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sales-qualification

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Sales Qualification

销售资质认证

Scope

适用范围

Covers
  • Defining what “qualified” means for your business (fit + need + access + urgency)
  • Writing explicit disqualification rules to avoid time sinks
  • Creating a qualification scorecard that produces consistent decisions across reps
  • Designing a discovery/qualification call script that surfaces deal reality quickly
  • Setting stage exit criteria + “no next step, no stage” pipeline hygiene rules
  • Implementing a lightweight rollout + measurement plan for adoption
When to use
  • “Our pipeline is full but nothing closes—help us qualify better.”
  • “Create a lead qualification scorecard and disqualification criteria.”
  • “Write a discovery/qualification script for SDRs/AEs.”
  • “Define stage exit criteria so deals don’t rot in CRM.”
  • “We’re spending time on bad-fit leads—create rules to stop it.”
When NOT to use
  • You don’t have an ICP hypothesis or you’re still pre-problem/solution fit (start with 
    founder-sales
    or 
    problem-definition
    )
  • You need a full sales org design (roles, hiring, enablement system) rather than qualification (use 
    building-sales-team
    )
  • You need pricing/packaging strategy, contracting, or legal/security review
  • You want lead scraping/spammy outreach or anything deceptive
涵盖内容
  • 定义业务中的“合格”标准（匹配度+需求+对接权限+紧迫性）
  • 编写明确的淘汰规则以避免时间浪费
  • 创建资质评分卡，确保销售代表的决策一致性
  • 设计挖掘/资质认证通话脚本，快速明确交易实际情况
  • 设置阶段退出标准以及“无下一步则不推进阶段”的销售流程合规规则
  • 实施轻量化的推广与采用情况衡量计划
适用场景
  • “我们的销售线索很多但没有成交——帮我们优化资质认证流程。”
  • “创建线索资质评分卡和淘汰标准。”
  • “为销售开发代表(SDR)/客户顾问(AE)编写挖掘/资质认证话术脚本。”
  • “定义阶段退出标准，避免交易在CRM中停滞。”
  • “我们在不合适的线索上浪费时间——制定规则来阻止这种情况。”
不适用场景
  • 你还没有理想客户画像(ICP)假设，或者仍处于问题/解决方案匹配前的阶段（请从
    founder-sales
    或
    problem-definition
    开始）
  • 你需要完整的销售团队设计（角色、招聘、赋能体系）而非资质认证流程（请使用
    building-sales-team
    ）
  • 你需要定价/包装策略、合同拟定或法律/安全审核
  • 你想要线索抓取/垃圾式触达或任何具有欺骗性的操作

Inputs

输入信息

Minimum required
  • Product + target customer (1 sentence each)
  • ICP hypothesis (industry, size, buyer titles, “not for” exclusions)
  • Sales motion (inbound/outbound/PLG→sales/enterprise) + current stages (if any)
  • Typical deal profile (ACV range, cycle length, required stakeholders)
  • Current pain: what “bad leads” look like (examples of 3–5 recent losses or stalls)
  • Constraints: rep capacity, required response times, tooling (CRM), and handoff (SDR→AE)
Missing-info strategy
  • Ask up to 5 questions from references/INTAKE.md (max 3–5 at a time).
  • If data is missing, proceed with explicit assumptions and ship two variants if needed: (A) “Simple SMB motion” vs (B) “Complex/enterprise motion”.
最低要求信息
  • 产品+目标客户（各一句话）
  • 理想客户画像(ICP)假设（行业、规模、采购者头衔、“非目标”排除项）
  • 销售模式（inbound/outbound/PLG→sales/enterprise）+ 当前阶段（如有）
  • 典型交易概况（ACV范围、周期长度、所需利益相关者）
  • 当前痛点：“不合格线索”的特征（3-5个近期流失或停滞交易的例子）
  • 限制条件：销售代表产能、响应时间要求、工具（CRM）、以及交接流程（SDR→AE）
缺失信息处理策略
  • 从references/INTAKE.md中提出最多5个问题（每次最多3-5个）。
  • 如果数据缺失，基于明确假设推进，必要时提供两个版本：(A)“简单SMB模式” vs (B)“复杂/企业级模式”。

Outputs (deliverables)

输出成果（交付物）

Produce a Sales Qualification Pack in Markdown (in-chat; or as files if requested):
  1. Context snapshot (ICP, motion, constraints, “what qualified means”)
  2. Qualification charter (ICP segments, disqualifiers, qualification criteria, stage exit criteria)
  3. Qualification scorecard (weighted criteria + thresholds + examples)
  4. Discovery/qualification script (agenda, opener, question bank, disqualify talk track)
  5. CRM artifacts (qualification notes template + required fields + pipeline hygiene rules)
  6. Rollout + measurement plan (training, coaching, KPIs, iteration loop)
  7. Risks / Open questions / Next steps (always included)
Templates: references/TEMPLATES.md
生成Markdown格式的销售资质认证包（可在对话中展示；或按需生成文件）：
  1. 背景快照（ICP、销售模式、限制条件、“合格”的定义）
  2. 资质认证章程（ICP细分、淘汰项、资质标准、阶段退出标准）
  3. 资质评分卡（加权标准+阈值+示例）
  4. 挖掘/资质认证脚本（议程、开场语、问题库、淘汰话术）
  5. CRM相关文件（资质记录模板+必填字段+销售流程合规规则）
  6. 推广与衡量计划（培训、指导、关键绩效指标(KPI)、迭代循环）
  7. 风险/待解决问题/下一步行动（必含项）
模板：references/TEMPLATES.md

Workflow (7 steps)

工作流程（7个步骤）

1) Intake + define the qualification decision

1) 信息收集+定义资质认证决策

  • Inputs: User context; references/INTAKE.md; sample deals (won/lost/stalled).
  • Actions: Clarify the decision you’re optimizing for: pursue now, nurture, or disqualify. Define the unit of analysis (lead, account, opportunity) and who qualifies (SDR, AE, founder).
  • Outputs: Context snapshot + decision definitions + assumptions/unknowns.
  • Checks: A rep can answer: “What decision am I making after this call?”
  • 输入：用户背景信息；references/INTAKE.md；样本交易（成交/流失/停滞）。
  • 行动：明确你要优化的决策：立即跟进、培育或淘汰。定义分析单元（线索、客户、机会）以及负责资质认证的人员（SDR、AE、创始人）。
  • 输出：背景快照+决策定义+假设/未知项。
  • 检查标准：销售代表能够回答：“通话结束后我要做出什么决策？”

2) Lock ICP segments + hard disqualifiers (protect time)

2) 锁定ICP细分+硬性淘汰规则（节省时间）

  • Inputs: ICP hypothesis; loss notes; product constraints; pricing guardrails.
  • Actions: Create 1–3 ICP segments (primary/secondary) plus explicit exclusions. Write hard disqualifiers (fast “no” rules) that prevent time waste (e.g., wrong segment, no meaningful pain, cannot access buyer, cannot meet minimum price/value threshold).
  • Outputs: ICP segment table + disqualifier list + a graceful disqualify talk track.
  • Checks: Disqualifiers are observable and can be applied within the first 10–15 minutes.
  • 输入：ICP假设；流失记录；产品限制；定价准则。
  • 行动：创建1-3个ICP细分（主要/次要）以及明确的排除项。编写硬性淘汰规则（快速“拒绝”规则）以避免时间浪费（例如，错误细分、无实际痛点、无法对接采购者、无法达到最低价格/价值阈值）。
  • 输出：ICP细分表+淘汰规则列表+得体的淘汰话术。
  • 检查标准：淘汰规则可观察，且能在通话前10-15分钟内应用。

3) Build the qualification scorecard (fit × need × access × urgency)

3) 构建资质评分卡（匹配度×需求×对接权限×紧迫性）

  • Inputs: ICP + disqualifiers; desired outcomes; buyer risks.
  • Actions: Choose 5–8 criteria and weight them. Add clear scoring anchors (0/1/2/3 or 1–5). Define thresholds for accept, nurture, reject. Add “minimum must-pass” criteria (non-negotiables).
  • Outputs: Qualification scorecard + scoring rules + examples.
  • Checks: Two different reps scoring the same deal should land within ~1 tier (accept/nurture/reject).
  • 输入：ICP+淘汰规则；预期成果；采购者风险。
  • 行动：选择5-8个标准并赋予权重。添加清晰的评分锚点（0/1/2/3或1-5分）。定义接受、培育、拒绝的阈值。添加“必须通过的最低标准”（不可协商项）。
  • 输出：资质评分卡+评分规则+示例。
  • 检查标准：不同销售代表对同一交易的评分应处于同一层级（接受/培育/拒绝）。

4) Define stage exit criteria + “no next step, no stage”

4) 定义阶段退出标准+“无下一步则不推进阶段”

  • Inputs: Current pipeline stages (or create minimal set); scorecard thresholds.
  • Actions: Write stage definitions and exit criteria (what evidence is required to advance). Add pipeline hygiene rules: required fields, maximum stage age, and “no next step, no stage”.
  • Outputs: Stage exit criteria table + hygiene rules + stalled-deal policy.
  • Checks: Every active opportunity has (a) a next step with date, (b) an owner, and (c) a reason it can win.
  • 输入：当前销售流程阶段（或创建最简阶段）；评分卡阈值。
  • 行动：编写阶段定义和退出标准（推进到下一阶段所需的证据）。添加销售流程合规规则：必填字段、阶段最长停留时间、以及“无下一步则不推进阶段”。
  • 输出：阶段退出标准表+合规规则+停滞交易处理政策。
  • 检查标准：每个活跃机会都具备(a)带日期的下一步行动，(b)负责人，(c)可获胜的理由。

5) Create the discovery/qualification script + question bank

5) 创建挖掘/资质认证脚本+问题库

  • Inputs: Scorecard criteria; common loss reasons; buyer workflow.
  • Actions: Draft a 20–30 minute call flow that surfaces: current state, pain/impact, trigger/urgency, stakeholders/decision process, constraints, and next step. Include a disqualify path (“not a fit, here’s what I recommend instead”) and a nurture path.
  • Outputs: Call agenda + opener + question bank mapped to scorecard criteria.
  • Checks: The script reliably produces a decision (accept/nurture/reject) by the end of the call.
  • 输入：评分卡标准；常见流失原因；采购者工作流程。
  • 行动：起草20-30分钟的通话流程，涵盖：当前状态、痛点/影响、触发因素/紧迫性、利益相关者/决策流程、限制条件、以及下一步行动。包含淘汰路径（“不符合需求，这是我的建议”）和培育路径。
  • 输出：通话议程+开场语+与评分卡标准对应的问题库。
  • 检查标准：脚本能确保通话结束时做出明确决策（接受/培育/拒绝）。

6) Create CRM note template + rollout/measurement plan

6) 创建CRM记录模板+推广/衡量计划

  • Inputs: CRM constraints; team roles; existing fields/stages; metrics baseline.
  • Actions: Produce a single notes template that captures scorecard inputs in a structured way. Define required fields, lost/nurture reasons, and a 2-week rollout plan (training, call reviews, calibration).
  • Outputs: CRM qualification notes template + rollout plan + measurement plan.
  • Checks: A manager can audit 10 opportunities quickly and see consistent qualification evidence.
  • 输入：CRM限制条件；团队角色；现有字段/阶段；指标基准。
  • 行动：生成结构化的统一记录模板，用于捕捉评分卡输入信息。定义必填字段、流失/培育原因，以及2周推广计划（培训、通话复盘、校准）。
  • 输出：CRM资质记录模板+推广计划+衡量计划。
  • 检查标准：管理者可快速审核10个机会，且能看到一致的资质认证证据。

7) Quality gate + finalize

7) 质量审核+最终定稿

  • Inputs: Draft pack.
  • Actions: Run references/CHECKLISTS.md and score with references/RUBRIC.md. Add Risks / Open questions / Next steps and a short “iteration loop” (what to revisit after 20–30 calls).
  • Outputs: Final Sales Qualification Pack.
  • Checks: The pack is copy/paste ready and reduces time spent on bad-fit deals immediately.
  • 输入：草稿包。
  • 行动：使用references/CHECKLISTS.md和references/RUBRIC.md进行审核评分。添加风险/待解决问题/下一步行动，以及简短的“迭代循环”（20-30次通话后需重新审视的内容）。
  • 输出：最终销售资质认证包。
  • 检查标准：该包可直接复制使用，且能立即减少在不合适交易上花费的时间。

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。
  • 必须包含：风险、待解决问题、下一步行动。

Examples

示例

Example 1 (inbound B2B SaaS):
“Use 
sales-qualification
. We sell workflow automation to HR ops teams (50–500 employees). Inbound leads are high volume but low close rate. We need an SDR qualification script + scorecard + stage exit criteria. Output: a Sales Qualification Pack.”
Example 2 (outbound mid-market/enterprise):
“Use 
sales-qualification
. We’re doing outbound to security leaders. ACV $50k–$200k, cycle 90–180 days. Deals stall after first call. Output: disqualifiers, MEDDICC-style scorecard, and CRM note template + hygiene rules.”
Boundary example:
“Just give me a list of leads to call and a generic pitch.”
Response: explain this skill focuses on qualification decisions and artifacts; ask for ICP/product context and propose using 
founder-sales
for outreach messaging if needed.
示例1（B2B SaaS Inbound场景）：
“使用
sales-qualification
。我们向50-500人规模的HR运营团队销售工作流自动化工具。Inbound线索数量多但成交率低。我们需要SDR资质认证脚本+评分卡+阶段退出标准。输出：销售资质认证包。”
示例2（中大型企业/企业级Outbound场景）：
“使用
sales-qualification
。我们正在向安全负责人进行Outbound触达。ACV为5万-20万美元，周期90-180天。交易在首次通话后停滞。输出：淘汰规则、MEDDICC风格评分卡、以及CRM记录模板+合规规则。”
边界示例：
“给我一份要拨打的线索列表和通用话术。”
回复：说明本技能专注于资质认证决策和相关文件；请提供ICP/产品背景，如有需要建议使用
founder-sales
来获取触达话术。