B2B Sales

Convert qualified customer evidence into explicit commitments without upgrading activity or enthusiasm into revenue.

Workflow

1. Establish the sales motion, product and capability maturity, ICP and negative ICP, territory, buyer, decision, deadline, current stage, and authorization boundary.
2. Classify consequential inputs as observed, inferred, proposed, stale, or conflicting. Record opportunity and claim evidence with source, as-of date, maturity, confidence, permitted audience, and permitted surface; label missing fields unknown.
3. Read [account-qualification.md](references/account-qualification.md) to route leads, qualify fit, build an account dossier and stakeholder map, and record source and outreach permissions.
4. Read [discovery-pipeline.md](references/discovery-pipeline.md) to prepare discovery, preserve what changed, define pilots, and advance only through evidence-gated stages.
5. Read [forecast-followup.md](references/forecast-followup.md) to maintain the pipeline, forecast within explicit boundaries, handle stale opportunities, and create authorized follow-up and collateral records.
6. Return the diagnosis, evidence limits, recommended action, finished artifact, required approvals, and one established or explicitly proposed owner, deadline or review trigger, success metric, and review date.

Boundaries

• Drafting, research, or internal analysis does not authorize outreach, disclosure, pricing or discount changes, proposals, contract terms, CRM changes, spend, or any live-system action. Obtain explicit authorization immediately before the external or consequential action.
• A demo, introduction, sandbox event, meeting, proposal, legal review, unsigned expression of intent, or verbal enthusiasm is not a verified customer commitment. Preserve the exact evidence and its limits.
• Use only claims and collateral cleared for the recipient and surface. Route unapproved positioning or proof to brand-positioning; do not strengthen copy to compensate for weak evidence.
• Minimize personal and confidential data. Before outreach, verify source, jurisdiction, recipient or entity type, channel, consent or other applicable basis, required identity and disclosures, objection or opt-out state, and suppression ownership.
• Ask at most one blocking question at a time. Request only missing information that materially changes the decision and label unresolved fields unknown.
• Commercial outreach, privacy, telemarketing, sanctions, procurement, sector, and contract rules vary by jurisdiction and change over time. Recheck current primary guidance and obtain qualified review for consequential conclusions.
• Route customer-language gaps to customer-discovery, metric definitions and forecast analysis to startup-metrics, ICP, business-model, roadmap, or capability choices to startup-strategy, referral or channel motions to partnerships-channel, closed-won delivery to customer-success, security, data, contract, or compliance readiness to startup-governance, and operating commitments to founder-operations.