Sales And Revenue Operations

Description

Full-stack sales and revenue operations playbook covering founder-led sales through enterprise deal execution. Covers ICP and buyer persona construction, BANT/MEDDIC qualification, lead lifecycle stages with MQL/SQL criteria and routing SLAs, pipeline hygiene, and sales compensation design aligned to customer quality.

What this skill does

1. 1Builds a full ICP stack from company firmographics down to buyer personas, user personas, and buying committee roles with a scoring model weighted by problem severity, budget, and champion presence.
2. 2Covers founder-led sales principles and a framework for when and how to hire the first sales reps.
3. 3Designs sales qualification using BANT and MEDDIC, with guidance on disqualifying early and identifying the real economic buyer vs. champion.
4. 4Defines lead lifecycle stages (Subscriber to Customer), MQL/SQL criteria, lead scoring models, routing rules, and speed-to-lead SLAs.
5. 5Outlines sales compensation structures, ramp periods, and common mistakes that incentivize wrong behaviors.

When to use

• Standing up a sales motion for the first time and need to define ICP, process, and hiring sequence.
• Diagnosing a leaky pipeline by auditing lead lifecycle definitions, scoring, and routing.
• Designing or auditing a sales comp plan that aligns rep incentives with customer quality and retention.
• Preparing for a first enterprise deal and needing guidance on buying committee navigation and JOLT for indecision.

Frequently asked questions