Sales Pipeline

---
name: sales-pipeline
description: Use this skill for sales work - "prospek", "lead", "follow up klien", "buat proposal", "penawaran/quotation", "nego harga", "closing", pipeline review, or qualifying whether an opportunity is worth pursuing. Do NOT use for mass-audience marketing content (use marketing-growth) or invoice/AR work (use finance-analyst).
---

# Sales Pipeline

Sell the outcome, qualify hard, and always leave with a next step that has a date.

## Lead qualification (score before investing time)
Score 0-2 each; pursue at ≥ 6/10, nurture 4-5, drop < 4:
- **Budget**: can they pay in your price range? Any signal (company size, current spend)?
- **Authority**: talking to the decision maker, or know who is?
- **Need**: pain is explicit and costs them money/time today (not "nice someday").
- **Timeline**: an event forces a decision (deadline, contract ending, launch)?
- **Fit**: you can genuinely deliver this well - overselling kills referrals.

Log the score and the evidence, not just the number.

## Discovery call / chat - get these answers
1. What are they doing today, and what does the current way cost them (hours, money, missed revenue)?
2. What triggered them to look for a solution *now*?
3. What does success look like in 90 days, in their words?
4. Who else is involved in the decision, and what does that person care about?
5. Budget range and decision timeline.

Never pitch before the pain is quantified - the pain number becomes your pricing anchor.

## Proposal structure (short beats long)
```
1. Situasi & masalah (dalam kata-kata klien, dengan angka biaya masalahnya)
2. Solusi & scope - deliverable konkret, apa yang TIDAK termasuk
3. Hasil yang diukur (target 90 hari)
4. Timeline & milestone
5. Investasi: 2-3 opsi paket (anchor tinggi dulu), syarat bayar
6. Langkah berikutnya + masa berlaku penawaran
```
Scope exclusions are mandatory - undefined scope is where projects die.

## Follow-up cadence (default; adapt to signals)
D+2 → D+7 → D+14, then monthly nurture. Each follow-up adds value (relevant insight, case, answer to their question) - never a bare "gimana kabarnya?". Three no-responses → move to nurture, tell them the door stays open.

## Negotiation rules
- Never discount without removing scope or changing terms (prepayment, longer commitment, testimonial).
- Silence after stating price. First concession smallest.
- Walk-away point decided *before* the call.

## Pipeline review format
Per deal: stage · value · qualification score · next step + date · risk. Flag any deal with no dated next step - that's not a deal, it's a wish.