afrexai-sales-playbook

# B2B Sales Playbook ⚡

**The complete system for running a repeatable, scalable B2B sales operation.**

Not a CRM wrapper. Not a template collection. This is a full sales methodology — from identifying your ideal customer to closing the deal and expanding the account.

---

## Phase 1: Ideal Customer Profile (ICP) & Territory

### ICP Definition Template

```yaml
icp:
  company:
    industry: [SaaS, Fintech, Healthcare, etc.]
    size_employees: [50-500]
    size_revenue: [$5M-$50M ARR]
    geography: [US, UK, DACH, etc.]
    tech_stack: [signals they use tools you integrate with]
    growth_stage: [Series A-C, post-PMF, scaling]
    
  pain_indicators:  # Observable signals, not assumptions
    - hiring_for: [roles that signal the pain you solve]
    - tech_adoption: [recently adopted X tool = need for Y]
    - org_changes: [new VP of X = budget for initiatives]
    - regulatory: [upcoming compliance deadline]
    - public_statements: [earnings call mentions, press releases]
    
  buyer_personas:
    economic_buyer:  # Signs the check
      title_patterns: [VP Sales, CRO, CEO]
      cares_about: [revenue growth, cost reduction, competitive advantage]
      speaks_in: [ROI, board metrics, market share]
      
    champion:  # Fights for you internally
      title_patterns: [Director, Head of, Senior Manager]
      cares_about: [team productivity, career advancement, solving daily pain]
      speaks_in: [workflow, efficiency, team capacity]
      
    technical_evaluator:  # Validates feasibility
      title_patterns: [Engineering Manager, Architect, IT Director]
      cares_about: [integration, security, maintenance burden]
      speaks_in: [APIs, uptime, migration effort]
      
    end_user:  # Uses it daily
      title_patterns: [Individual contributors]
      cares_about: [ease of use, time saved, fewer context switches]
      
  anti-signals:  # DO NOT pursue
    - company_size_under: 20  # too small, long sales cycle for low ACV
    - no_budget_indicator: [...

# B2B Sales Playbook ⚡

**The complete system for running a repeatable B2B sales operation — from ICP to closed-won.**

Built by [AfrexAI](https://afrexai-cto.github.io/context-packs/) — the team that builds AI agent skills that actually work.

## What This Does

Turn your AI agent into a B2B sales co-pilot that helps you:

- **Define your ICP** with anti-signals and buyer personas
- **Run multi-channel prospecting** with proven email/call/LinkedIn sequences
- **Qualify deals** using MEDDPICC (scored, not guesswork)
- **Handle objections** with the LAER framework + 15 scripted rebuttals
- **Manage your pipeline** with stage exit criteria and forecast categories
- **Close deals** with 4 closing techniques + negotiation rules
- **Expand accounts** with post-sale signals and upsell playbooks

## Install

```bash
clawhub install afrexai-sales-playbook
```

## Quick Start

After installing, try:

- `"Build my ICP"` — Define your ideal customer with scoring
- `"Write outreach for [company]"` — Get a personalized sequence
- `"Qualify this deal"` — MEDDPICC assessment with score
- `"Review my pipeline"` — Weekly pipeline health check
- `"Coach me on this call"` — Get feedback on a sales conversation

## What's Inside

- 10-phase sales methodology (ICP → Expansion)
- MEDDPICC qualification framework with YAML templates
- 3 cold email templates + cold call script with rebuttals
- Discovery question bank (22 questions across 5 categories)
- Objection handling playbook (15+ scripted responses)
- Pipeline stage definitions with exit criteria
- Forecast framework (Commit/Best Case/Pipeline/Upside)
- Win/loss analysis template
- Mutual Action Plan (MAP) template
- Deal handoff template for Customer Success
- Expansion revenue playbook with signals
- Activity + outcome metrics with healthy ranges

## ⚡ Level Up

Love this skill? Our **$47 Context Packs** give your agent deep industry expertise:

- **SaaS Context Pack** — SaaS-specific sales motions, PLG vs sales-led, expansion me...