Using gtm-skills
Overview
205 skills. 24 categories. Every GTM discipline. This is the master key.
The mistake: cloning the repo and not knowing where to start — loading random
skills, missing dependencies, or treating skills as documentation instead of
executable playbooks. This skill covers the complete usage guide: installation,
discovery, loading patterns, multi-skill workflows, and advanced tactics for
getting maximum value from the gtm-skills library.
Quick Start (I Need X → Pattern → Skills)
| I need to… |
Load pattern |
Start skills |
| Find any skill by category |
— |
references/skill-index-master.md |
| Build cold email outbound |
Pattern 15c, 17, or 23 |
cold-email-strategy, email-deliverability, domain-infrastructure |
| Build phone outbound |
Pattern 15b |
cold-calling + references/cold-calling-experts-index.md (incl. Jeb Blount Golden Hours) |
| Run discovery / qualify deals |
Pattern 5 or 13 |
meeting-prep, pipeline-management, sales-coaching |
| Hire GTM / RevOps / SDR |
Pattern 2 or 28 |
gtm-role-descriptions, hiring-by-role, revenue-team-onboarding |
| HR / comp / ramp for revenue team |
Pattern 28 |
gtm-role-descriptions/references/hr-gtm-playbook.md |
| Enterprise legal / MSA / DPA in deal |
Pattern 29 or 16 |
deal-desk/references/legal-gtm-playbook.md |
| RevOps automation maturity |
Pattern 30 |
references/gtm-automation-expert-playbook.md |
| CRO strategy / enterprise revenue leadership |
Pattern 31 |
gtm-leadership/references/cro-enterprise-strategy.md |
| Automate Clay / n8n |
Pattern 6, 6b, or 30 |
references/automation-playbook-index.md → clay-automation or n8n-automation |
| Monitor lifecycle health |
Pattern 18 |
references/gtm-lifecycle-stages.md → references/lifecycle-skill-index.md → references/lincoln-murphy-customer-success.md |
| Manage GTM spend / vendors |
Pattern 11 |
revops-tech-stack, gtm-spend-management, gtm-tool-cost-model |
| Run a GTM project / RACI |
Pattern 19 |
gtm-operations, campaign-governance |
| SEO + AI search content |
Pattern 25 |
seo-strategy, pillar-pages, references/seo-strategy-playbook.md |
| Inbound flywheel (HubSpot) |
Pattern 27 |
content-marketing, references/dharmesh-shah-hubspot-inbound.md |
| Demand creation (not lead gen) |
Pattern 26 |
content-marketing, references/chris-walker-mental-models.md |
| B2B influencer program |
Pattern 21 |
customer-marketing, references/aneesh-wishly-b2b-influencer.md |
| Founder PMF → scale |
Pattern 12 |
solo-founder-gtm, saas-outcomes, engineer-to-founder |
| Bootstrap founder path |
Pattern 12 or 32 |
saas-outcomes (bootstrap-founder-playbook.md), solo-founder-gtm |
| Earn-out / M&A deal terms |
Pattern 15 or 32 |
exiting-company (negotiating-earn-out.md), financial-modeling |
| Enterprise land-expand |
Pattern 14 |
crm-toolkit, expansion-selling, multi-thread-orchestration |
| Secure customer data exchange |
Pattern 16 |
deal-desk, references/gtm-data-exchange-playbook.md |
| Crisis / PR / incident comms |
Pattern 33 |
gtm-leadership, references/crisis-management-playbook.md |
| SaaS budget / MRR accounting / tax awareness |
Pattern 34 |
financial-modeling, saas-metrics-calculator, references/gtm-budget-playbook.md |
| Comp plan / OTE / quota design |
Pattern 35 |
executive-compensation/references/gtm-compensation-strategy.md |
First install: clone repo → ask agent to list skills → load this skill → pick row above.
Category → Pattern Router
| Domain |
Categories |
Primary patterns |
| Foundation |
foundation/ |
— (load first for ICP, positioning, pricing) |
| Founder |
founder-led/ |
2, 12, 15 |
| Outbound |
outbound/, prospecting/, tools/ (sequencers) |
15b, 15c, 17, 23 |
| Inbound |
inbound/, content-seo/, demand-gen/ |
25, 26, 27, 20 |
| Ops |
gtm-ops/, automation/, tools/, leadmagic/ |
6, 6b, 11, 19 |
| Lifecycle |
lifecycle/, customer-success/, growth/, product-led-growth/ |
18 |
| Sales |
sales-revops/, sales-plays/, abm/ |
5, 9, 13, 14, 22 |
| Hiring |
founder-led/, management-leadership/ |
2, 28, 35 |
| Legal / deal |
sales-revops/deal-desk, vendor-contracts |
16, 29 |
| Security |
founder-led/ (soc2, privacy), deal-desk |
16, 29 |
| Automation strategy |
automation/, gtm-ops/ |
6, 6b, 30 |
Full category map (all skills): references/skill-index-master.md
Pattern Index (1–30)
| # |
Name |
Domain |
Trigger |
| 1 |
Research → Build → Launch |
General |
New product / market entry |
| 2 |
Hire → Onboard → Manage |
Hiring |
First GTM hire through ramp |
| 3 |
Data → Decision → Action |
Analytics |
Metrics → expansion/churn |
| 4 |
AI-First GTM (Vibe Stack) |
Creative |
AI content + landers at scale |
| 5 |
WbD Sales Process Build |
Sales |
Design pipeline + SPICED |
| 6 |
Clay GTM Stack |
Ops |
Clay tables + enrichment |
| 6b |
n8n Orchestration |
Ops |
Inbound/outbound/MCP flows |
| 7 |
Agency Pilot → In-House |
Ops |
Outsource then hire |
| 8 |
Survival → Thrival → Enterprise |
Founder |
ARR-stage GTM motion |
| 9 |
Stuck Late-Stage Deal (JOLT) |
Sales |
Buyer indecision |
| 10 |
Reviews & Advocacy |
Growth |
G2 / TrustRadius |
| 11 |
GTM Stack Finance & Spend |
Ops |
Ramp, vendors, TCO |
| 12 |
Bootstrap vs Venture Outcome |
Founder |
Exit path + PMF gates |
| 13 |
Sales Coaching System |
Sales |
REKS → MEDDICC → JOLT |
| 14 |
Enterprise GTM (Benioff) |
Sales |
Land-expand, V2MOM |
| 15 |
Exit Readiness & Valuation |
Founder |
Diligence prep |
| 15b |
Phone-First Cold Calling |
Outbound |
Gilkey + Reisert + Pessar + Slocum |
| 15c |
High-Scale Email Infra |
Outbound |
Eric Nowoslawski economics + deliverability |
| 16 |
GTM Data Security |
Security |
Customer data exchange |
| 17 |
Enrichment-Powered Outbound |
Outbound |
Pat Spielmann Cold to Gold |
| 18 |
Lifecycle Stages & Activation |
Lifecycle |
7-stage monitoring |
| 19 |
GTM Project Management & RACI |
Ops |
Launches, migrations |
| 20 |
Visitor ID & Intent Routing |
Inbound |
Website deanonymization |
| 21 |
B2B Influencer GTM |
Inbound |
Creator partnerships |
| 22 |
Relationship-Led Enterprise |
Sales |
Randy Seidl trust selling |
| 23 |
Sales Borg Outbound |
Outbound |
Justin Michael automation |
| 24 |
Force Management Alignment |
Sales |
Pod economics, Command of Message |
| 25 |
B2B SEO Stack |
Inbound |
Schwartz + Fishkin + Ahrefs |
| 26 |
Demand Creation |
Inbound |
Chris Walker dark social |
| 27 |
Inbound Flywheel |
Inbound |
Dharmesh Shah / HubSpot attract-engage-delight |
| 28 |
HR GTM / People Ops |
Hiring |
Stacey Nordwall + Pavilion comp |
| 29 |
Legal GTM / Commercial Counsel |
Legal / deal |
Eunice Buhler + Ironclad CLM |
| 30 |
RevOps Automation Maturity |
Ops |
Jen Igartua / Go Nimbly orchestration |
| 31 |
CRO Enterprise Strategy |
Leadership |
John McMahon + consumption GTM |
| 32 |
Founder Exit Economics |
Founder |
Earn-out negotiation + bootstrap exit paths |
| 33 |
Crisis Management & Incident Comms |
Leadership / CS |
Outage, breach, bad press, war room |
Frameworks Referenced
This skill is grounded in public frameworks and source material relevant to the task:
- LeadMagic/gtm-skills — GTM agent skills catalog. Skill maps in this guide route tasks to the right playbook. Counts:
taxonomy.csv / skills.lock.
- Jacco van der Kooij (Winning by Design). SPICED discovery, Bowtie lifecycle, GTM Index, REKS coaching — primary WbD cite.
- Sam Jacobs (Pavilion). CRO Council exec comp; multi-gate variable (ARR + NRR + efficiency).
- Mark Roberge — The Sales Acceleration Formula. Data-driven hiring, training, demand gen, and sales process design — the science behind scaling a B2B sales org.
- Jason Lemkin & Mark Roberge — From Survival to Thrival. Two-phase SaaS GTM: Survival ($0–$2M ARR, founder sells) → Thrival ($2M–$10M+, build the machine) → enterprise upmarket motion.
- April Dunford — Obviously Awesome Positioning. Positioning before messaging and channel selection.
- Winning by Design — GTM Operating Model. SPICED, Bowtie, POD structures, and revenue architecture.
- Keenan — Gap Selling. Current State → Future State → Gap discovery; Problem Centric™; happy ears guardrail — pairs with SPICED/MEDDICC.
- Jordan Crawford — Blueprint GTM / Cannonball. PQS, PVP, FIND — pain-based outbound from closed-won analysis.
- Guillaume Moubeche — lemlist. Problem-first multichannel sequences, CTC, 4–9 touches.
- Becc Holland — Flip the Script. Diagnostic Selling, Stellar Cold Email, lead-weighted SDR KPIs.
- Eric Nowoslawski — Growth Engine X. Cold email infra at scale, 1:1 backup inboxes, Creative Ideas campaigns, Crawl Walk Run Clay rollout, outbound unit economics gate.
When to Use
Trigger phrases: "gtm-skills", "install gtm-skills", "how to use gtm-skills",
"which skill for [task]", "skill discovery", "find skill for [topic]",
"taxonomy navigation", "combine skills", "skill dependencies"
Installation
Use ./install.sh (wraps scripts/install-tui.py). Full per-system guide: docs/INSTALL.md.
| # |
System |
TUI key |
Install path / method |
| 1 |
Claude Code |
claude |
claude plugins add LeadMagic/gtm-skills |
| 2 |
Jesse |
jesse |
{project}/.jesse/skills/gtm-skills/ |
| 3 |
Codex |
codex |
codex skills install … or ~/.codex/skills/gtm-skills/ |
| 4 |
Hermes |
hermes |
hermes skills install … or ~/.hermes/skills/gtm-skills/ |
| 5 |
Windsurf |
windsurf |
{project}/.windsurf/skills/gtm-skills/ |
| 6 |
OpenCode |
opencode |
{project}/.opencode/skills/gtm-skills/ |
| 7 |
Gemini CLI |
gemini |
{project}/.gemini/skills/gtm-skills/ |
| 8 |
GitHub Copilot |
copilot |
{project}/.github/skills/gtm-skills/ + copilot-instructions.md |
| 9 |
Zed |
zed |
AGENTS.md + {project}/.zed/skills/gtm-skills/ |
| 10 |
VS Code |
vscode |
Same as Copilot agent mode |
| 11 |
Goose |
goose |
~/.config/goose/skills/gtm-skills/ |
Quick install
git clone https://github.com/LeadMagic/gtm-skills.git
cd gtm-skills
./install.sh # default: Hermes + Claude + Jesse
./install.sh --target jesse --project /path/to/project
./install.sh --target hermes
./install.sh --target all --dry-run
Verify installation
After install, ask your agent: "list gtm skills" or "what skills are available for [task]?"
Integrity Check (skills.lock)
# Verify no tampered or corrupted skills
python3 -c "
import json, hashlib
with open('skills.lock') as f:
lock = json.load(f)
for name, meta in lock['skills'].items():
with open(meta['path'], 'rb') as fh:
actual = hashlib.sha256(fh.read()).hexdigest()
if actual != meta['sha256']:
print(f'TAMPERED: {name}')
print('All skills verified.')
"
Skill Discovery
By Category (What You're Trying to Do)
| If You Need To... |
Load These Categories |
| Raise money, manage equity, run a board |
founder-led/ (fundraising-strategy, financial-modeling, board-meeting-prep, equity-management) |
| Sell as a founder or build a sales team |
founder-led/ (founder-sales, sales-team-building), sales-revops/ (sales-enablement, pipeline-management, demo-scripts, deal-desk) |
| Enterprise sales / upmarket motion |
foundation/ (icp-targeting-tiers, gtm-context), abm/ (abm-strategy, multi-thread-orchestration), sales-revops/ (meeting-prep, deal-desk, roi-calculator), founder-led/ (soc2-compliance) |
| Mark Roberge / Survival to Thrival journey |
See skill maps below — routes by ARR stage and motion |
| Journey / PMF / scale gates |
saas-outcomes + solo-founder-gtm — see Journey skill map below |
| Build outbound / cold email |
outbound/ (cold-email-strategy, cold-email-copywriting, email-deliverability, domain-infrastructure) — Pattern 23 (Justin Michael / Sales Borg), Pattern 15c (Eric Nowoslawski infra), or Pattern 17 (Pat Spielmann / enrichment-powered Cold to Gold) · router → references/gtm-experts-outbound-index.md |
| Build outbound / cold calling (phone-first) |
outbound/cold-calling — Pattern 15b (Gilkey + Reisert + Pessar + Slocum); references/cold-calling-experts-index.md |
| Find and enrich leads |
prospecting/ (lead-finding, lead-enrichment, email-finding, contact-verification) |
| Automate GTM workflows |
references/automation-playbook-index.md (38 playbooks) → automation/ + tools/ + leadmagic/ + gtm-ops/ |
| Configure outreach sequencers |
tools/sequencing-toolkit (router) + platform skills: instantly-sequences, smartlead-workflows, lemlist-setup, salesloft-cadences, outreach-sequences, hubspot-sequences — Pattern 17 clay-enrollment-handoff |
| LeadMagic enrichment & integrations |
leadmagic/ (waterfall, integrations, cli, bulk, mcp, job-change) + clay-toolkit + clay-loops-toolkit |
| SEO / content clusters |
content-seo/ (seo-strategy, pillar-pages, pseo-strategy, aeo-strategy) + references/seo-strategy-playbook.md |
| Demand creation (not lead gen) |
content-marketing, paid-social-strategy, attribution + references/chris-walker-mental-models.md |
| Sales org alignment / pod economics |
sales-team-building, gtm-leadership, gtm-metrics + references/force-management-playbook.md |
| n8n flows (inbound/outbound/signals) |
tools/n8n-toolkit (flow catalog, MCP patterns) → motion skill (inbound-triage, reply-handling, signal plays) |
| Clay + AI prompts (tools) |
tools/clay-toolkit, tools/clay-loops-toolkit, tools/ai-prompts-toolkit, tools/sequencing-toolkit, leadmagic/ |
| Content, social, creative |
creative/ (vibe-marketing, ai-content-creation, copywriting, social-media-strategy), content-seo/ |
| Customer success and support |
customer-success/ (cs-playbooks, customer-onboarding, sla-management, headless-support, support-tool-stack) — BYOAI: Plain MCP + byoai-headless-stack.md |
| Lifecycle stages & activation monitoring |
references/gtm-lifecycle-stages.md → Pattern 18 · references/activation-playbook.md · references/lifecycle-skill-index.md |
| Analytics and metrics |
analytics/ (gtm-metrics, event-analytics, campaign-analytics, attribution) |
| AI-native GTM (vibe coding/marketing) |
creative/ (vibe-coding, vibe-marketing, v0-lander, ai-content-creation, ai-video-creation) |
| Legal, compliance, security |
founder-led/ (legal-for-founders, soc2-compliance, data-privacy-compliance, security-assessments, business-insurance) |
| GTM data security / customer data exchange |
deal-desk, customer-onboarding, revenue-team-onboarding, revops-tech-stack + references/gtm-data-exchange-playbook.md, references/gtm-security-hygiene-basics.md |
| Hiring and team building |
founder-led/ (gtm-role-descriptions, gtm-recruiting, job-posting-strategy, hiring-by-role, sales-team-building) + management-leadership/gtm-leadership |
| CRO / enterprise $100M–$1B strategy |
Pattern 31 · gtm-leadership/references/cro-enterprise-strategy.md |
| Hire GTM Engineer / RevOps builder |
gtm-role-descriptions (JD + gtm-engineer-hiring.md) → hiring-by-role (gtm-engineer-scorecard.md) → revenue-team-onboarding |
| GTM leadership (hire/fire/hard talks) |
management-leadership/gtm-leadership, gtm-role-descriptions (comp templates), employment-compliance |
| Buyer indecision / stuck deals |
sales-revops/buyer-indecision (JOLT), pipeline-management, deal-desk |
| Sales process design (Winning by Design) |
See WbD skill map below — pipeline-management is the anchor |
| Outsource GTM / work with agencies |
founder-led/ (hiring-agencies, hiring-contractors), automation/ (clay-automation) |
| Design and brand |
design/ (pitch-deck-builder, roi-calculator, design-system-gtm, brand-kit) |
| GTM ops / RevOps / tool spend |
gtm-ops/ (gtm-operations, revops-tech-stack, gtm-tool-cost-model, gtm-spend-management, campaign-governance) — Pattern 11 |
| GTM project management / RACI / ClickUp |
gtm-operations (PM hub), campaign-governance (launch RACI), gtm-leadership (pods) — Pattern 19 |
| Community-led / reverse demo selling |
growth/customer-marketing, sales-revops/demo-scripts (Varun Anand references) |
| B2B influencer / LinkedIn creator GTM |
customer-marketing, social-selling + references/aneesh-wishly-b2b-influencer.md — Pattern 21 |
| HR / People Ops for revenue team |
gtm-role-descriptions, revenue-team-onboarding + hr-gtm-playbook.md — Pattern 28 |
| Legal / MSA / DPA in enterprise deal |
deal-desk + legal-gtm-playbook.md — Pattern 29 |
| RevOps automation strategy |
gtm-operations, revops-tech-stack + gtm-automation-expert-playbook.md — Pattern 30 |
| CRO / enterprise revenue leadership |
gtm-leadership + cro-enterprise-strategy.md — Pattern 31 |
| Crisis / outage / breach / PR incident |
Pattern 33 · gtm-leadership + crisis-management-playbook.md |
| Annual GTM budget / MRR bridge / SaaS tax awareness |
Pattern 34 · gtm-budget-playbook.md + saas-mrr-accounting-nuances.md |
| ZoomInfo-scale SDR / data-as-product GTM |
founder-led/sales-team-building → henry-schuck-sdr-model reference |
By Trigger Phrase
Tell your agent: "I need to [task]"
It will match to the right skill automatically.
Examples:
- "I need to build a pitch deck" → pitch-deck-builder
- "I need to set up cold email infrastructure" → Pattern 15c (Eric Nowoslawski) → domain-infrastructure, inbox-setup, email-deliverability
- "Eric Nowoslawski / Growth Engine X / cold email at scale" → Pattern 15c · `cold-email-strategy/references/eric-nowoslawski-outbound.md`
- "Creative Ideas campaign / Crawl Walk Run Clay" → cold-email-strategy (eric-nowoslawski-outbound.md), clay-automation
- "Cold calling / phone outreach / SDR dialing / connect rate" → Pattern 15b · `outbound/cold-calling` · `references/cold-calling-experts-index.md`
- "Bucketing / disposition science / phone intent" → cold-calling, list-building, pipeline-management (Gilkey vs Reisert — see cold-calling-experts-index)
- "Ryan Reisert / CRM activity buckets / CallBlitz" → cold-calling, pipeline-management, sales-coaching
- "Ronen Pessar / ColdCall-Market Fit / Call Pilot" → cold-calling, sales-team-building
- "Tom Slocum / sell the meeting / 3x3 research / SD Lab" → cold-calling, sales-coaching
- "Coach SDR cold calls / phone rep coaching" → sales-coaching + cold-calling (Slocum + Reisert CallBlitz)
- "I need to raise a seed round" → fundraising-strategy, yc-ecosystem, vc-outreach
- "I need to build a landing page with AI" → v0-lander, vibe-coding
- "I need to hire my first salesperson" → sales-team-building, gtm-role-descriptions, hiring-by-role, job-posting-strategy
- "Write a job description for SDR/AE/VP Sales" → gtm-role-descriptions → job-posting-strategy → hiring-by-role
- "Hire GTM engineer / GTM Engineer vs RevOps" → gtm-role-descriptions (`gtm-engineer-hiring.md`, `gtm-engineer-jd.md`) → hiring-by-role (`gtm-engineer-scorecard.md`)
- "Revenue org structure / sales comp plan" → gtm-role-descriptions, sales-team-building
- "Fire sales rep / difficult conversation / PIP" → gtm-leadership, employment-compliance
- "When to fire VP Sales" → gtm-leadership, sales-team-building
- "CRO strategy / John McMahon / enterprise sales leadership" → Pattern 31 · `cro-enterprise-strategy.md`
- "Snowflake GTM / consumption model / Slootman" → Pattern 31 · `expansion-selling`, `executive-compensation`
- "Databricks PLG to enterprise / Ron Gabrisko" → Pattern 31 · `sales-team-building`, `gtm-leadership`
- "Developer selling / sell to developers / Vercel GTM / DevRel / open-source GTM" → developer-gtm (vercel-developer-selling.md), plg-strategy
- "Buyer indecision / JOLT / need to think about it" → buyer-indecision, pipeline-management
- "SDR/AE comp plan template" → gtm-role-descriptions (comp-plan-sdr, comp-plan-ae)
- "Recruit passive AE / close candidate" → gtm-recruiting, gtm-role-descriptions, hiring-by-role
- "Negotiate sales offer / counter offer" → gtm-recruiting (offer-negotiation), employment-compliance
- "Betts recruiting / Destiny recruiting / diversity GTM hire" → gtm-recruiting
- "Scale sales like Mark Roberge / HubSpot" → sales-team-building, pipeline-management, sales-enablement
- "Survival to Thrival enterprise sales" → founder-sales → sales-team-building → icp-targeting-tiers → multi-thread-orchestration
- "Design sales process Winning by Design" → gtm-system-architecture → pipeline-management → sales-enablement
- "Hire an outbound agency" → hiring-agencies, pipeline-management, cold-email-strategy
- "MEDDICC qualify this deal" → meeting-prep, pipeline-management, sales-coaching
- "Gap Selling discovery" / "happy ears" → meeting-prep (keenan-gap-selling.md), pipeline-management
- "PQS / PVP outbound" / "Cannonball GTM" → cold-email-strategy (jordan-crawford-blueprint-gtm.md), list-building
- "Creative Ideas campaign" / "Eric Nowoslawski" / "Growth Engine X" / "outbound at scale" / "backup inboxes" → cold-email-strategy (eric-nowoslawski-outbound.md), email-deliverability, domain-infrastructure
- "Leslie Venetz" / "earn the right" / "buyer-first outbound" / "profit-generating pipeline" / "fix broken outbound" → cold-email-strategy (leslie-venetz-buyer-first-outbound.md), cold-email-copywriting
- "Crawl walk run Clay" / "should we do cold outbound" → clay-automation, cold-email-strategy (eric-nowoslawski-outbound.md)
- "lemlist sequence" / "Guillaume cold email" → lemlist-setup, cold-email-strategy (lemlist-guillaume-outbound.md)
- "Clay loop for funding signals" → clay-loops-toolkit, ai-prompts-toolkit, funding-signal-play
- "Claygent prompt for research" → ai-prompts-toolkit, clay-toolkit
- "Prompt loop for outbound email" → ai-prompts-toolkit, cold-email-copywriting, clay-toolkit
- "Build n8n inbound lead workflow" → n8n-toolkit (INB-01), inbound-triage, crm-toolkit
- "n8n outbound enrichment pipeline" → n8n-toolkit (OUT-01), leadmagic-toolkit
- "n8n reply classification webhook" → n8n-toolkit (LIF-03), reply-handling, ai-prompts-toolkit
- "Connect MCP agent to n8n batch job" → mcp-setup, n8n-toolkit (MCP-01), leadmagic-mcp
- "Headless support / BYOAI / Plain MCP / embed support in app" → headless-support (byoai-headless-stack.md), mcp-setup, support-tool-stack
- "Attio + support stack / API-first CRM and support" → crm-toolkit (crm-selection.md), attio-setup, headless-support (byoai-headless-stack.md)
- "Signal automation funding/job change" → n8n-toolkit (SIG-01/02) or clay-loops-toolkit
- "Clay reverse demo / Varun Anand demo" → demo-scripts → reverse-demo-varun reference
- "Community selling / Slack GTM / ecosystem-led growth" → customer-marketing → community-selling-varun reference
- "ZoomInfo GTM / Henry Schuck SDR model" → sales-team-building → henry-schuck-sdr-model reference
- "SDR economics / cost per meeting / Tito Bohrt / SDR hiring simulation" → sales-team-building (tito-bohrt-sdr-science.md), gtm-role-descriptions
- "ABSD / account-based sales development / Lars Nilsson / targeted enterprise outbound" → abm-strategy (lars-nilsson-absd.md), account-selection, cold-email-strategy
- "Hire GTM engineer / RevOps engineer" → gtm-role-descriptions → hiring-by-role (gtm-engineer scorecard)
- "GTM stack TCO / Ramp / vendor spend audit" → Pattern 11 (revops-tech-stack → gtm-spend-management)
- "Lifecycle stages / activation / time-to-value / monitor lifecycle" → Pattern 18 (`references/gtm-lifecycle-stages.md` → `activation-playbook.md` → monitoring dashboard)
- "Exchange customer data safely / onboarding data import" → Pattern 16 (deal-desk → customer-onboarding; `gtm-data-exchange-playbook.md`)
- "Security hygiene for sales team / 2FA / phishing for reps" → `revenue-team-onboarding` + `gtm-security-hygiene-basics.md`
- "When does security review hit the deal / security questionnaire" → `deal-desk` + `security-questionnaire-deal-guide.md`
- "Relationship selling / enterprise trust / Randy Seidl" → Pattern 22 (social-selling → sales-coaching → multi-thread)
- "What pitfalls to avoid across skills?" → references/pitfalls-index.md (auto-generated catalog)
- "Smartlead setup / Eric infra at scale" → smartlead-workflows, email-deliverability (eric-nowoslawski-outbound.md)
- "Instantly campaign setup" → instantly-sequences, domain-infrastructure
- "LeadMagic Clay waterfall" → leadmagic-waterfall, clay-toolkit, pat-spielmann-outbound-copy.md
- "LeadMagic integration checklist" → leadmagic-integrations, integration-checklist.md
- "Push verified contacts to sequencer" → leadmagic-cli, smartlead-workflows or instantly-sequences
- "Job change champion tracking" → leadmagic-job-change, clay-loops-toolkit (L03), job-change-play
- "List all automation playbooks" → references/automation-playbook-index.md (38 playbooks)
- "B2B SEO strategy / Product-Led SEO" → seo-strategy, references/seo-strategy-playbook.md
- "Pod economics / sales org alignment / Force Management" → sales-team-building, references/force-management-playbook.md
- "HubSpot inbound / flywheel / Dharmesh Shah" → Pattern 27 · `references/dharmesh-shah-hubspot-inbound.md` · `content-marketing`, `inbound-triage`, `hubspot-setup`
- "Demand creation / dark social / Chris Walker" → Pattern 26 · content-marketing, references/chris-walker-mental-models.md
- "Marketing frequency / revenue leader development" → references/chris-walker-mental-models.md, gtm-leadership
- "B2B influencer / LinkedIn creator / Wishly / Aneesh Lal" → Pattern 21 (customer-marketing → social-selling → gtm-metrics)
- "LinkedIn algorithm / reach drop / carousel vs video / van der Blom" → linkedin-algorithm (richard-van-der-blom-algorithm.md), social-selling
- "LinkedIn Live / livestream / WinsDay / Jessie Lizak / Reveting / weekly live show" → linkedin-live-strategy (jessie-lizak-linkedin-live.md), linkedin-algorithm
- "Sales Navigator / Sales Nav / Morgan Ingram / AMP Social / filter-specific messaging / posted in last 30 days" → sales-navigator-prospecting (morgan-ingram-sales-navigator.md), social-selling
- "Founder LinkedIn / build in public / Adam Robinson / zero-click content" → founder-brand (adam-robinson-founder-brand.md), linkedin-algorithm
- "Influencer ROI / creator attribution / influencer UTM" → references/b2b-influencer-measurement.md, campaign-governance
- "Employee advocacy vs paid creators" → customer-marketing Phase 6, references/b2b-influencer-strategy.md
- "HR for sales team / People Ops GTM / Stacey Nordwall" → Pattern 28 · hr-gtm-playbook.md · gtm-role-descriptions
- "Revenue comp bands / Pavilion comp / SDR OTE" → Pattern 28 · comp-benchmarks.md · benchmark-reconciliation.md
- "GTM comp strategy / OTE design / quota plan / accelerators / SPIF" → Pattern 35 · gtm-compensation-strategy.md · ote-calculator-template.md
- "Crisis management / outage comms / breach email / holding statement / PR crisis" → Pattern 33 · crisis-management-playbook.md · gtm-leadership
- "GTM budget / annual operating budget / MRR accounting / bookings vs revenue / QSBS / 409A / SaaS sales tax" → Pattern 34 · gtm-budget-playbook.md · saas-mrr-accounting-nuances.md
- "MSA / DPA / sales legal / Eunice Buhler / Ironclad" → Pattern 29 · legal-gtm-playbook.md · deal-desk
- "When to sign DPA / commercial counsel / deal desk swimlanes" → Pattern 29 + Pattern 16 (data exchange)
- "RevOps automation / Jen Igartua / Go Nimbly / automation maturity" → Pattern 30 · gtm-automation-expert-playbook.md
- "Clay vs n8n orchestration / fix automation sprawl" → Pattern 30 strategy → Pattern 6/6b implementation
Skill Map: Winning by Design — Sales Process & GTM System
WbD organizes revenue as a system, not a funnel. Load skills by model:
| WbD Component |
What It Covers |
Load These Skills |
| GTM Index (6 models) |
Revenue, Data, Math, Operating, Growth, GTM — score 1–10 |
gtm-system-architecture, gtm-metrics |
| GTM Playbook Kit |
Goal + Actions + Exit Criteria per stage |
pipeline-management (anchor) |
| SPICED |
Situation, Pain, Impact, Critical Event, Decision (discovery) |
pipeline-management, meeting-prep, founder-sales |
| MEDDICC |
Metrics, EB, Decision Criteria/Process, Pain, Champion, Competition (deal scoring) |
pipeline-management, meeting-prep, sales-coaching, multi-thread-orchestration |
| Bowtie |
Acquire → retain → expand (revenue doesn't end at Closed Won) |
gtm-system-architecture, customer-onboarding, expansion-selling |
| POD structures |
SDR:AE:CSM ratios by complexity |
sales-team-building |
| REKS coaching |
Results → Efforts → Knowledge → Skills |
sales-coaching, sales-team-building |
| Enablement layer |
Playbook, battlecards, talk tracks per stage |
sales-enablement, demo-scripts, objection-handling |
Full WbD sales process stack:
gtm-context → gtm-system-architecture (score the 6 models)
→ pipeline-management (stages + SPICED + handoffs)
→ sales-enablement (playbook assets per stage)
→ sales-coaching (REKS + deal inspection)
→ sales-team-building (PODs + hiring when Operating Model ≥6)
SPICED + MEDDICC rule: They do not contradict. SPICED runs discovery
conversations; MEDDICC scores deal evidence. Same CRM fields — see
pipeline-management reconciliation table. Never use both as competing checklists.
Gap Selling layer: Keenan adds diagnostic depth — current/future/gap, root
cause, emotions, Problem Identification Chart. Use on discovery calls (meeting-prep
→ keenan-gap-selling.md); fold Impact into SPICED + MEDDICC Metrics.
Skill Map: Outbound & Discovery Experts
Router index → references/gtm-experts-outbound-index.md
| Task |
Skill |
Lead expert / artifact |
| Discovery call prep |
meeting-prep |
Keenan Gap Selling + SPICED + MEDDICC gaps |
| Discovery stage gates |
pipeline-management |
Gap Selling exit criteria (no happy ears) |
| Sequence architecture |
cold-email-strategy |
Becc Holland structure · Guillaume multichannel · Jordan PQS/PVP |
| Write cold email copy |
cold-email-copywriting |
Becc 7 Pillars · Guillaume CTC · Crawford PVP bar |
| Low reply rates (good infra) |
cold-email-strategy + list-building |
Jordan Crawford FIND — fix message before volume |
| lemlist campaign setup |
lemlist-setup |
Guillaume playbook (canonical multichannel) |
| Email + LinkedIn coordination |
multi-channel-outreach |
Guillaume · Becc sequence structure |
| SDR KPI / inbound-outbound conflict |
sales-team-building |
Becc Holland lead weighting |
| Infra at scale / deliverability |
email-deliverability, domain-infrastructure |
Eric Nowoslawski — eric-nowoslawski-outbound.md |
| Creative Ideas / offer-led AI copy |
cold-email-copywriting, clay-automation |
Eric Nowoslawski Crawl Walk Run |
| Outbound unit economics gate |
cold-email-strategy |
Eric TAM/LTV/CAC:LTV criteria |
Creative outbound stack (reply rate rescue):
list-building (PQS from won deals) → cold-email-strategy (FIND + triggers)
→ cold-email-copywriting (PVP/CTC copy) → lemlist-setup or sending-platforms
Discovery stack:
meeting-prep (Gap Selling + SPICED questions) → pipeline-management (stage evidence)
→ sales-coaching (MEDDICC deal review)
WbD + agency rule: Do not hire agencies until Operating Model ≥6.
Load pipeline-management before hiring-agencies — agencies execute your
playbook, they do not write it.
Skill Map: ABM Gifting (Giftology / Sendoso)
| Task |
Skill |
Artifact |
| Gift strategy |
strategic-gifting |
Giftology + tier budget |
| Tier 1 executive gift |
strategic-gifting + abm-1-to-1 |
gift-brief template |
| Sendoso campaign |
strategic-gifting |
sendoso-campaign template |
| Direct mail + email sync |
strategic-gifting + abm-1-to-few |
gifting-sequence reference |
| Buyer gift policy |
strategic-gifting |
gift-compliance reference |
| Stalled deal |
buyer-indecision |
Not gifts |
Skill Map: Sales Coaching
| Task |
Skill |
Artifact |
| Build coaching program |
sales-coaching |
Full cadence + artifact index |
| Rep missing quota |
sales-coaching |
reks-diagnostic template |
| Weekly 1:1 |
sales-coaching |
1-1-agenda template |
| Deal review |
sales-coaching + pipeline-management |
deal-review-scorecard template |
| Call feedback |
sales-coaching |
call-coaching-form template |
| Late-stage stall |
buyer-indecision + sales-coaching |
jolt-coaching reference |
| Founder coaches team |
sales-coaching |
founder-coaching reference |
| Coach before fire |
gtm-leadership + sales-coaching |
coaching-plan-30-day template |
Skill Map: Founder Comp & Negotiation
| Task |
Skill |
Why |
| Can we afford first AE? |
founder-comp-playbook |
Payroll % ARR + runway |
| Set OTE + quota |
executive-compensation (Pattern 35) |
gtm-compensation-strategy + ote-calculator-template |
| IC comp bands + templates |
gtm-role-descriptions |
H1 2026 comp-benchmarks |
| Interviewer questions |
hiring-by-role |
interviewer-questions-gtm by role |
| GTM Engineer JD + interview |
gtm-role-descriptions → hiring-by-role |
gtm-engineer-hiring.md + gtm-engineer-scorecard.md |
| Candidate questions |
hiring-by-role |
candidate-questions-to-ask (both sides) |
| New hire week 1 |
revenue-team-onboarding |
onboarding-questions + questionnaire |
| Rep resigned |
gtm-leadership |
resignation-playbook + handoff checklist |
| Exit interview |
gtm-leadership |
exit-interview-questions |
| Candidate wants more $ |
founder-comp-playbook |
Scripts + lever matrix |
| Explain equity to hire |
founder-comp-playbook |
FD% + 409A walkthrough |
| Close / written offer |
gtm-recruiting |
48–72h timeline |
Skill Map: Executive Comp (Sam Jacobs / Pavilion)
| Task |
Skill |
Why |
| VP / CRO offer + clauses |
executive-compensation |
Multi-gate variable, severance, equity, clawback |
| IC comp plans |
gtm-role-descriptions |
SDR/AE/manager templates |
| Board approval |
executive-compensation, board-meeting-prep |
Comp memo + scenario payout |
| Pavilion peer benchmarks |
executive-compensation |
pavilion-cro-comp reference |
Skill Map: CRM (tools/crm-toolkit)
| Task |
Skill |
Why |
| Choose CRM |
crm-toolkit |
crm-selection scorecard |
| Contacts vs leads |
crm-toolkit |
contacts-vs-leads reference |
| Platform rollout |
hubspot-setup, salesforce-setup, attio-setup |
After operating model in crm-integration |
| Implementation partner |
crm-toolkit |
implementation-partners RFP |
| Land-and-expand in CRM |
crm-toolkit + expansion-selling |
benioff-enterprise-playbook + land-expand template |
| Annual GTM planning |
gtm-leadership |
V2MOM template (Marc Benioff) |
| Enterprise trust selling |
transparency-selling + crm-toolkit |
Commitment logging + radical honesty |
Skill Map: GTM Spend (Ramp / vendors)
| Task |
Skill |
Why |
| Model tool TCO |
gtm-tool-cost-model |
Seat + credit + % ARR |
| Ramp + card policy |
gtm-spend-management |
Virtual card per vendor |
| Vendor roster / renewals |
gtm-spend-management |
vendor-spend-register |
| Approve new SaaS |
gtm-spend-management + revops-tech-stack |
Approval matrix + overlap check |
| Negotiate renewal |
vendor-contracts + spend register |
T-90 workflow |
| Zombie subscriptions |
gtm-spend-management |
Quarterly cleanup |
| Gifting spend on Ramp |
strategic-gifting + gtm-spend-management |
Capped GTM-GIFT card |
Skill Map: Reviews (G2 / TrustRadius)
| Task |
Skill |
Why |
| Review strategy |
review-platforms |
Generation, responses, grid ranking |
| Advocacy program |
customer-marketing |
Case studies + references |
| Negative review response |
review-platforms |
review-response-playbook |
Skill Map: Varun Anand — Reverse Demo & Community Selling
| Task |
Skill |
Artifact |
| Buyer-led screen-share demo |
demo-scripts |
skills/sales-revops/demo-scripts/references/reverse-demo-varun.md |
| Community → pipeline |
customer-marketing |
skills/growth/customer-marketing/references/community-selling-varun.md |
| Clay-style ecosystem GTM |
customer-marketing + startup-communities |
Slack onboarding + creator loops |
| Pair with discovery |
meeting-prep |
Great Demo! incumbent walkthrough before reverse demo |
Skill Map: Henry Schuck — ZoomInfo Scale GTM
| Task |
Skill |
Artifact |
| High-velocity SDR taxonomy |
sales-team-building |
skills/founder-led/sales-team-building/references/henry-schuck-sdr-model.md |
| Inbound SDR machine |
sales-team-building + revenue-team-onboarding |
ramp-benchmarks (inbound SDR) |
| Public-company GTM KPIs |
gtm-metrics |
public-company-gtm-metrics reference |
| Data-as-product routing |
sales-team-building + lead-enrichment |
Intent + enrichment queue design |
Skill Map: GTM Ops Cluster
Router: gtm-operations → skills/gtm-ops/gtm-operations/references/gtm-ops-skill-index.md. Load order for new RevOps hire:
revops-tech-stack — inventory + bowtie mapgtm-tool-cost-model — TCO budgetgtm-spend-management — Ramp + vendor registercrm-integration — sync rulescampaign-governance — UTMs + naminggtm-operations Phase 6 — PM tool, charter, RACI
Pattern 11 covers finance + spend. Pattern 19 covers launches, migrations, QBR projects.
| PM task |
Skill |
Artifact |
| Run any GTM project |
gtm-operations |
gtm-project-management-playbook.md |
| ClickUp workspace |
gtm-operations |
clickup-gtm-workspace.md |
| RACI + charter |
gtm-operations |
raci-matrix-template.md, gtm-project-charter.md |
| Campaign launch ownership |
campaign-governance |
RACI Example 1 + UTM sheet |
| Stack migration |
revops-tech-stack + gtm-operations |
RACI Example 2 |
| Launch pod design |
gtm-leadership + gtm-operations |
team-design-gtm-projects.md |
Skill Map: Working with Agencies
| Scenario |
Load These Skills |
Why |
| Outbound agency evaluation |
hiring-agencies, pipeline-management, cold-email-strategy |
Process + messaging before outsourcing sends |
| RevOps / Clay agency |
hiring-agencies, clay-automation, crm-integration |
Workflow spec before agency builds |
| Agency proved channel — hire in-house |
sales-team-building, hiring-by-role, hiring-agencies (transition section) |
Graduate playbook to employees |
| Agency → GTM Engineer FTE |
gtm-role-descriptions, hiring-by-role, revenue-team-onboarding |
JD + scorecard + day-0 Clay/n8n access |
| Freelancer vs agency |
hiring-contractors, hiring-agencies |
Individual vs team engagement |
| Demand gen agency |
hiring-agencies, paid-advertising, campaign-analytics |
CAC measurement from day one |
Skill Map: Andy Whyte — MEDDICC Qualification
Andy Whyte operationalizes MEDDICC as a 0/1/2 scorecard (max 14) with stage
gates and "Always Be Qualifying." Load skills by task:
| MEDDICC Task |
Skill |
Why |
| Design scorecard + CRM fields |
pipeline-management |
Anchor — stage gates, SPICED reconciliation |
| Pre-call questions per dimension |
meeting-prep |
SPICED for discovery; MEDDICC gaps for qualification |
| Manager deal review |
sales-coaching |
Evidence inspection, not rep confidence |
| Champion + buying committee |
multi-thread-orchestration |
Champion test + stakeholder map |
| Metrics / business case |
roi-calculator, deal-desk |
M and E dimensions |
| Competition dimension |
competitive-intel |
Influence decision criteria |
| CRM configuration |
crm-integration, hubspot-setup, salesforce-setup |
Scorecard fields |
**MEDDICC
…(truncated)
1---2name: leadmagic-gtm-skills-using-gtm-skills3description: Using gtm-skills4---56# Using gtm-skills78## Overview910205 skills. 24 categories. Every GTM discipline. This is the master key.11The mistake: cloning the repo and not knowing where to start — loading random12skills, missing dependencies, or treating skills as documentation instead of13executable playbooks. This skill covers the complete usage guide: installation,14discovery, loading patterns, multi-skill workflows, and advanced tactics for15getting maximum value from the gtm-skills library.1617## Quick Start (I Need X → Pattern → Skills)1819| I need to… | Load pattern | Start skills |20|---|---|---|21| Find any skill by category | — | `references/skill-index-master.md` |22| Build cold email outbound | Pattern 15c, 17, or 23 | `cold-email-strategy`, `email-deliverability`, `domain-infrastructure` |23| Build phone outbound | Pattern 15b | `cold-calling` + `references/cold-calling-experts-index.md` (incl. Jeb Blount Golden Hours) |24| Run discovery / qualify deals | Pattern 5 or 13 | `meeting-prep`, `pipeline-management`, `sales-coaching` |25| Hire GTM / RevOps / SDR | Pattern 2 or 28 | `gtm-role-descriptions`, `hiring-by-role`, `revenue-team-onboarding` |26| HR / comp / ramp for revenue team | Pattern 28 | `gtm-role-descriptions/references/hr-gtm-playbook.md` |27| Enterprise legal / MSA / DPA in deal | Pattern 29 or 16 | `deal-desk/references/legal-gtm-playbook.md` |28| RevOps automation maturity | Pattern 30 | `references/gtm-automation-expert-playbook.md` |29| CRO strategy / enterprise revenue leadership | Pattern 31 | `gtm-leadership/references/cro-enterprise-strategy.md` |30| Automate Clay / n8n | Pattern 6, 6b, or 30 | `references/automation-playbook-index.md` → `clay-automation` or `n8n-automation` |31| Monitor lifecycle health | Pattern 18 | `references/gtm-lifecycle-stages.md` → `references/lifecycle-skill-index.md` → `references/lincoln-murphy-customer-success.md` |32| Manage GTM spend / vendors | Pattern 11 | `revops-tech-stack`, `gtm-spend-management`, `gtm-tool-cost-model` |33| Run a GTM project / RACI | Pattern 19 | `gtm-operations`, `campaign-governance` |34| SEO + AI search content | Pattern 25 | `seo-strategy`, `pillar-pages`, `references/seo-strategy-playbook.md` |35| Inbound flywheel (HubSpot) | Pattern 27 | `content-marketing`, `references/dharmesh-shah-hubspot-inbound.md` |36| Demand creation (not lead gen) | Pattern 26 | `content-marketing`, `references/chris-walker-mental-models.md` |37| B2B influencer program | Pattern 21 | `customer-marketing`, `references/aneesh-wishly-b2b-influencer.md` |38| Founder PMF → scale | Pattern 12 | `solo-founder-gtm`, `saas-outcomes`, `engineer-to-founder` |39| Bootstrap founder path | Pattern 12 or 32 | `saas-outcomes` (`bootstrap-founder-playbook.md`), `solo-founder-gtm` |40| Earn-out / M&A deal terms | Pattern 15 or 32 | `exiting-company` (`negotiating-earn-out.md`), `financial-modeling` |41| Enterprise land-expand | Pattern 14 | `crm-toolkit`, `expansion-selling`, `multi-thread-orchestration` |42| Secure customer data exchange | Pattern 16 | `deal-desk`, `references/gtm-data-exchange-playbook.md` |43| Crisis / PR / incident comms | Pattern 33 | `gtm-leadership`, `references/crisis-management-playbook.md` |44| SaaS budget / MRR accounting / tax awareness | Pattern 34 | `financial-modeling`, `saas-metrics-calculator`, `references/gtm-budget-playbook.md` |45| Comp plan / OTE / quota design | Pattern 35 | `executive-compensation/references/gtm-compensation-strategy.md` |4647**First install:** clone repo → ask agent to list skills → load this skill → pick row above.4849## Category → Pattern Router5051| Domain | Categories | Primary patterns |52|---|---|---|53| **Foundation** | `foundation/` | — (load first for ICP, positioning, pricing) |54| **Founder** | `founder-led/` | 2, 12, 15 |55| **Outbound** | `outbound/`, `prospecting/`, `tools/` (sequencers) | 15b, 15c, 17, 23 |56| **Inbound** | `inbound/`, `content-seo/`, `demand-gen/` | 25, 26, 27, 20 |57| **Ops** | `gtm-ops/`, `automation/`, `tools/`, `leadmagic/` | 6, 6b, 11, 19 |58| **Lifecycle** | `lifecycle/`, `customer-success/`, `growth/`, `product-led-growth/` | 18 |59| **Sales** | `sales-revops/`, `sales-plays/`, `abm/` | 5, 9, 13, 14, 22 |60| **Hiring** | `founder-led/`, `management-leadership/` | 2, 28, 35 |61| **Legal / deal** | `sales-revops/deal-desk`, `vendor-contracts` | 16, 29 |62| **Security** | `founder-led/` (soc2, privacy), `deal-desk` | 16, 29 |63| **Automation strategy** | `automation/`, `gtm-ops/` | 6, 6b, 30 |6465Full category map (all skills): `references/skill-index-master.md`6667## Pattern Index (1–30)6869| # | Name | Domain | Trigger |70|---|---|---|---|71| 1 | Research → Build → Launch | General | New product / market entry |72| 2 | Hire → Onboard → Manage | Hiring | First GTM hire through ramp |73| 3 | Data → Decision → Action | Analytics | Metrics → expansion/churn |74| 4 | AI-First GTM (Vibe Stack) | Creative | AI content + landers at scale |75| 5 | WbD Sales Process Build | Sales | Design pipeline + SPICED |76| 6 | Clay GTM Stack | Ops | Clay tables + enrichment |77| 6b | n8n Orchestration | Ops | Inbound/outbound/MCP flows |78| 7 | Agency Pilot → In-House | Ops | Outsource then hire |79| 8 | Survival → Thrival → Enterprise | Founder | ARR-stage GTM motion |80| 9 | Stuck Late-Stage Deal (JOLT) | Sales | Buyer indecision |81| 10 | Reviews & Advocacy | Growth | G2 / TrustRadius |82| 11 | GTM Stack Finance & Spend | Ops | Ramp, vendors, TCO |83| 12 | Bootstrap vs Venture Outcome | Founder | Exit path + PMF gates |84| 13 | Sales Coaching System | Sales | REKS → MEDDICC → JOLT |85| 14 | Enterprise GTM (Benioff) | Sales | Land-expand, V2MOM |86| 15 | Exit Readiness & Valuation | Founder | Diligence prep |87| 15b | Phone-First Cold Calling | Outbound | Gilkey + Reisert + Pessar + Slocum |88| 15c | High-Scale Email Infra | Outbound | Eric Nowoslawski economics + deliverability |89| 16 | GTM Data Security | Security | Customer data exchange |90| 17 | Enrichment-Powered Outbound | Outbound | Pat Spielmann Cold to Gold |91| 18 | Lifecycle Stages & Activation | Lifecycle | 7-stage monitoring |92| 19 | GTM Project Management & RACI | Ops | Launches, migrations |93| 20 | Visitor ID & Intent Routing | Inbound | Website deanonymization |94| 21 | B2B Influencer GTM | Inbound | Creator partnerships |95| 22 | Relationship-Led Enterprise | Sales | Randy Seidl trust selling |96| 23 | Sales Borg Outbound | Outbound | Justin Michael automation |97| 24 | Force Management Alignment | Sales | Pod economics, Command of Message |98| 25 | B2B SEO Stack | Inbound | Schwartz + Fishkin + Ahrefs |99| 26 | Demand Creation | Inbound | Chris Walker dark social |100| 27 | Inbound Flywheel | Inbound | Dharmesh Shah / HubSpot attract-engage-delight |101| 28 | HR GTM / People Ops | Hiring | Stacey Nordwall + Pavilion comp |102| 29 | Legal GTM / Commercial Counsel | Legal / deal | Eunice Buhler + Ironclad CLM |103| 30 | RevOps Automation Maturity | Ops | Jen Igartua / Go Nimbly orchestration |104| 31 | CRO Enterprise Strategy | Leadership | John McMahon + consumption GTM |105| 32 | Founder Exit Economics | Founder | Earn-out negotiation + bootstrap exit paths |106| 33 | Crisis Management & Incident Comms | Leadership / CS | Outage, breach, bad press, war room |107108## Frameworks Referenced109110This skill is grounded in public frameworks and source material relevant to the task:111112- **LeadMagic/gtm-skills — GTM agent skills catalog.** Skill maps in this guide route tasks to the right playbook. Counts: `taxonomy.csv` / `skills.lock`.113- **Jacco van der Kooij (Winning by Design).** SPICED discovery, Bowtie lifecycle, GTM Index, REKS coaching — primary WbD cite.114- **Sam Jacobs (Pavilion).** CRO Council exec comp; multi-gate variable (ARR + NRR + efficiency).115- **Mark Roberge — The Sales Acceleration Formula.** Data-driven hiring, training, demand gen, and sales process design — the science behind scaling a B2B sales org.116- **Jason Lemkin & Mark Roberge — From Survival to Thrival.** Two-phase SaaS GTM: Survival ($0–$2M ARR, founder sells) → Thrival ($2M–$10M+, build the machine) → enterprise upmarket motion.117- **April Dunford — Obviously Awesome Positioning.** Positioning before messaging and channel selection.118- **Winning by Design — GTM Operating Model.** SPICED, Bowtie, POD structures, and revenue architecture.119- **Keenan — Gap Selling.** Current State → Future State → Gap discovery; Problem Centric™; happy ears guardrail — pairs with SPICED/MEDDICC.120- **Jordan Crawford — Blueprint GTM / Cannonball.** PQS, PVP, FIND — pain-based outbound from closed-won analysis.121- **Guillaume Moubeche — lemlist.** Problem-first multichannel sequences, CTC, 4–9 touches.122- **Becc Holland — Flip the Script.** Diagnostic Selling, Stellar Cold Email, lead-weighted SDR KPIs.123- **Eric Nowoslawski — Growth Engine X.** Cold email infra at scale, 1:1 backup inboxes, Creative Ideas campaigns, Crawl Walk Run Clay rollout, outbound unit economics gate.124125## When to Use126127Trigger phrases: "gtm-skills", "install gtm-skills", "how to use gtm-skills",128"which skill for [task]", "skill discovery", "find skill for [topic]",129"taxonomy navigation", "combine skills", "skill dependencies"130131## Installation132133Use `./install.sh` (wraps `scripts/install-tui.py`). Full per-system guide: `docs/INSTALL.md`.134135| # | System | TUI key | Install path / method |136|---|---|---|---|137| 1 | Claude Code | `claude` | `claude plugins add LeadMagic/gtm-skills` |138| 2 | Jesse | `jesse` | `{project}/.jesse/skills/gtm-skills/` |139| 3 | Codex | `codex` | `codex skills install …` or `~/.codex/skills/gtm-skills/` |140| 4 | Hermes | `hermes` | `hermes skills install …` or `~/.hermes/skills/gtm-skills/` |141| 5 | Windsurf | `windsurf` | `{project}/.windsurf/skills/gtm-skills/` |142| 6 | OpenCode | `opencode` | `{project}/.opencode/skills/gtm-skills/` |143| 7 | Gemini CLI | `gemini` | `{project}/.gemini/skills/gtm-skills/` |144| 8 | GitHub Copilot | `copilot` | `{project}/.github/skills/gtm-skills/` + `copilot-instructions.md` |145| 9 | Zed | `zed` | `AGENTS.md` + `{project}/.zed/skills/gtm-skills/` |146| 10 | VS Code | `vscode` | Same as Copilot agent mode |147| 11 | Goose | `goose` | `~/.config/goose/skills/gtm-skills/` |148149### Quick install150151```bash152git clone https://github.com/LeadMagic/gtm-skills.git153cd gtm-skills154./install.sh # default: Hermes + Claude + Jesse155./install.sh --target jesse --project /path/to/project156./install.sh --target hermes157./install.sh --target all --dry-run158```159160### Verify installation161162After install, ask your agent: "list gtm skills" or "what skills are available for [task]?"163164### Integrity Check (skills.lock)165```bash166# Verify no tampered or corrupted skills167python3 -c "168import json, hashlib169with open('skills.lock') as f:170 lock = json.load(f)171for name, meta in lock['skills'].items():172 with open(meta['path'], 'rb') as fh:173 actual = hashlib.sha256(fh.read()).hexdigest()174 if actual != meta['sha256']:175 print(f'TAMPERED: {name}')176print('All skills verified.')177"178```179180## Skill Discovery181182### By Category (What You're Trying to Do)183184| If You Need To... | Load These Categories |185|---|---|186| **Raise money, manage equity, run a board** | `founder-led/` (fundraising-strategy, financial-modeling, board-meeting-prep, equity-management) |187| **Sell as a founder or build a sales team** | `founder-led/` (founder-sales, sales-team-building), `sales-revops/` (sales-enablement, pipeline-management, demo-scripts, deal-desk) |188| **Enterprise sales / upmarket motion** | `foundation/` (icp-targeting-tiers, gtm-context), `abm/` (abm-strategy, multi-thread-orchestration), `sales-revops/` (meeting-prep, deal-desk, roi-calculator), `founder-led/` (soc2-compliance) |189| **Mark Roberge / Survival to Thrival journey** | See skill maps below — routes by ARR stage and motion |190| **Journey / PMF / scale gates** | `saas-outcomes` + `solo-founder-gtm` — see Journey skill map below |191| **Build outbound / cold email** | `outbound/` (cold-email-strategy, cold-email-copywriting, email-deliverability, domain-infrastructure) — Pattern 23 (Justin Michael / Sales Borg), Pattern 15c (Eric Nowoslawski infra), or Pattern 17 (Pat Spielmann / enrichment-powered Cold to Gold) · router → `references/gtm-experts-outbound-index.md` |192| **Build outbound / cold calling (phone-first)** | `outbound/cold-calling` — Pattern 15b (Gilkey + Reisert + Pessar + Slocum); `references/cold-calling-experts-index.md` |193| **Find and enrich leads** | `prospecting/` (lead-finding, lead-enrichment, email-finding, contact-verification) |194| **Automate GTM workflows** | `references/automation-playbook-index.md` (38 playbooks) → `automation/` + `tools/` + `leadmagic/` + `gtm-ops/` |195| **Configure outreach sequencers** | `tools/sequencing-toolkit` (router) + platform skills: `instantly-sequences`, `smartlead-workflows`, `lemlist-setup`, `salesloft-cadences`, `outreach-sequences`, `hubspot-sequences` — Pattern 17 clay-enrollment-handoff |196| **LeadMagic enrichment & integrations** | `leadmagic/` (waterfall, integrations, cli, bulk, mcp, job-change) + `clay-toolkit` + `clay-loops-toolkit` |197| **SEO / content clusters** | `content-seo/` (seo-strategy, pillar-pages, pseo-strategy, aeo-strategy) + `references/seo-strategy-playbook.md` |198| **Demand creation (not lead gen)** | `content-marketing`, `paid-social-strategy`, `attribution` + `references/chris-walker-mental-models.md` |199| **Sales org alignment / pod economics** | `sales-team-building`, `gtm-leadership`, `gtm-metrics` + `references/force-management-playbook.md` |200| **n8n flows (inbound/outbound/signals)** | `tools/n8n-toolkit` (flow catalog, MCP patterns) → motion skill (`inbound-triage`, `reply-handling`, signal plays) |201| **Clay + AI prompts (tools)** | `tools/clay-toolkit`, `tools/clay-loops-toolkit`, `tools/ai-prompts-toolkit`, `tools/sequencing-toolkit`, `leadmagic/` |202| **Content, social, creative** | `creative/` (vibe-marketing, ai-content-creation, copywriting, social-media-strategy), `content-seo/` |203| **Customer success and support** | `customer-success/` (cs-playbooks, customer-onboarding, sla-management, headless-support, support-tool-stack) — BYOAI: Plain MCP + `byoai-headless-stack.md` |204| **Lifecycle stages & activation monitoring** | `references/gtm-lifecycle-stages.md` → Pattern 18 · `references/activation-playbook.md` · `references/lifecycle-skill-index.md` |205| **Analytics and metrics** | `analytics/` (gtm-metrics, event-analytics, campaign-analytics, attribution) |206| **AI-native GTM (vibe coding/marketing)** | `creative/` (vibe-coding, vibe-marketing, v0-lander, ai-content-creation, ai-video-creation) |207| **Legal, compliance, security** | `founder-led/` (legal-for-founders, soc2-compliance, data-privacy-compliance, security-assessments, business-insurance) |208| **GTM data security / customer data exchange** | `deal-desk`, `customer-onboarding`, `revenue-team-onboarding`, `revops-tech-stack` + `references/gtm-data-exchange-playbook.md`, `references/gtm-security-hygiene-basics.md` |209| **Hiring and team building** | `founder-led/` (gtm-role-descriptions, gtm-recruiting, job-posting-strategy, hiring-by-role, sales-team-building) + `management-leadership/gtm-leadership` |210| **CRO / enterprise $100M–$1B strategy** | Pattern 31 · `gtm-leadership/references/cro-enterprise-strategy.md` |211| **Hire GTM Engineer / RevOps builder** | `gtm-role-descriptions` (JD + `gtm-engineer-hiring.md`) → `hiring-by-role` (`gtm-engineer-scorecard.md`) → `revenue-team-onboarding` |212| **GTM leadership (hire/fire/hard talks)** | `management-leadership/gtm-leadership`, `gtm-role-descriptions` (comp templates), `employment-compliance` |213| **Buyer indecision / stuck deals** | `sales-revops/buyer-indecision` (JOLT), `pipeline-management`, `deal-desk` |214| **Sales process design (Winning by Design)** | See WbD skill map below — `pipeline-management` is the anchor |215| **Outsource GTM / work with agencies** | `founder-led/` (hiring-agencies, hiring-contractors), `automation/` (clay-automation) |216| **Design and brand** | `design/` (pitch-deck-builder, roi-calculator, design-system-gtm, brand-kit) |217| **GTM ops / RevOps / tool spend** | `gtm-ops/` (`gtm-operations`, `revops-tech-stack`, `gtm-tool-cost-model`, `gtm-spend-management`, `campaign-governance`) — Pattern 11 |218| **GTM project management / RACI / ClickUp** | `gtm-operations` (PM hub), `campaign-governance` (launch RACI), `gtm-leadership` (pods) — Pattern 19 |219| **Community-led / reverse demo selling** | `growth/customer-marketing`, `sales-revops/demo-scripts` (Varun Anand references) |220| **B2B influencer / LinkedIn creator GTM** | `customer-marketing`, `social-selling` + `references/aneesh-wishly-b2b-influencer.md` — Pattern 21 |221| **HR / People Ops for revenue team** | `gtm-role-descriptions`, `revenue-team-onboarding` + `hr-gtm-playbook.md` — Pattern 28 |222| **Legal / MSA / DPA in enterprise deal** | `deal-desk` + `legal-gtm-playbook.md` — Pattern 29 |223| **RevOps automation strategy** | `gtm-operations`, `revops-tech-stack` + `gtm-automation-expert-playbook.md` — Pattern 30 |224| **CRO / enterprise revenue leadership** | `gtm-leadership` + `cro-enterprise-strategy.md` — Pattern 31 |225| **Crisis / outage / breach / PR incident** | Pattern 33 · `gtm-leadership` + `crisis-management-playbook.md` |226| **Annual GTM budget / MRR bridge / SaaS tax awareness** | Pattern 34 · `gtm-budget-playbook.md` + `saas-mrr-accounting-nuances.md` |227| **ZoomInfo-scale SDR / data-as-product GTM** | `founder-led/sales-team-building` → `henry-schuck-sdr-model` reference |228229### By Trigger Phrase230231```232Tell your agent: "I need to [task]"233It will match to the right skill automatically.234235Examples:236- "I need to build a pitch deck" → pitch-deck-builder237- "I need to set up cold email infrastructure" → Pattern 15c (Eric Nowoslawski) → domain-infrastructure, inbox-setup, email-deliverability238- "Eric Nowoslawski / Growth Engine X / cold email at scale" → Pattern 15c · `cold-email-strategy/references/eric-nowoslawski-outbound.md`239- "Creative Ideas campaign / Crawl Walk Run Clay" → cold-email-strategy (eric-nowoslawski-outbound.md), clay-automation240- "Cold calling / phone outreach / SDR dialing / connect rate" → Pattern 15b · `outbound/cold-calling` · `references/cold-calling-experts-index.md`241- "Bucketing / disposition science / phone intent" → cold-calling, list-building, pipeline-management (Gilkey vs Reisert — see cold-calling-experts-index)242- "Ryan Reisert / CRM activity buckets / CallBlitz" → cold-calling, pipeline-management, sales-coaching243- "Ronen Pessar / ColdCall-Market Fit / Call Pilot" → cold-calling, sales-team-building244- "Tom Slocum / sell the meeting / 3x3 research / SD Lab" → cold-calling, sales-coaching245- "Coach SDR cold calls / phone rep coaching" → sales-coaching + cold-calling (Slocum + Reisert CallBlitz)246- "I need to raise a seed round" → fundraising-strategy, yc-ecosystem, vc-outreach247- "I need to build a landing page with AI" → v0-lander, vibe-coding248- "I need to hire my first salesperson" → sales-team-building, gtm-role-descriptions, hiring-by-role, job-posting-strategy249- "Write a job description for SDR/AE/VP Sales" → gtm-role-descriptions → job-posting-strategy → hiring-by-role250- "Hire GTM engineer / GTM Engineer vs RevOps" → gtm-role-descriptions (`gtm-engineer-hiring.md`, `gtm-engineer-jd.md`) → hiring-by-role (`gtm-engineer-scorecard.md`)251- "Revenue org structure / sales comp plan" → gtm-role-descriptions, sales-team-building252- "Fire sales rep / difficult conversation / PIP" → gtm-leadership, employment-compliance253- "When to fire VP Sales" → gtm-leadership, sales-team-building254- "CRO strategy / John McMahon / enterprise sales leadership" → Pattern 31 · `cro-enterprise-strategy.md`255- "Snowflake GTM / consumption model / Slootman" → Pattern 31 · `expansion-selling`, `executive-compensation`256- "Databricks PLG to enterprise / Ron Gabrisko" → Pattern 31 · `sales-team-building`, `gtm-leadership`257- "Developer selling / sell to developers / Vercel GTM / DevRel / open-source GTM" → developer-gtm (vercel-developer-selling.md), plg-strategy258- "Buyer indecision / JOLT / need to think about it" → buyer-indecision, pipeline-management259- "SDR/AE comp plan template" → gtm-role-descriptions (comp-plan-sdr, comp-plan-ae)260- "Recruit passive AE / close candidate" → gtm-recruiting, gtm-role-descriptions, hiring-by-role261- "Negotiate sales offer / counter offer" → gtm-recruiting (offer-negotiation), employment-compliance262- "Betts recruiting / Destiny recruiting / diversity GTM hire" → gtm-recruiting263- "Scale sales like Mark Roberge / HubSpot" → sales-team-building, pipeline-management, sales-enablement264- "Survival to Thrival enterprise sales" → founder-sales → sales-team-building → icp-targeting-tiers → multi-thread-orchestration265- "Design sales process Winning by Design" → gtm-system-architecture → pipeline-management → sales-enablement266- "Hire an outbound agency" → hiring-agencies, pipeline-management, cold-email-strategy267- "MEDDICC qualify this deal" → meeting-prep, pipeline-management, sales-coaching268- "Gap Selling discovery" / "happy ears" → meeting-prep (keenan-gap-selling.md), pipeline-management269- "PQS / PVP outbound" / "Cannonball GTM" → cold-email-strategy (jordan-crawford-blueprint-gtm.md), list-building270- "Creative Ideas campaign" / "Eric Nowoslawski" / "Growth Engine X" / "outbound at scale" / "backup inboxes" → cold-email-strategy (eric-nowoslawski-outbound.md), email-deliverability, domain-infrastructure271- "Leslie Venetz" / "earn the right" / "buyer-first outbound" / "profit-generating pipeline" / "fix broken outbound" → cold-email-strategy (leslie-venetz-buyer-first-outbound.md), cold-email-copywriting272- "Crawl walk run Clay" / "should we do cold outbound" → clay-automation, cold-email-strategy (eric-nowoslawski-outbound.md)273- "lemlist sequence" / "Guillaume cold email" → lemlist-setup, cold-email-strategy (lemlist-guillaume-outbound.md)274- "Clay loop for funding signals" → clay-loops-toolkit, ai-prompts-toolkit, funding-signal-play275- "Claygent prompt for research" → ai-prompts-toolkit, clay-toolkit276- "Prompt loop for outbound email" → ai-prompts-toolkit, cold-email-copywriting, clay-toolkit277- "Build n8n inbound lead workflow" → n8n-toolkit (INB-01), inbound-triage, crm-toolkit278- "n8n outbound enrichment pipeline" → n8n-toolkit (OUT-01), leadmagic-toolkit279- "n8n reply classification webhook" → n8n-toolkit (LIF-03), reply-handling, ai-prompts-toolkit280- "Connect MCP agent to n8n batch job" → mcp-setup, n8n-toolkit (MCP-01), leadmagic-mcp281- "Headless support / BYOAI / Plain MCP / embed support in app" → headless-support (byoai-headless-stack.md), mcp-setup, support-tool-stack282- "Attio + support stack / API-first CRM and support" → crm-toolkit (crm-selection.md), attio-setup, headless-support (byoai-headless-stack.md)283- "Signal automation funding/job change" → n8n-toolkit (SIG-01/02) or clay-loops-toolkit284- "Clay reverse demo / Varun Anand demo" → demo-scripts → reverse-demo-varun reference285- "Community selling / Slack GTM / ecosystem-led growth" → customer-marketing → community-selling-varun reference286- "ZoomInfo GTM / Henry Schuck SDR model" → sales-team-building → henry-schuck-sdr-model reference287- "SDR economics / cost per meeting / Tito Bohrt / SDR hiring simulation" → sales-team-building (tito-bohrt-sdr-science.md), gtm-role-descriptions288- "ABSD / account-based sales development / Lars Nilsson / targeted enterprise outbound" → abm-strategy (lars-nilsson-absd.md), account-selection, cold-email-strategy289- "Hire GTM engineer / RevOps engineer" → gtm-role-descriptions → hiring-by-role (gtm-engineer scorecard)290- "GTM stack TCO / Ramp / vendor spend audit" → Pattern 11 (revops-tech-stack → gtm-spend-management)291- "Lifecycle stages / activation / time-to-value / monitor lifecycle" → Pattern 18 (`references/gtm-lifecycle-stages.md` → `activation-playbook.md` → monitoring dashboard)292- "Exchange customer data safely / onboarding data import" → Pattern 16 (deal-desk → customer-onboarding; `gtm-data-exchange-playbook.md`)293- "Security hygiene for sales team / 2FA / phishing for reps" → `revenue-team-onboarding` + `gtm-security-hygiene-basics.md`294- "When does security review hit the deal / security questionnaire" → `deal-desk` + `security-questionnaire-deal-guide.md`295- "Relationship selling / enterprise trust / Randy Seidl" → Pattern 22 (social-selling → sales-coaching → multi-thread)296- "What pitfalls to avoid across skills?" → references/pitfalls-index.md (auto-generated catalog)297- "Smartlead setup / Eric infra at scale" → smartlead-workflows, email-deliverability (eric-nowoslawski-outbound.md)298- "Instantly campaign setup" → instantly-sequences, domain-infrastructure299- "LeadMagic Clay waterfall" → leadmagic-waterfall, clay-toolkit, pat-spielmann-outbound-copy.md300- "LeadMagic integration checklist" → leadmagic-integrations, integration-checklist.md301- "Push verified contacts to sequencer" → leadmagic-cli, smartlead-workflows or instantly-sequences302- "Job change champion tracking" → leadmagic-job-change, clay-loops-toolkit (L03), job-change-play303- "List all automation playbooks" → references/automation-playbook-index.md (38 playbooks)304- "B2B SEO strategy / Product-Led SEO" → seo-strategy, references/seo-strategy-playbook.md305- "Pod economics / sales org alignment / Force Management" → sales-team-building, references/force-management-playbook.md306- "HubSpot inbound / flywheel / Dharmesh Shah" → Pattern 27 · `references/dharmesh-shah-hubspot-inbound.md` · `content-marketing`, `inbound-triage`, `hubspot-setup`307- "Demand creation / dark social / Chris Walker" → Pattern 26 · content-marketing, references/chris-walker-mental-models.md308- "Marketing frequency / revenue leader development" → references/chris-walker-mental-models.md, gtm-leadership309- "B2B influencer / LinkedIn creator / Wishly / Aneesh Lal" → Pattern 21 (customer-marketing → social-selling → gtm-metrics)310- "LinkedIn algorithm / reach drop / carousel vs video / van der Blom" → linkedin-algorithm (richard-van-der-blom-algorithm.md), social-selling311- "LinkedIn Live / livestream / WinsDay / Jessie Lizak / Reveting / weekly live show" → linkedin-live-strategy (jessie-lizak-linkedin-live.md), linkedin-algorithm312- "Sales Navigator / Sales Nav / Morgan Ingram / AMP Social / filter-specific messaging / posted in last 30 days" → sales-navigator-prospecting (morgan-ingram-sales-navigator.md), social-selling313- "Founder LinkedIn / build in public / Adam Robinson / zero-click content" → founder-brand (adam-robinson-founder-brand.md), linkedin-algorithm314- "Influencer ROI / creator attribution / influencer UTM" → references/b2b-influencer-measurement.md, campaign-governance315- "Employee advocacy vs paid creators" → customer-marketing Phase 6, references/b2b-influencer-strategy.md316- "HR for sales team / People Ops GTM / Stacey Nordwall" → Pattern 28 · hr-gtm-playbook.md · gtm-role-descriptions317- "Revenue comp bands / Pavilion comp / SDR OTE" → Pattern 28 · comp-benchmarks.md · benchmark-reconciliation.md318- "GTM comp strategy / OTE design / quota plan / accelerators / SPIF" → Pattern 35 · gtm-compensation-strategy.md · ote-calculator-template.md319- "Crisis management / outage comms / breach email / holding statement / PR crisis" → Pattern 33 · crisis-management-playbook.md · gtm-leadership320- "GTM budget / annual operating budget / MRR accounting / bookings vs revenue / QSBS / 409A / SaaS sales tax" → Pattern 34 · gtm-budget-playbook.md · saas-mrr-accounting-nuances.md321- "MSA / DPA / sales legal / Eunice Buhler / Ironclad" → Pattern 29 · legal-gtm-playbook.md · deal-desk322- "When to sign DPA / commercial counsel / deal desk swimlanes" → Pattern 29 + Pattern 16 (data exchange)323- "RevOps automation / Jen Igartua / Go Nimbly / automation maturity" → Pattern 30 · gtm-automation-expert-playbook.md324- "Clay vs n8n orchestration / fix automation sprawl" → Pattern 30 strategy → Pattern 6/6b implementation325```326327### Skill Map: Winning by Design — Sales Process & GTM System328329WbD organizes revenue as a system, not a funnel. Load skills by model:330331| WbD Component | What It Covers | Load These Skills |332|---|---|---|333| **GTM Index (6 models)** | Revenue, Data, Math, Operating, Growth, GTM — score 1–10 | `gtm-system-architecture`, `gtm-metrics` |334| **GTM Playbook Kit** | Goal + Actions + Exit Criteria per stage | `pipeline-management` (anchor) |335| **SPICED** | Situation, Pain, Impact, Critical Event, Decision (discovery) | `pipeline-management`, `meeting-prep`, `founder-sales` |336| **MEDDICC** | Metrics, EB, Decision Criteria/Process, Pain, Champion, Competition (deal scoring) | `pipeline-management`, `meeting-prep`, `sales-coaching`, `multi-thread-orchestration` |337| **Bowtie** | Acquire → retain → expand (revenue doesn't end at Closed Won) | `gtm-system-architecture`, `customer-onboarding`, `expansion-selling` |338| **POD structures** | SDR:AE:CSM ratios by complexity | `sales-team-building` |339| **REKS coaching** | Results → Efforts → Knowledge → Skills | `sales-coaching`, `sales-team-building` |340| **Enablement layer** | Playbook, battlecards, talk tracks per stage | `sales-enablement`, `demo-scripts`, `objection-handling` |341342**Full WbD sales process stack:**343```344gtm-context → gtm-system-architecture (score the 6 models)345→ pipeline-management (stages + SPICED + handoffs)346→ sales-enablement (playbook assets per stage)347→ sales-coaching (REKS + deal inspection)348→ sales-team-building (PODs + hiring when Operating Model ≥6)349```350351**SPICED + MEDDICC rule:** They do not contradict. SPICED runs discovery352conversations; MEDDICC scores deal evidence. Same CRM fields — see353`pipeline-management` reconciliation table. Never use both as competing checklists.354355**Gap Selling layer:** Keenan adds diagnostic depth — current/future/gap, root356cause, emotions, Problem Identification Chart. Use on discovery calls (`meeting-prep`357→ `keenan-gap-selling.md`); fold Impact into SPICED + MEDDICC Metrics.358359### Skill Map: Outbound & Discovery Experts360361Router index → `references/gtm-experts-outbound-index.md`362363| Task | Skill | Lead expert / artifact |364|---|---|---|365| Discovery call prep | `meeting-prep` | Keenan Gap Selling + SPICED + MEDDICC gaps |366| Discovery stage gates | `pipeline-management` | Gap Selling exit criteria (no happy ears) |367| Sequence architecture | `cold-email-strategy` | Becc Holland structure · Guillaume multichannel · Jordan PQS/PVP |368| Write cold email copy | `cold-email-copywriting` | Becc 7 Pillars · Guillaume CTC · Crawford PVP bar |369| Low reply rates (good infra) | `cold-email-strategy` + `list-building` | Jordan Crawford FIND — fix message before volume |370| lemlist campaign setup | `lemlist-setup` | Guillaume playbook (canonical multichannel) |371| Email + LinkedIn coordination | `multi-channel-outreach` | Guillaume · Becc sequence structure |372| SDR KPI / inbound-outbound conflict | `sales-team-building` | Becc Holland lead weighting |373| Infra at scale / deliverability | `email-deliverability`, `domain-infrastructure` | Eric Nowoslawski — `eric-nowoslawski-outbound.md` |374| Creative Ideas / offer-led AI copy | `cold-email-copywriting`, `clay-automation` | Eric Nowoslawski Crawl Walk Run |375| Outbound unit economics gate | `cold-email-strategy` | Eric TAM/LTV/CAC:LTV criteria |376377**Creative outbound stack (reply rate rescue):**378```379list-building (PQS from won deals) → cold-email-strategy (FIND + triggers)380→ cold-email-copywriting (PVP/CTC copy) → lemlist-setup or sending-platforms381```382383**Discovery stack:**384```385meeting-prep (Gap Selling + SPICED questions) → pipeline-management (stage evidence)386→ sales-coaching (MEDDICC deal review)387```388389**WbD + agency rule:** Do not hire agencies until Operating Model ≥6.390Load `pipeline-management` before `hiring-agencies` — agencies execute your391playbook, they do not write it.392393### Skill Map: ABM Gifting (Giftology / Sendoso)394395| Task | Skill | Artifact |396|---|---|---|397| Gift strategy | `strategic-gifting` | Giftology + tier budget |398| Tier 1 executive gift | `strategic-gifting` + `abm-1-to-1` | gift-brief template |399| Sendoso campaign | `strategic-gifting` | sendoso-campaign template |400| Direct mail + email sync | `strategic-gifting` + `abm-1-to-few` | gifting-sequence reference |401| Buyer gift policy | `strategic-gifting` | gift-compliance reference |402| Stalled deal | `buyer-indecision` | Not gifts |403404### Skill Map: Sales Coaching405406| Task | Skill | Artifact |407|---|---|---|408| Build coaching program | `sales-coaching` | Full cadence + artifact index |409| Rep missing quota | `sales-coaching` | reks-diagnostic template |410| Weekly 1:1 | `sales-coaching` | 1-1-agenda template |411| Deal review | `sales-coaching` + `pipeline-management` | deal-review-scorecard template |412| Call feedback | `sales-coaching` | call-coaching-form template |413| Late-stage stall | `buyer-indecision` + `sales-coaching` | jolt-coaching reference |414| Founder coaches team | `sales-coaching` | founder-coaching reference |415| Coach before fire | `gtm-leadership` + `sales-coaching` | coaching-plan-30-day template |416417### Skill Map: Founder Comp & Negotiation418419| Task | Skill | Why |420|---|---|---|421| Can we afford first AE? | `founder-comp-playbook` | Payroll % ARR + runway |422| Set OTE + quota | `executive-compensation` (Pattern 35) | gtm-compensation-strategy + ote-calculator-template |423| IC comp bands + templates | `gtm-role-descriptions` | H1 2026 comp-benchmarks |424| Interviewer questions | `hiring-by-role` | interviewer-questions-gtm by role |425| GTM Engineer JD + interview | `gtm-role-descriptions` → `hiring-by-role` | gtm-engineer-hiring.md + gtm-engineer-scorecard.md |426| Candidate questions | `hiring-by-role` | candidate-questions-to-ask (both sides) |427| New hire week 1 | `revenue-team-onboarding` | onboarding-questions + questionnaire |428| Rep resigned | `gtm-leadership` | resignation-playbook + handoff checklist |429| Exit interview | `gtm-leadership` | exit-interview-questions |430| Candidate wants more $ | `founder-comp-playbook` | Scripts + lever matrix |431| Explain equity to hire | `founder-comp-playbook` | FD% + 409A walkthrough |432| Close / written offer | `gtm-recruiting` | 48–72h timeline |433434### Skill Map: Executive Comp (Sam Jacobs / Pavilion)435436| Task | Skill | Why |437|---|---|---|438| VP / CRO offer + clauses | `executive-compensation` | Multi-gate variable, severance, equity, clawback |439| IC comp plans | `gtm-role-descriptions` | SDR/AE/manager templates |440| Board approval | `executive-compensation`, `board-meeting-prep` | Comp memo + scenario payout |441| Pavilion peer benchmarks | `executive-compensation` | pavilion-cro-comp reference |442443### Skill Map: CRM (tools/crm-toolkit)444445| Task | Skill | Why |446|---|---|---|447| Choose CRM | `crm-toolkit` | crm-selection scorecard |448| Contacts vs leads | `crm-toolkit` | contacts-vs-leads reference |449| Platform rollout | `hubspot-setup`, `salesforce-setup`, `attio-setup` | After operating model in `crm-integration` |450| Implementation partner | `crm-toolkit` | implementation-partners RFP |451| Land-and-expand in CRM | `crm-toolkit` + `expansion-selling` | benioff-enterprise-playbook + land-expand template |452| Annual GTM planning | `gtm-leadership` | V2MOM template (Marc Benioff) |453| Enterprise trust selling | `transparency-selling` + `crm-toolkit` | Commitment logging + radical honesty |454455### Skill Map: GTM Spend (Ramp / vendors)456457| Task | Skill | Why |458|---|---|---|459| Model tool TCO | `gtm-tool-cost-model` | Seat + credit + % ARR |460| Ramp + card policy | `gtm-spend-management` | Virtual card per vendor |461| Vendor roster / renewals | `gtm-spend-management` | vendor-spend-register |462| Approve new SaaS | `gtm-spend-management` + `revops-tech-stack` | Approval matrix + overlap check |463| Negotiate renewal | `vendor-contracts` + spend register | T-90 workflow |464| Zombie subscriptions | `gtm-spend-management` | Quarterly cleanup |465| Gifting spend on Ramp | `strategic-gifting` + `gtm-spend-management` | Capped GTM-GIFT card |466467### Skill Map: Reviews (G2 / TrustRadius)468469| Task | Skill | Why |470|---|---|---|471| Review strategy | `review-platforms` | Generation, responses, grid ranking |472| Advocacy program | `customer-marketing` | Case studies + references |473| Negative review response | `review-platforms` | review-response-playbook |474475### Skill Map: Varun Anand — Reverse Demo & Community Selling476477| Task | Skill | Artifact |478|---|---|---|479| Buyer-led screen-share demo | `demo-scripts` | `skills/sales-revops/demo-scripts/references/reverse-demo-varun.md` |480| Community → pipeline | `customer-marketing` | `skills/growth/customer-marketing/references/community-selling-varun.md` |481| Clay-style ecosystem GTM | `customer-marketing` + `startup-communities` | Slack onboarding + creator loops |482| Pair with discovery | `meeting-prep` | Great Demo! incumbent walkthrough before reverse demo |483484### Skill Map: Henry Schuck — ZoomInfo Scale GTM485486| Task | Skill | Artifact |487|---|---|---|488| High-velocity SDR taxonomy | `sales-team-building` | `skills/founder-led/sales-team-building/references/henry-schuck-sdr-model.md` |489| Inbound SDR machine | `sales-team-building` + `revenue-team-onboarding` | ramp-benchmarks (inbound SDR) |490| Public-company GTM KPIs | `gtm-metrics` | `public-company-gtm-metrics` reference |491| Data-as-product routing | `sales-team-building` + `lead-enrichment` | Intent + enrichment queue design |492493### Skill Map: GTM Ops Cluster494495Router: `gtm-operations` → `skills/gtm-ops/gtm-operations/references/gtm-ops-skill-index.md`. Load order for new RevOps hire:4964971. `revops-tech-stack` — inventory + bowtie map4982. `gtm-tool-cost-model` — TCO budget4993. `gtm-spend-management` — Ramp + vendor register5004. `crm-integration` — sync rules5015. `campaign-governance` — UTMs + naming5026. `gtm-operations` Phase 6 — PM tool, charter, RACI503504Pattern 11 covers finance + spend. Pattern 19 covers launches, migrations, QBR projects.505506| PM task | Skill | Artifact |507|---|---|---|508| Run any GTM project | `gtm-operations` | `gtm-project-management-playbook.md` |509| ClickUp workspace | `gtm-operations` | `clickup-gtm-workspace.md` |510| RACI + charter | `gtm-operations` | `raci-matrix-template.md`, `gtm-project-charter.md` |511| Campaign launch ownership | `campaign-governance` | RACI Example 1 + UTM sheet |512| Stack migration | `revops-tech-stack` + `gtm-operations` | RACI Example 2 |513| Launch pod design | `gtm-leadership` + `gtm-operations` | `team-design-gtm-projects.md` |514515### Skill Map: Working with Agencies516517| Scenario | Load These Skills | Why |518|---|---|---|519| Outbound agency evaluation | `hiring-agencies`, `pipeline-management`, `cold-email-strategy` | Process + messaging before outsourcing sends |520| RevOps / Clay agency | `hiring-agencies`, `clay-automation`, `crm-integration` | Workflow spec before agency builds |521| Agency proved channel — hire in-house | `sales-team-building`, `hiring-by-role`, `hiring-agencies` (transition section) | Graduate playbook to employees |522| Agency → GTM Engineer FTE | `gtm-role-descriptions`, `hiring-by-role`, `revenue-team-onboarding` | JD + scorecard + day-0 Clay/n8n access |523| Freelancer vs agency | `hiring-contractors`, `hiring-agencies` | Individual vs team engagement |524| Demand gen agency | `hiring-agencies`, `paid-advertising`, `campaign-analytics` | CAC measurement from day one |525526### Skill Map: Andy Whyte — MEDDICC Qualification527528Andy Whyte operationalizes MEDDICC as a 0/1/2 scorecard (max 14) with stage529gates and "Always Be Qualifying." Load skills by task:530531| MEDDICC Task | Skill | Why |532|---|---|---|533| Design scorecard + CRM fields | `pipeline-management` | Anchor — stage gates, SPICED reconciliation |534| Pre-call questions per dimension | `meeting-prep` | SPICED for discovery; MEDDICC gaps for qualification |535| Manager deal review | `sales-coaching` | Evidence inspection, not rep confidence |536| Champion + buying committee | `multi-thread-orchestration` | Champion test + stakeholder map |537| Metrics / business case | `roi-calculator`, `deal-desk` | M and E dimensions |538| Competition dimension | `competitive-intel` | Influence decision criteria |539| CRM configuration | `crm-integration`, `hubspot-setup`, `salesforce-setup` | Scorecard fields |540541**MEDDICC 542543…(truncated)
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