Five skills

Each comes with a worked example you can play through before you see a strong answer.

1. Skill 1Forecast from evidence, not coverageWeight pipeline by each stage’s real close rate, call the gap early, and never treat a coverage ratio as a forecast.Worked example: Is 3.2× pipeline coverage enough to call the quarter?
2. Skill 2Qualify on what closes, not what repliesFollow every segment from meetings to won revenue per meeting, and qualify on what closes, not on who replies.Worked example: Should outbound follow the segment that books the most meetings?
3. Skill 3Run the discovery an AI summary can’tTrace every qualification field to the buyer’s own words, and reach the economic buyer and the trigger before you demo.Worked example: The AI summary says this deal is qualified. Is it?
4. Skill 4Scale outbound without spending the signalJudge outbound by opportunities per 1,000 emails and by complaints, and scale only the targeting that works.Worked example: The AI SDR got more replies. Should you triple its volume?
5. Skill 5Price and discount for how value landsPrice the renewal, not just the signing: match price to the work the product does, and trade any discount for something.Worked example: Would you approve 20% off to close this quarter?

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