---
name: sales-coach
description: |
  Sales methodology mastery covering SPIN selling, Challenger Sale, consultative selling, sales funnel management, cold outreach templates, objection handling, discovery call frameworks, proposal writing, closing techniques, CRM best practices, and pipeline management. Use when the user asks about sales coach or needs help with related topics. Do NOT use for unrelated domains or when a more specialized skill exists.
license: Apache-2.0
metadata:
  author: foundry-skills
  version: "1.0.0"
  tags: "sales marketing strategy"
  category: "marketing-sales"
  subcategory: "marketing"
  depends: ""
  disclaimer: "none"
  difficulty: "intermediate"
---

# Sales Coach

## When to Use


## Process

1. **Gather requirements.** Ask the user clarifying questions about their specific context, goals, constraints, and experience level.

2. **Analyze the situation.** Review the information provided and identify key factors, challenges, and opportunities relevant to sales coach.

3. **Develop the framework.** Create a structured approach tailored to the user's needs, incorporating best practices and domain-specific considerations.

4. **Deliver actionable output.** Present specific, implementable recommendations with clear rationale, timelines, and success criteria.

5. **Address edge cases.** Proactively identify potential issues, alternative approaches, and contingency plans.

**Use this skill when:**
- User needs guidance on sales coach
- User asks about sales coach best practices or techniques
- User wants a structured approach to sales coach

**Do NOT use this skill when:**
- A more specialized skill exists for the specific subtopic
- The request is outside the scope of sales coach

A sales coaching skill covering proven methodologies, outreach templates, objection handling, and pipeline management. Built on SPIN Selling, The Challenger Sale, and consultative selling.

---

## Questions to Ask the User First

1. **What do you sell?** (Product, service, SaaS, consulting, physical product)
2. **Who do you sell to?** (Consumer, SMB, mid-market, enterprise, specific titles)
3. **What is your average deal size?**
4. **What is your current sales cycle length?**
5. **How do you currently find leads?** (Inbound, outbound, referrals, events)
6. **What is your biggest sales challenge right now?**
7. **Do you have a sales team or are you selling solo?**
8. **What CRM do you use?**
9. **What is your current conversion rate?**
10. **What is your sales target?**

---

## Sales Methodologies

### SPIN Selling

```
SPIN SELLING FRAMEWORK

SITUATION QUESTIONS (understand current state):
  "How do you currently handle {{process}}?"
  "What tools are you using for {{task}}?"
  RULES: Ask fewer situation questions; research beforehand.

PROBLEM QUESTIONS (uncover pain):
  "What are the biggest challenges with your current {{process}}?"
  "What frustrates you most about {{current_solution}}?"
  RULES: Let the prospect articulate; don't rush to solve.

IMPLICATION QUESTIONS (expand the pain):
  "What is the cost of {{problem}} over a year?"
  "How does this impact your ability to {{strategic_goal}}?"
  RULES: Connect problems to business outcomes (revenue, time, risk).

NEED-PAYOFF QUESTIONS (have THEM sell the solution):
  "If you could {{solve_problem}}, how would that impact {{outcome}}?"
  "How valuable would it be to {{achieve_result}}?"
  RULES: Get the prospect to articulate the value themselves.
```

### The Challenger Sale

```
CHALLENGER SALE: TEACH, TAILOR, TAKE CONTROL

TEACH: Share an insight they did not have
  1. Warmer: Connect to their known challenge
  2. Reframe: Challenge their current thinking
  3. Rational Drowning: Data proving the problem is bigger than thought
  4. Emotional Impact: Make it personal
  5. New Way: New framework for the problem
  6. Your Solution: How you uniquely address this

TAILOR: Customize to stakeholder
  CEO -> strategic impact   |  CFO -> ROI, cost reduction
  VP Ops -> efficiency      |  End User -> ease of use, time savings

TAKE CONTROL:
  - Set clear next steps at every interaction
  - Address pricing confidently
  - Create constructive tension: "What happens if you don't act?"
```

### Consultative Selling

```
CONSULTATIVE SELLING

1. DIAGNOSE BEFORE PRESCRIBING: Spend 60-70% listening.
2. BE AN ADVISOR, NOT A VENDOR: Share insights even if they don't lead to a sale.
3. CO-CREATE THE SOLUTION: Involve the prospect in designing their solution.
4. QUANTIFY THE VALUE: "If we help you {{outcome}}, that's ${{value}} vs ${{price}}."
5. MANAGE THE BUYING PROCESS: Outline steps from discovery to implementation.
```

---

## Sales Funnel Stages

```
STAGE 1: PROSPECTING -> Exit: Prospect responds or engages
STAGE 2: QUALIFICATION (BANT or MEDDIC) -> Exit: Qualified or disqualified
STAGE 3: DISCOVERY -> Exit: Clear understanding of needs and decision process
STAGE 4: DEMO/PRESENTATION -> Exit: Prospect confirms solution fits
STAGE 5: PROPOSAL -> Exit: Verbal agreement or clear objections
STAGE 6: NEGOTIATION/CLOSE -> Exit: Signed contract
STAGE 7: ONBOARDING -> Exit: Customer is live and seeing value

BANT: Budget, Authority, Need, Timeline
MEDDIC: Metrics, Economic buyer, Decision criteria,
        Decision process, Identify pain, Champion
```

---

## Cold Outreach Templates

### Cold Email Sequence

```
EMAIL 1: INITIAL OUTREACH
  Subject: "Question about {{their_company}}'s {{area}}"
  Body:
  "Hi {{first_name}},
  I noticed {{personalized_observation}}.
  I work with {{similar_companies}} who struggled with {{problem}}.
  We helped them {{specific_result}}.
  Would you be open to a {{15/20}}-minute call?
  Best, {{your_name}}"

EMAIL 2: FOLLOW-UP (3-4 days later)
  Share a relevant case study with a specific metric.

EMAIL 3: BREAKUP (7-10 days later)
  Subject: "Should I close your file?"
  Gracefully close the loop; leave the door open.

RULES: Personalize every email | Under 150 words | One clear CTA
       No attachments first email | Send Tue-Thu, 8-10 AM their timezone
```

### Cold Call Framework

```
OPENING (10 sec): "Hi {{first_name}}, this is {{your_name}} from {{company}}.
  Do you have 30 seconds so I can tell you why I called?"

REASON (15 sec): "We work with {{similar_companies}} dealing with {{problem}}.
  We helped them {{result}}. Is {{problem}} something your team faces?"

IF INTERESTED: Ask 2-3 discovery questions, then close for a meeting.
IF NOT INTERESTED: "Is it timing, or is {{problem}} not a priority?"
```

---

## Discovery Call Framework

```
DISCOVERY CALL (30-45 min)

PREP: Research company + person. Prepare 5-7 tailored questions.

OPENING (5 min): Set agenda -- understand needs, explore fit, agree on next steps.

DISCOVERY (20 min):
  Current state: "How does your team currently handle {{process}}?"
  Challenges: "What are the biggest pain points?"
  Impact: "How does this affect {{their_goals}}?"
  Buying process: "What would the decision process look like?"
  Success criteria: "What does a successful outcome look like?"

BRIDGE (5 min): Summarize their 3 key challenges. Confirm accuracy.
NEXT STEPS (5 min): Propose specific next step with a date.
  ALWAYS leave with a scheduled next step.
```

---

## Objection Handling (LAER Framework)

```
LISTEN -> ACKNOWLEDGE -> EXPLORE -> RESPOND

PRICE: "What is the cost of not solving this? Our customers see {{ROI}}
  which means payback in {{timeframe}}."

TIMING: "What changes next quarter? Would it help to evaluate now
  so you're ready to move quickly?"

AUTHORITY: "What would their main concerns be? Would it help if I
  joined that conversation?"

COMPETITOR: "The question is whether {{capability_they_lack}} matters.
  Our customers chose us because {{differentiator}}."

STATUS QUO: "Can I share one thing? {{Industry insight that challenges
  their assumption}}."
```

---

## Proposal Template

```
PROPOSAL STRUCTURE:
1. COVER: Company, date, contact
2. EXECUTIVE SUMMARY: Goal + key challenges + proposed outcome
3. UNDERSTANDING OF NEEDS: Mirror their words from discovery
4. PROPOSED SOLUTION: Map each challenge to how you address it
5. IMPLEMENTATION PLAN: Phases with timeline
6. INVESTMENT: 2-3 pricing options (anchoring effect)
7. ROI ANALYSIS: Current cost vs your price vs net ROI
8. SOCIAL PROOF: Testimonial + case study
9. NEXT STEPS: Review date, contract timeline, kickoff plan

RULES: Lead with their words | Focus on outcomes | Include ROI
       Set a deadline | Make next steps crystal clear
```

---

## Closing Techniques

```
ASSUMPTIVE: "Should we get the paperwork started?"
SUMMARY: Recap needs, confirm solution fits, ask to move forward.
TRIAL: "On a scale of 1-10, how confident are you? What would make it a 10?"
PUPPY DOG: "Try it for {{trial_period}} -- no commitment."
NEXT-STEP: "What would you need to see to feel comfortable moving forward?"

RULES: Ask for the sale | Be comfortable with silence
       One close attempt per interaction | Always have a fallback next step
```

---

## CRM and Pipeline Management

```
PIPELINE STAGES:
  New Lead (0%) -> Qualified (10%) -> Discovery (25%) -> Demo (40%)
  -> Proposal (60%) -> Negotiation (75%) -> Verbal (90%) -> Won (100%)

DEAL HYGIENE:
- Every deal has a next step with a date
- Every deal has an estimated close date and value
- Notes logged within 24 hours
- Stale deals reviewed weekly

KEY METRICS:
  Pipeline coverage: 3-4x of target (healthy)
  Win rate | Average deal size | Average sales cycle
  Stage conversion rates | Activity-to-close ratio

WEEKLY REVIEW:
  1. Review late-stage deals (Proposal, Negotiation)
  2. Identify stuck deals (no activity 7+ days)
  3. Commit to actions for top 5 deals
  4. Update revenue forecast
```

---

## Output Checklist

- [ ] Sales methodology chosen and understood
- [ ] Sales funnel stages defined with exit criteria
- [ ] Cold outreach templates ready for email, phone, and LinkedIn
- [ ] Discovery call framework practiced
- [ ] Top objections prepared with responses
- [ ] Proposal template customizable per prospect
- [ ] CRM set up with pipeline stages and reporting
- [ ] Activity and conversion targets defined
- [ ] Weekly pipeline review cadence established


## Output Format

Deliver the response as a structured document with clear headings and actionable content. Use tables for comparisons, numbered lists for sequential steps, and bullet points for options. Include specific examples where applicable.

```
[Sales Coach deliverable]
1. Context and objectives
2. Analysis or framework
3. Specific recommendations with rationale
4. Action items with timeline
```


## Example

**Input:** "Help me with sales coach for a mid-size project."

**Output:** A complete sales coach framework tailored to the specific context, with actionable steps, relevant considerations, and measurable outcomes.


## Edge Cases

- **Incomplete information:** Ask clarifying questions before proceeding rather than making assumptions
- **Conflicting requirements:** Identify trade-offs explicitly and present options with pros and cons
- **Scale mismatch:** Adapt recommendations to match the user's context (individual vs. team vs. organization)
- **Domain crossover:** When the request overlaps with other skill domains, address what falls within scope and reference specialized skills for the rest
