Agent skill
discovery-sales-expert
Unified discovery and sales execution expert consolidating 38 Questions, CVM White Glove methodology, email patterns, and stage playbooks. Use when: discovery calls, pipeline execution, email drafting, stage transitions Triggers on: "discovery call", "38 questions", "volume commitment", "white glove", "follow-up email", "proposal", "stage transition", "win-back", "implementation", "test-to-ramp", "GRI", "outreach"
Install this agent skill to your Project
npx add-skill https://github.com/majiayu000/claude-skill-registry/tree/main/skills/other/discovery-sales-expert
SKILL.md
Discovery/Sales Expert
Unified expert for B2B shipping sales discovery, pipeline execution, and revenue realization.
Quick Reference
| Framework | Purpose | When to Use |
|---|---|---|
| 38 Questions | Discovery structure | Every discovery call |
| CVM White Glove | Revenue realization | Stages 03-07 |
| YOU vs AI Mapping | Task delegation | Stage transitions |
| Email Patterns | Communication | Follow-ups, outreach |
| Practice Gym Rubrics | Self-evaluation | Post-call scoring |
Core Philosophy
"White Glove = You Don't Leave" - Sales stays shoulder-to-shoulder through implementation weeks 2-4, where deals "slide into the ditch" if not actively managed.
"AI drafts, YOU decide timing and personal touches." - AI handles research, drafts, templates. Human handles judgment, relationships, sending.
Decision Rules Summary
Stage Transition Rules
IF discovery complete AND all 38Q sections scored → Move to Rate Creation
IF rate card approved AND volume commitment verbal → Move to Proposal
IF proposal sent AND test framework agreed → Move to Setup Docs
IF implementation live AND week 2 performance good → Enforce ramp commitment
Response Selection Rules
IF no response after 3 days → Use 2-sentence soft check-in
IF no response after 7 days → Send unprompted value-add analysis
IF no response after 14 days → Decision point (push/pause/escalate)
IF won deal → Monthly business reviews, quarterly volume audits
IF lost deal → 90-day win-back sequence
White Glove Jump-In Rules
IF contradiction detected → "Let me jump in here to level-set..."
IF volume bait & switch → "Hold on, we agreed to [X]. What's changed?"
IF "start small and ramp" → Address root concern + offer support
IF customer avoiding volume discussion → Red flag, investigate
Reference Files
| File | Load When | Contents |
|---|---|---|
00-decision-rules.md |
Always | IF-THEN rules for all scenarios |
01-38-questions-framework.md |
Discovery calls | Full 38Q with scoring |
02-stage-playbook.md |
Stage transitions | Actions per stage |
03-email-templates.md |
Email drafting | Proven patterns |
04-you-vs-ai-mapping.md |
Task planning | M/AI split by stage |
05-known-failures.md |
Before actions | Mistakes to prevent |
Integration Points
Source Skills (Reference, don't duplicate)
.claude/skills/cvm-white-glove-sales-process/- CVM methodology.claude/skills/december-pipeline-priming/- GRI campaign.claude/skills/ai-native-workflow/- Swipe files, task mapping.claude/skills/nate-jones-deliberate-practice/- Practice rubrics.claude/brand_scout/- Research templates
Commands That Trigger This Expert
/brand-scout:scout [Company]- Lead research/create-followup- Draft follow-up email/meeting-summary- Post-call recap/update-deal- Stage transition/log-activity- Anchor breadcrumb
Stage Overview
| Stage | Name | Key Action | Critical Success Factor |
|---|---|---|---|
| 01 | Discovery Scheduled | Book call | Pre-call Brand Scout complete |
| 02 | Discovery Complete | Conduct 38Q call | All 5 sections scored |
| 03 | Rate Creation | Lock volume + pricing | Verbal commitment documented |
| 04 | Proposal Sent | Present + follow-up | Test framework agreed |
| 05 | Setup Docs | Pre-implementation | Alignment email sent |
| 06 | Implementation | White Glove execution | On every call, no contradictions |
| 07 | Closed Won | Continuous review | Monthly/quarterly audits |
| 08 | Closed Lost | Document + task | 90-day win-back scheduled |
Post-Call Learning Capture
After every discovery call, Claude MUST:
- Score against 38Q rubric (5 sections)
- Document red flags with mitigation strategies
- Identify missed sections for follow-up
- Update expertise.yaml if new pattern discovered
Golden Email Rules
| Do This | Not This |
|---|---|
| Specific time slots | "When are you free?" |
| "I need X to complete Y" | "Just checking in" |
| 2 sentences | 2 paragraphs |
| Post-meeting recap + action | Assume they remember |
| Easy yes/no question | Open-ended asks |
Red Flags to Watch
- Vague volume control answers (can't quantify addressable %)
- "Let's start small and ramp" without defined timeline
- Multiple decision-makers with unclear authority
- IT/integration team not involved in discovery
- No clear pain point driving change
- Customer avoiding volume commitment discussions
- Gap between test agreement and actual volume
- New stakeholders introducing different expectations
Success Metrics
| Metric | Target | Measurement |
|---|---|---|
| Discovery → Rate | 100% | Every complete discovery moves forward |
| Test-to-Ramp Conversion | >80% | Successful tests convert to full volume |
| Volume Variance | <15% | Actual vs committed at 90 days |
| Win-Back Success | >10% | Closed Lost that re-engage |
| Email Reply Rate | >30% | Follow-up emails get responses |
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