◷ Sales
Sales is a Revenue-phase founder capability in the SKILLOS registry (category: original). Cross-references: 4 frameworks, 4 key metrics, 4 templates, 2 case studies, 3 mastery signals. Substrate applicability: 197 countries × 60 verticals × 99 SKILLOS sectors.
🔧 Frameworks
- MEDDIC (complex enterprise)
- BANT (SMB qualification)
- Challenger Sale (differentiated products)
- Sandler Pain Funnel
📊 Key Metrics
- Win rate by segment (benchmark 25–35% qualified)
- Sales cycle length vs. ACV
- Pipeline coverage ratio (3x target)
- Time-to-first-dollar for new AE
📋 Templates
- Cold outreach sequence (Day 1/3/7/14)
- Discovery call script
- Objection handling playbook
- Deal review scorecard
💡 Case Studies
Marc Benioff personally led the first 100 enterprise sales conversations and documented every objection before making a single sales hire
Publishing the Inbound Methodology publicly turned their sales content into a self-qualification funnel; inbound-sourced leads closed at 3x the rate of outbound
For enterprise: never propose before you've uncovered impact. MEDDIC: Metrics (what does success look like numerically?), Economic Buyer (who controls the budget?). Get both before demoing.
🎯 You've mastered this when…
- Champion can explain your product without you in the room
- Prospect asks about implementation timelines unprompted
- Legal review initiated before formal proposal
Related skills in the Revenue phase
Frequently asked about Sales
What phase of the founder journey does Sales belong to?
It is a Revenue-phase skill in the SKILLOS registry. The seven phases are Foundation, Discovery, Capital, Build, Growth, Revenue, and Scale.
What are the most useful frameworks for Sales?
The four canonical frameworks are: MEDDIC (complex enterprise); BANT (SMB qualification); Challenger Sale (differentiated products); Sandler Pain Funnel.
How do I know when I have mastered Sales?
Mastery signals include: Champion can explain your product without you in the room; Prospect asks about implementation timelines unprompted; Legal review initiated before formal proposal.
Which sectors does this skill apply to?
All 99 SKILLOS sectors — from AI & Machine Learning to Emerging Consumer Technology. The skill applies across every vertical in AJG's substrate of 197 countries and 60 commerce verticals.