first)

4) 执行诊断式挖掘（先不演示产品）

  • Inputs: Discovery goals; references/TEMPLATES.md (Discovery kit).
  • Actions: Write a diagnostic call script that keeps the first conversation problem-first. Use questions that help the buyer self-diagnose and quantify impact. Capture language verbatim for future messaging.
  • Outputs: Discovery agenda + question bank + call notes template.
  • Checks: The script does not default to a product demo. The call ends with a concrete next step.
  • 输入：挖掘目标；references/TEMPLATES.md（挖掘工具包）
  • 动作：撰写以问题为核心的诊断式沟通脚本。通过问题引导客户自我诊断并量化影响。逐字记录客户语言用于后续信息迭代。
  • 输出：挖掘议程+问题库+通话记录模板
  • 检查项：脚本不会默认进行产品演示。沟通结束时有明确的下一步动作。

5) Beat “no decision” with decision enablement

5) 借助决策支持打破“无决策”困局

  • Inputs: Common objections; buyer risk profile; desired next step.
  • Actions: Create decision-enablement assets: (a) a short decision guide (options + criteria), (b) a risk-reversal / pilot framing, and (c) a mutual action plan (MAP) that makes the path forward easy and safe.
  • Outputs: Decision enablement kit (decision guide + risk reversal + MAP).
  • Checks: The buyer has a low-risk path to try/decide. The “do nothing” option is explicitly contrasted with its cost.
  • 输入：常见异议；客户风险偏好；期望的下一步动作
  • 动作：创建决策支持工具：(a) 简短决策指南（选项+筛选标准），(b) 风险逆转/试点方案，(c) 共同行动计划（MAP），让前进路径简单且安全。
  • 输出：决策支持工具包（决策指南+风险逆转方案+MAP）
  • 检查项：客户有低风险的尝试/决策路径。明确对比“不采取行动”的成本。

6) Close-to-activation (white-glove implementation)

6) 从成交到激活（专属定制实施）

  • Inputs: What “implemented” means; onboarding steps; resources available.
  • Actions: Define activation milestones and an onboarding plan. Prevent “yes → silence” by scheduling implementation during the close, assigning owners, and creating a follow-up cadence. Treat the sale as complete only after activation.
  • Outputs: Activation/implementation checklist + 30-day success plan + follow-up cadence.
  • Checks: Every “closed” customer has a scheduled kickoff and clear activation criteria.
  • 输入：“已实施”的定义；入职步骤；可用资源
  • 动作：定义激活里程碑及入职计划。通过在成交阶段就安排实施、分配负责人、创建跟进节奏，避免“答应后沉默”。仅在客户完成激活后视为销售完成。
  • 输出：激活/实施清单+30天成功计划+跟进节奏
  • 检查项：每位“成交”客户都有已安排的启动会及清晰的激活标准。

7) Quality gate + finalize (learning loop)

7) 质量审核+最终定稿（学习闭环）

  • Inputs: Draft pack.
  • Actions: Run references/CHECKLISTS.md and score with references/RUBRIC.md. Add a lightweight tracking + weekly review loop. Always include Risks / Open questions / Next steps and a short validation plan.
  • Outputs: Final Founder Sales Sprint Pack.
  • Checks: Assumptions are explicit; next steps are executable; artifacts are copy/paste ready.
  • 输入：冲刺包草稿
  • 动作：使用references/CHECKLISTS.md及references/RUBRIC.md进行审核评分。添加轻量化的追踪+每周复盘闭环。必须包含风险/待解决问题/下一步动作及简短的验证计划。
  • 输出：最终版创始人销售冲刺包
  • 检查项：假设明确；下一步动作可执行；所有文档可直接复制使用。

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及references/RUBRIC.md。
  • 必须包含：风险、待解决问题、下一步动作。

Examples

示例

Example 1 (first 10 customers, B2B SaaS):
“Use 
founder-sales
. We’re building scheduling automation for outpatient clinics. Goal: 10 paying customers in 8 weeks. ICP: clinic ops managers. Offer: $500/mo pilot. Output: a Founder Sales Sprint Pack with outreach sequences, a diagnostic discovery script, a MAP, and a white-glove onboarding plan.”
Example 2 (design partners, new category):
“Use 
founder-sales
. We’re a security workflow tool for SOC teams. Goal: 6 design partners in 6 weeks. We have strong founder credibility but no case studies yet. Output: target list criteria + outreach kit + decision enablement assets that reduce buyer risk.”
Boundary example:
“Write a generic cold email that works for any product, and send 10,000 emails.”
Response: explain this skill is for founder-led learning and ethical, targeted outreach; request an ICP wedge + proof points and produce a small, testable sequence and learning plan instead.
示例1（前10位客户，B2B SaaS）：
“使用
founder-sales
。我们正在为门诊诊所打造日程自动化工具。目标：8周内获取10位付费客户。ICP：诊所运营经理。报价：每月500美元试点方案。输出：包含触达序列、诊断式挖掘脚本、MAP及专属定制入职计划的创始人销售冲刺包。”
示例2（设计合作伙伴，全新品类）：
“使用
founder-sales
。我们是面向SOC团队的安全工作流工具。目标：6周内获取6位设计合作伙伴。我们有很强的创始人可信度，但暂无案例研究。输出：目标客户筛选标准+触达工具包+降低客户风险的决策支持工具。”
边界示例：
“撰写适用于任何产品的通用冷启动邮件，并发送10,000封。”
回复：说明本工具适用于创始人主导的学习及合规精准触达；请提供ICP精准定位方向+背书信息，我们将生成小型可测试的触达序列及学习计划。