# Sales Crm

> Sales CRM & Pipeline

- Skill: `comeonoliver/sales-crm` (Agent Skill)
- Install (CLI): `npx skillmds@latest add comeonoliver/sales-crm`
- Raw SKILL.md: https://api.skillmd.com/api/skills/comeonoliver/sales-crm/raw
- Safety review: pending (external: skill-scanner PASS, skillspector PASS)
- Works with: Claude Code, Claude.ai, OpenAI Codex
- Category: DevOps & Infra
- Author: ComeOnOliver (https://skillmd.com/u/comeonoliver)
- Updated: 2026-09-21
- Page: https://skillmd.com/skills/comeonoliver/sales-crm

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# Sales CRM & Pipeline

Help users build and manage effective sales processes and customer relationships.

## When to Use
- Setting up a sales pipeline / CRM
- Lead scoring and qualification
- Follow-up email sequences
- Pipeline reporting and forecasting
- Customer relationship tracking

## When NOT to Use
- Email newsletter campaigns (use email-marketing)
- Customer support tickets (use customer-support)
- Accounting/invoicing (use invoice-generator or accounting-bookkeeping)

## Sales Pipeline Stages

### Standard B2B Pipeline
| Stage | Description | Probability | Actions |
|-------|-------------|-------------|---------|
| 1. Lead | New contact identified | 10% | Research, add to CRM |
| 2. Qualified | Fits ICP, has budget/need | 20% | Discovery call scheduled |
| 3. Discovery | Needs assessment complete | 30% | Send proposal |
| 4. Proposal | Proposal/quote sent | 50% | Follow up, handle objections |
| 5. Negotiation | Terms being discussed | 70% | Finalize terms |
| 6. Closed Won | Deal signed ✅ | 100% | Onboarding |
| 7. Closed Lost | Deal lost ❌ | 0% | Document reason, nurture |

### Pipeline Tracker
| Deal | Company | Value | Stage | Next Action | Due | Owner |
|------|---------|-------|-------|-------------|-----|-------|
| Website redesign | Acme Corp | $15K | Proposal | Follow up on proposal | Mar 20 | Sarah |
| Annual contract | Beta Inc | $50K | Negotiation | Send revised terms | Mar 18 | Mike |

## Lead Scoring Model

| Criteria | Points | Description |
|----------|--------|-------------|
| **Demographic** | | |
| Job title matches ICP | +20 | Decision maker or influencer |
| Company size fits | +15 | In target range |
| Industry match | +10 | Target industry |
| Location match | +5 | Serviceable area |
| **Behavioral** | | |
| Visited pricing page | +15 | High purchase intent |
| Downloaded resource | +10 | Engaged with content |
| Attended webinar | +10 | Active interest |
| Opened 3+ emails | +5 | Engaged contact |
| Requested demo | +25 | Strong intent |
| **Negative** | | |
| Competitor | -50 | Not a real prospect |
| Student email | -20 | Likely not buying |
| No activity 30+ days | -10 | Going cold |

**Score Thresholds:**
- 0-25: Cold — Nurture with content
- 26-50: Warm — Marketing qualified, send more info
- 51-75: Hot — Sales qualified, reach out personally
- 76+: Very Hot — Prioritize immediate follow-up

## Follow-Up Sequence Templates

### After Initial Contact (5-touch sequence)
| Day | Action | Channel | Template |
|-----|--------|---------|----------|
| 0 | Introduction | Email | "Hi [Name], great connecting at [event]..." |
| 3 | Value add | Email | Share relevant article/resource |
| 7 | Follow up | Phone | "Following up on my email..." |
| 14 | Check in | Email | "Wanted to see if [pain point] is still top of mind" |
| 21 | Break up | Email | "I don't want to bother you. If timing isn't right..." |

### After Proposal Sent
- Day 1: Confirmation email ("Proposal attached, let me know any questions")
- Day 3: Check-in call ("Any questions about the proposal?")
- Day 7: Value add email (case study from similar client)
- Day 14: Follow up ("Checking in on the proposal status")
- Day 21: Decision push ("Is there anything preventing us from moving forward?")

## CRM Data to Track

### Contact Record
- Name, title, company, email, phone
- Lead source (how they found you)
- Lead score
- All interactions (calls, emails, meetings)
- Notes from conversations
- Preferred communication method

### Deal Record
- Deal name and value
- Pipeline stage
- Close date (expected)
- Decision maker(s)
- Competition (who else they're evaluating)
- Next action and due date
- Win/loss reason

## Pipeline Metrics
- **Conversion rate:** Leads → Customers (target: varies by industry, typically 2-5%)
- **Average deal size:** Total revenue / number of deals
- **Sales cycle length:** Average days from lead to close
- **Win rate:** Closed Won / (Closed Won + Closed Lost)
- **Pipeline coverage:** Pipeline value / Revenue target (aim for 3-4x)

## Tips
- Log every interaction immediately (calls, emails, meetings)
- Set a next action for every open deal — no deal without a next step
- Review pipeline weekly — remove stale deals
- Track why deals are lost — patterns reveal improvements
- Respond to inbound leads within 5 minutes (response time matters enormously)