sales-qualification
Help users qualify sales leads effectively. Use when someone is wasting time on bad leads, struggling with low conversion rates, needs to build a qualification framework, or wants to improve their discovery process.
Installation & invocation
1. Crée le fichier sur ta machine :
2. Colle le contenu du SKILL.md ci-dessous, et redémarre Claude Code. Tu peux ensuite l'invoquer manuellement avec :
Claude peut aussi la déclencher automatiquement quand le contexte matche.
Qualifie les leads efficacement quand quelqu'un perd du temps sur de mauvais leads ou veut un framework de qualif.
Contenu de la skill
Sales Qualification
Help the user qualify sales leads effectively using frameworks from 1 product leader.
How to Help
When the user asks for help with sales qualification:
- Understand current process - Ask how they currently decide which leads to pursue
- Identify disqualification criteria - Help them define what makes a lead NOT worth pursuing
- Design discovery questions - Create questions that efficiently reveal fit
- Build a qualification framework - Help them systematize qualification decisions
Core Principles
Most sales problems are qualification problems
Jen Abel: "It's qualification. Qualification because if you spend your time on the wrong leads, that equates to a zero." If conversion rates are low, the issue is often pursuing leads that were never going to close rather than poor sales execution.
"No" is a successful outcome
Jen Abel: "I am a qualification crazy person. I will not get in on another call with someone because on the first call it's either a yes or a no, there's no in between." The goal of early calls is to determine fit, not to convince. A clear "no" saves time that can be spent on better leads.
Disqualify aggressively
The best salespeople are rigorous about disqualification. They'd rather pursue fewer, better-qualified opportunities than spread themselves thin across mediocre leads.
First call should determine fit
If a lead requires multiple calls before you can determine whether they're a fit, your discovery process is too slow. Qualification should happen early and decisively.
Time is the scarcest resource
Every hour spent on a bad lead is an hour not spent on a good one. The math of sales productivity favors aggressive filtering.
Questions to Help Users
- "What percentage of your pipeline actually closes? Is the problem quality or execution?"
- "What are the characteristics of your best customers? How quickly can you identify those traits?"
- "What questions do you ask in discovery that reveal whether a lead is qualified?"
- "When was the last time you disqualified a lead on the first call?"
- "What would need to be true for you to walk away from a lead earlier?"
Common Mistakes to Flag
- Pursuing all inbound - Treating every lead as equally worthy of time
- Slow qualification - Taking multiple calls to determine what could be known in one
- Hope selling - Continuing to pursue leads you know aren't a fit because the pipeline looks thin
- No disqualification criteria - Not having explicit reasons to say no
- Confusing activity with progress - Measuring calls made rather than qualified opportunities created
Deep Dive
For all 2 insights from 1 guest, see references/guest-insights.md
Related Skills
- product-led-sales
- sales-compensation
- pricing-strategy
Skills proches
founder-sales
Help founders close their first customers and build repeatable sales processes. Use when someone is doing founder-led sales, trying to get their first customers, writing cold outreach, running early sales calls, or asking when to hire their first salesperson.
prospection-mail
Rédiger des cold emails B2B et des séquences email / drip qui obtiennent des réponses. Charge ce skill quand l'utilisateur veut écrire un cold email, une relance, une séquence de prospection ou une campagne drip automatisée.
prospection-multicanal
Routine de prospection multicanal (LinkedIn + email) pilotée par Folk CRM, Unipile et Firecrawl. À utiliser quand l'utilisateur demande de "lancer la séquence d'outreach", "envoyer les invitations LinkedIn du jour", "faire tourner la prospection", de relancer un prospect, ou de progresser dans la cadence J0/J+3/J+10/J+15 sur les contacts Lead/Hunted dans Folk. Sait s'arrêter automatiquement sur réponse prospect, sortie de statut, ou drapeau Reco.
prospection-stack
Orchestrateur de prospection B2B qui route les demandes vers le bon MCP de la stack disponible (Vibe Prospecting, Common Room, Firecrawl, Apify, Notion, Gmail, Granola, Fireflies, Calendar). Utilise ce skill dès que l'utilisateur veut trouver des leads, enrichir un contact ou un compte, scraper un site, préparer un call, drafter un outreach, qualifier un prospect, sourcer un ICP, retrouver un échange passé avec un compte. Déclenche aussi sur "trouve-moi des leads", "qui est X chez Y", "prépare mon call avec Z", "scrape ce site", "enrichis cet email", "log dans Notion", "drafte un cold email", "infos sur cette boîte". Skill agnostique de toute entreprise et de tout CRM : aucune cible métier ni stack CRM hardcodée. Ne jamais utiliser Apollo ni FullEnrich, ils sont explicitement exclus. Aucun CRM dans le scope (ni Folk ni HubSpot ni Pipedrive ni Salesforce ni autre) : pour toute écriture CRM, déléguer aux skills dédiés que l'utilisateur a installés. Demande toujours où pousser le résultat avant d'écrire dans un système tiers.
revops
When the user wants help with revenue operations, lead lifecycle management, or marketing-to-sales handoff processes. Also use when the user mentions 'RevOps,' 'revenue operations,' 'lead scoring,' 'lead routing,' 'MQL,' 'SQL,' 'pipeline stages,' 'deal desk,' 'CRM automation,' 'marketing-to-sales handoff,' 'data hygiene,' 'leads aren't getting to sales,' 'pipeline management,' 'lead qualification,' or 'when should marketing hand off to sales.' Use this for anything involving the systems and processes that connect marketing to revenue. For cold outreach emails, see cold-email. For email drip campaigns, see email-sequence. For pricing decisions, see pricing-strategy.
sales-enablement
When the user wants to create sales collateral, pitch decks, one-pagers, objection handling docs, or demo scripts. Also use when the user mentions 'sales deck,' 'pitch deck,' 'one-pager,' 'leave-behind,' 'objection handling,' 'deal-specific ROI analysis,' 'demo script,' 'talk track,' 'sales playbook,' 'proposal template,' 'buyer persona card,' 'help my sales team,' 'sales materials,' or 'what should I give my sales reps.' Use this for any document or asset that helps a sales team close deals. For competitor comparison pages and battle cards, see competitor-alternatives. For marketing website copy, see copywriting. For cold outreach emails, see cold-email.