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Build a scalable outbound B2B sales machine with specialized roles (SDR, AE, CSM).
Passed 18 of 22 test cases with the skill, and 9 of 22 without it.
and 14 more in the full report
9 fixed9 passed either way4 still failing0 broke
Tokens, turns and time describe resource use, not a dollar price.
One of 9 test cases the skill fixed. Same model, same prompt, with and without the skill.
Our board wants to evaluate our sales efficiency metrics against standard SaaS benchmarks. What are the key benchmark targets for LTV:CAC ratio and daily SDR activity volume?
| Checked | Without skill | With skill |
|---|---|---|
| Targets an LTV to CAC ratio greater than 3 to 1. | Missed | Passed |
| Sets the benchmark for daily SDR emails sent to 50 to 100. | Missed | Passed |
The instructions your model reads when the skill loads.
A systematic approach to building a scalable, predictable B2B sales machine — the outbound prospecting system that helped Salesforce add $100M in recurring revenue.
Predictable lead generation drives predictable revenue. The biggest mistake in sales is having the same people prospect AND close — specialization creates a repeatable, scalable machine. Traditional cold calling is dead; Cold Calling 2.0 (mass, personalized cold emails that generate referrals to the right person) is the new outbound.
Goal: 10/10. Score a sales process 0-10 by awarding 2 points for each of the five Quick Diagnostic rows it satisfies (prospecting/closing separated, defined outbound process, 3-month pipeline predictability, known lead-type mix, standardized SDR→AE handoff). Bands: 9-10 = role separation plus a repeatable process that predicts pipeline; 5-6 = some specialization but ad-hoc prospecting or unpredictable pipeline; ≤3 = one person prospects and closes, revenue depends on heroics. Always give the current score and the specific diagnostic rows blocking 10/10.
Not all leads are equal — treat them differently.
| Type | Source | Conversion | Cost | Example |
|---|---|---|---|---|
| Seeds | Word of mouth, referrals, organic | Highest | Lowest (takes time) | Customer referral, NPS-driven |
| Nets | Marketing campaigns, inbound | Medium | Medium | Content, SEO, webinars |
| Spears | Outbound prospecting | Lower but predictable | Higher (people-intensive) | Cold Calling 2.0 |
Key insight: Most companies over-invest in nets and under-invest in spears; seeds are the best but can't be manufactured quickly. Invest accordingly — customer success and referral programs (seeds), content and paid acquisition (nets), SDR team (spears).
See references/lead-types.md when deciding where to invest — it sizes the seeds/nets/spears budget split by company stage.
The #1 principle: separate prospecting from closing. When AEs prospect and close, they hate prospecting and pipeline becomes feast-or-famine.
| Role | Focus | Metrics |
|---|---|---|
| SDR (Sales Development Rep) | Outbound prospecting → qualified opportunities | Qualified meetings/month |
| MDR (Market Development Rep) | Inbound lead qualification | Qualified leads/month |
| AE (Account Executive) | Close deals | Revenue closed, win rate |
| CSM (Customer Success Manager) | Retain and grow accounts | Retention, expansion revenue |
Generate qualified pipeline: research target accounts, send Cold Calling 2.0 emails, get referred to the right person, qualify with ANUM, pass to AEs. Not their job: closing, inbound leads, or existing customers. One SDR typically generates 10-20 qualified opportunities per month — measure opportunities, response rate, meetings booked, and pipeline value.
test cases passed, vs 9 / 22 without
More skills from the same source and nearby in the registry, with their headline benchmark lift.