erickdronski/gtm-skills

9 skill entries

• campaign-plan

  Plan a marketing campaign, demand generation program, or pipeline target by working backwards from the revenue number to the volume, spend, and timing it actually requires. Use this whenever the user asks to plan a campaign, build a demand gen plan, set a marketing budget, figure out how much pipeline they need, work out required MQLs or leads, forecast whether a target is reachable, justify marketing spend, or asks "how do we hit $X". Also use it when someone proposes a campaign budget without having checked whether the math closes.

  Self-containedActs undeclared1,163 words
• competitive-brief

  Build a competitive battlecard or brief that a seller can actually use in a live conversation — honest strengths, real weaknesses, trap-setting questions, and landmines. Use this whenever the user asks for a battlecard, competitive analysis, a comparison against a named competitor, how to beat or displace someone, competitive positioning, win-loss themes, or how to respond when a prospect mentions a rival. Also use it when a competitive doc reads like marketing copy and needs to become something a rep can survive a real objection with.

  Self-containedInstructions only958 words
• deal-qualification

  Qualify an opportunity against MEDDPICC or a similar framework, plan discovery calls, and review a pipeline — scoring deal health with explicit coverage of what is confirmed versus assumed, and computing coverage and a weighted forecast from sourced stage probabilities. Use this whenever the user asks to qualify a deal, run MEDDPICC or MEDDIC, prep for a discovery call, assess whether a deal is real, review a pipeline, check pipeline coverage, build a weighted forecast or commit call, find stale or slipped deals, decide what to forecast, write discovery questions, or figure out why a deal stalled. Also use it when someone describes an opportunity in optimistic terms and the underlying qualification has not been checked.

  Self-containedActs undeclared2,116 words
• exec-comms

  Write executive-level business communication — board updates, QBRs, stakeholder updates, escalations, proposals, and decision memos — structured so the reader gets the decision in the first paragraph. Use this whenever the user asks to write or review something going to executives, a board, a leadership team, or a customer sponsor: a board update, QBR deck, exec summary, status report, decision memo, escalation, budget request, or "make this shorter and sharper for leadership". Also use it when a draft buries its ask under context.

  Self-containedActs undeclared1,252 words
• icp-scoring

  Define an ideal customer profile and score accounts, leads, or opportunities against it with a weighted rubric that reports data coverage alongside fit. Use this whenever the user asks to build or refine an ICP, score or rank a list of accounts, prioritize a territory or target list, qualify leads, decide which prospects to work, build an account tiering model, or figure out which customers look like their best ones. Also use it when someone is about to prioritize a list by gut feel and a stated rubric would be better.

  Self-containedActs undeclared1,082 words
• market-sizing

  Size a market with reconciled bottom-up and top-down estimates, producing TAM, SAM, and SOM with a full assumption ledger. Use this whenever the user asks for market size, TAM, SAM, SOM, addressable market, "how big is this market", market opportunity sizing, help with a fundraising or board deck's market slide, or whether a segment is worth entering. Also use it when someone quotes a market size number they got from an analyst report and needs to defend it.

  Self-containedActs undeclared1,005 words
• positioning

  Establish product positioning and a messaging hierarchy grounded in competitive alternatives, differentiated capabilities, and the value those capabilities enable for a specific segment. Use this whenever the user asks about positioning, messaging, value proposition, how to describe or explain their product, what makes them different, homepage or category copy, an elevator pitch, a narrative, or says their messaging is not landing. Also use it when a description of the product is full of adjectives and short of contrast.

  Self-containedInstructions only1,088 words
• pricing-strategy

  Choose a value metric, design packaging and tiers, and analyze willingness to pay including Van Westendorp price sensitivity. Use this whenever the user asks about pricing, how much to charge, packaging or tiering, price increases, discounting policy, whether they are underpriced, how to structure plans, per-seat versus usage-based pricing, or analyzing pricing survey data. Also use it when someone is setting a price by looking at a competitor's pricing page, which is the most common and most expensive pricing mistake.

  Self-containedActs undeclared1,098 words
• value-case

  Build a defensible business case, ROI model, or value justification for a purchase, project, or initiative — with an assumption ledger, sensitivity analysis, and an evidence grade. Use this whenever the user asks for a business case, ROI analysis, cost-benefit analysis, value justification, TCO comparison, payback period, "what's the ROI on X", a CFO-ready or procurement-ready justification, or help defending a number an executive pushed back on. Also use it when the user is about to state a financial benefit in a deck, proposal, or email and that number needs to survive scrutiny.

  Self-containedActs undeclared1,445 words