[{"data":1,"prerenderedAt":-1},["ShallowReactive",2],{"skill:01M792WBEXBMPHECTA7PZ66FD2":3,"skill-same:01M792WBEXBMPHECTA7PZ66FD2":61},{"skillNo":4,"name":5,"nameZh":6,"description":7,"descriptionZh":6,"repositoryFullName":8,"ownerLogin":9,"ownerAvatarUrl":10,"ownerAccountNo":11,"ownerDisplayName":12,"repositoryNo":13,"starsCount":14,"licenseSpdxId":15,"licenseFileUrl":6,"sourceHtmlUrl":16,"categories":17,"keywords":18,"publishedAt":19,"linkOnly":20,"markdownContent":21,"markdownBody":22,"frontMatter":23,"refName":26,"commitSha":27,"skillDirectory":28,"forksCount":14,"repositoryHtmlUrl":29,"repositoryHomepageUrl":30,"ownerHtmlUrl":31,"ownerBlogUrl":32,"ownerDescription":33,"updatedAt":34,"install":35,"resources":48},"01M792WBEXBMPHECTA7PZ66FD2","prospecting",null,"Build and qualify a target list from an ICP, with enrichment and disqualification rules. Use when finding high-intent B2B target accounts, leads, or list building.","poorvith-mp\u002Fskills-sales","poorvith-mp","https:\u002F\u002Favatars.githubusercontent.com\u002Fu\u002F277478855?v=4","01M78Z5K0YH1Z3PX815PGQ96ND","Poorvith M P","01M792TBNJYGMCX377ZHA6WZ2E",0,"MIT","https:\u002F\u002Fgithub.com\u002Fpoorvith-mp\u002Fskills-sales\u002Fblob\u002Fmain\u002Fskills\u002Fprospecting\u002FSKILL.md",[],[],"2026-11-15 14:19:17",false,"---\nname: prospecting\nlast_reviewed: 2026-09-06\ngroup: Pipeline\ndescription: >-\n  Build and qualify a target list from an ICP, with enrichment and disqualification rules. Use\n  when finding high-intent B2B target accounts, leads, or list building.\n---\n\n# prospecting\n\n## Core Philosophy\nModern B2B outbound prospecting is not buying a list of 10,000 unverified email addresses and blasting them with generic AI sales sequences. That approach destroys domain reputation and yields $\u003C 0.1\\%$ response rates. Precision prospecting is an investigative discipline: building high-conviction account lists filtered by verified technographic stack signals, firmographic trigger events, and disqualifying bad fits before reaching out.\n\n---\n\n## 4-Step Precision Prospecting Framework\n\n### Step 1: Technographic & Firmographic ICP Definition\n1. **The 4 ICP Filters**:\n   - *Firmographics*: Company headcount (e.g. 50–250 employees), ARR stage ($5M–$30M), geography, industry.\n   - *Technographics*: Exact software tools installed (e.g. uses Next.js, AWS EKS, Snowflake, Stripe).\n   - *Regulatory \u002F Compliance*: Subject to SOC 2, HIPAA, GDPR, or PCI-DSS requirements.\n   - *Org Structure*: Has at least 1 dedicated DevOps\u002FPlatform engineer or Head of Security.\n2. **Explicit Disqualification Criteria**:\n   - Immediately exclude: Freelancers, agencies, bootstrapped teams with $\u003C 5$ engineers, companies using non-supported legacy tech stacks (e.g. on-premise mainframe).\n\n### Step 2: Trigger Event & Buying Intent Sourcing\n1. **The 5 High-Conversion Buying Triggers**:\n   - *Leadership Change*: New VP of Engineering, CTO, or CISO hired within the last 90 days (new leaders have budget and mandates to fix systems).\n   - *Funding Event*: Company raised Series A or B in past 60 days (mandate to scale infrastructure quickly).\n   - *Job Postings*: Hiring for specific roles (e.g. hiring 4 Kubernetes engineers implies impending infrastructure complexity).\n   - *Public Incidents*: Recent outage, post-mortem, or security vulnerability discussed publicly.\n   - *Tech Migration*: Public announcement or repository signals indicating migration to cloud\u002Fmicroservices.\n\n### Step 3: Precision Contact Identification & Multi-Threading\n1. **The 3-Persona Account Infiltration Map**:\n   - *Target Persona 1: The Operator \u002F User* (Staff Engineer \u002F Dev Lead): Feels the daily friction; tests the product.\n   - *Target Persona 2: The Functional Leader* (Director of Infrastructure \u002F VP Engineering): Owns team velocity and hiring budget.\n   - *Target Persona 3: The Executive \u002F Economic Buyer* (CTO \u002F CFO): Approves contracts $> $25text{k}$.\n2. **Contact Verification**:\n   - Verify email deliverability using zero-bounce verification tools (NeverBounce, MillionVerifier). Enforce bounce rate $\u003C 2\\%$.\n\n### Step 4: Account Tiering & Outreach Channel Allocation\n1. **Tiered Outreach Allocation**:\n   - *Tier 1 (Top 20 Accounts)*: 100% custom, multi-channel approach (Email + LinkedIn + mutual intro request).\n   - *Tier 2 (Next 80 Accounts)*: Highly personalized modular templates tailored to their specific tech stack.\n   - *Tier 3 (Broader 200 Accounts)*: Programmatic outbound segmented by trigger event.\n\n---\n\n## Deliverable Format: Target Account Prospecting List (`PROSPECTING-LIST.md`)\n\n```markdown\n# Target Account Prospecting Matrix: [Campaign Name]\n\n## 1. ICP Filters & Campaign Trigger\n- **Target Persona**: VP of Infrastructure \u002F Platform Engineering Leads\n- **Target Company Size**: 50–250 employees, Series A–B funded\n- **Primary Technographic Filter**: Running Kubernetes on AWS\n- **Primary Buying Trigger**: Hired new VP of Engineering in last 60 days\n\n## 2. High-Priority Target Account Matrix\n| Company Name | Headcount | Tech Stack Signals | Trigger Event | Primary Contact | Title | Verified Email |\n|---|---|---|---|---|---|---|\n| [TargetCo A] | 120 | AWS, EKS, Terraform | Raised $18M Series A; hiring 3 SREs | [Name] | VP Engineering | `name@targetco.com` |\n| [TargetCo B] | 85 | GCP, GKE, Go | New CTO hired from Stripe 45d ago | [Name] | Head of Platform | `name@targetco.com` |\n\n## 3. Disqualification Log\n- `Company X`: Disqualified — uses on-prem VMware; no cloud presence.\n- `Company Y`: Disqualified — 8 total employees; below minimum scale threshold.\n\n## 4. Multi-Channel Outreach Plan\n- **Day 1**: Personalized email referencing their specific tech stack and trigger event.\n- **Day 3**: LinkedIn profile view + relevant comment on their technical post.\n- **Day 7**: Email 2 sharing relevant technical architecture benchmark.\n```\n\n---\n\n## Worked Example: Cloud Observability Prospecting\n\n- **ICP Filter**: B2B SaaS companies running ClickHouse or high-throughput Kafka clusters.\n- **Trigger**: Companies posting job descriptions mentioning \"Kafka scaling bottlenecks\".\n- **Outreach**: Identified 35 target accounts. Sent personalized messages referencing their specific job posting requirements and attaching an architectural optimization cheat sheet.\n- **Outcome**: 31% positive response rate; 9 qualified discovery calls booked from 35 accounts.\n\n---\n\n## Verification Checklist\n\n- [ ] Every target account meets all 4 ICP criteria (firmographic, technographic, scale, roles).\n- [ ] Every account has a documented trigger event justifying outreach timing.\n- [ ] Email addresses are 100% validated with verified deliverability status.\n- [ ] At least 2 personas are identified per target account for multi-threading.\n- [ ] Accounts failing criteria are explicitly documented in a disqualification log.\n\n---\n\n## Anti-Patterns\n\n- **Scraping Without Verification**: Exporting 5,000 unverified contacts and damaging domain deliverability.\n- **Ignoring Technographics**: Pitching an AWS-specific solution to a company operating entirely on Google Cloud.\n- **Single-Threaded Outreach**: Contacting only one junior engineer and abandoning the account when they don't reply.\n","# prospecting\n\n## Core Philosophy\nModern B2B outbound prospecting is not buying a list of 10,000 unverified email addresses and blasting them with generic AI sales sequences. That approach destroys domain reputation and yields $\u003C 0.1\\%$ response rates. Precision prospecting is an investigative discipline: building high-conviction account lists filtered by verified technographic stack signals, firmographic trigger events, and disqualifying bad fits before reaching out.\n\n---\n\n## 4-Step Precision Prospecting Framework\n\n### Step 1: Technographic & Firmographic ICP Definition\n1. **The 4 ICP Filters**:\n   - *Firmographics*: Company headcount (e.g. 50–250 employees), ARR stage ($5M–$30M), geography, industry.\n   - *Technographics*: Exact software tools installed (e.g. uses Next.js, AWS EKS, Snowflake, Stripe).\n   - *Regulatory \u002F Compliance*: Subject to SOC 2, HIPAA, GDPR, or PCI-DSS requirements.\n   - *Org Structure*: Has at least 1 dedicated DevOps\u002FPlatform engineer or Head of Security.\n2. **Explicit Disqualification Criteria**:\n   - Immediately exclude: Freelancers, agencies, bootstrapped teams with $\u003C 5$ engineers, companies using non-supported legacy tech stacks (e.g. on-premise mainframe).\n\n### Step 2: Trigger Event & Buying Intent Sourcing\n1. **The 5 High-Conversion Buying Triggers**:\n   - *Leadership Change*: New VP of Engineering, CTO, or CISO hired within the last 90 days (new leaders have budget and mandates to fix systems).\n   - *Funding Event*: Company raised Series A or B in past 60 days (mandate to scale infrastructure quickly).\n   - *Job Postings*: Hiring for specific roles (e.g. hiring 4 Kubernetes engineers implies impending infrastructure complexity).\n   - *Public Incidents*: Recent outage, post-mortem, or security vulnerability discussed publicly.\n   - *Tech Migration*: Public announcement or repository signals indicating migration to cloud\u002Fmicroservices.\n\n### Step 3: Precision Contact Identification & Multi-Threading\n1. **The 3-Persona Account Infiltration Map**:\n   - *Target Persona 1: The Operator \u002F User* (Staff Engineer \u002F Dev Lead): Feels the daily friction; tests the product.\n   - *Target Persona 2: The Functional Leader* (Director of Infrastructure \u002F VP Engineering): Owns team velocity and hiring budget.\n   - *Target Persona 3: The Executive \u002F Economic Buyer* (CTO \u002F CFO): Approves contracts $> $25text{k}$.\n2. **Contact Verification**:\n   - Verify email deliverability using zero-bounce verification tools (NeverBounce, MillionVerifier). Enforce bounce rate $\u003C 2\\%$.\n\n### Step 4: Account Tiering & Outreach Channel Allocation\n1. **Tiered Outreach Allocation**:\n   - *Tier 1 (Top 20 Accounts)*: 100% custom, multi-channel approach (Email + LinkedIn + mutual intro request).\n   - *Tier 2 (Next 80 Accounts)*: Highly personalized modular templates tailored to their specific tech stack.\n   - *Tier 3 (Broader 200 Accounts)*: Programmatic outbound segmented by trigger event.\n\n---\n\n## Deliverable Format: Target Account Prospecting List (`PROSPECTING-LIST.md`)\n\n```markdown\n# Target Account Prospecting Matrix: [Campaign Name]\n\n## 1. ICP Filters & Campaign Trigger\n- **Target Persona**: VP of Infrastructure \u002F Platform Engineering Leads\n- **Target Company Size**: 50–250 employees, Series A–B funded\n- **Primary Technographic Filter**: Running Kubernetes on AWS\n- **Primary Buying Trigger**: Hired new VP of Engineering in last 60 days\n\n## 2. High-Priority Target Account Matrix\n| Company Name | Headcount | Tech Stack Signals | Trigger Event | Primary Contact | Title | Verified Email |\n|---|---|---|---|---|---|---|\n| [TargetCo A] | 120 | AWS, EKS, Terraform | Raised $18M Series A; hiring 3 SREs | [Name] | VP Engineering | `name@targetco.com` |\n| [TargetCo B] | 85 | GCP, GKE, Go | New CTO hired from Stripe 45d ago | [Name] | Head of Platform | `name@targetco.com` |\n\n## 3. Disqualification Log\n- `Company X`: Disqualified — uses on-prem VMware; no cloud presence.\n- `Company Y`: Disqualified — 8 total employees; below minimum scale threshold.\n\n## 4. Multi-Channel Outreach Plan\n- **Day 1**: Personalized email referencing their specific tech stack and trigger event.\n- **Day 3**: LinkedIn profile view + relevant comment on their technical post.\n- **Day 7**: Email 2 sharing relevant technical architecture benchmark.\n```\n\n---\n\n## Worked Example: Cloud Observability Prospecting\n\n- **ICP Filter**: B2B SaaS companies running ClickHouse or high-throughput Kafka clusters.\n- **Trigger**: Companies posting job descriptions mentioning \"Kafka scaling bottlenecks\".\n- **Outreach**: Identified 35 target accounts. Sent personalized messages referencing their specific job posting requirements and attaching an architectural optimization cheat sheet.\n- **Outcome**: 31% positive response rate; 9 qualified discovery calls booked from 35 accounts.\n\n---\n\n## Verification Checklist\n\n- [ ] Every target account meets all 4 ICP criteria (firmographic, technographic, scale, roles).\n- [ ] Every account has a documented trigger event justifying outreach timing.\n- [ ] Email addresses are 100% validated with verified deliverability status.\n- [ ] At least 2 personas are identified per target account for multi-threading.\n- [ ] Accounts failing criteria are explicitly documented in a disqualification log.\n\n---\n\n## Anti-Patterns\n\n- **Scraping Without Verification**: Exporting 5,000 unverified contacts and damaging domain deliverability.\n- **Ignoring Technographics**: Pitching an AWS-specific solution to a company operating entirely on Google Cloud.\n- **Single-Threaded Outreach**: Contacting only one junior engineer and abandoning the account when they don't reply.\n",{"name":5,"group":24,"description":7,"last_reviewed":25},"Pipeline",1788652800000,"main","bda57f5220e3b41e1f91b8c3fcbafd618dff7749","skills\u002Fprospecting","https:\u002F\u002Fgithub.com\u002Fpoorvith-mp\u002Fskills-sales","https:\u002F\u002Fgithub.com\u002Fpoorvith-mp\u002Fskillary","https:\u002F\u002Fgithub.com\u002Fpoorvith-mp","poorvithmp.com","Shipping tools for problems people notice too late.","2026-10-02 21:32:51",{"source":8,"skillName":5,"commands":36,"prompt":46,"zipAvailable":47},[37,40,43],{"tool":38,"command":39},"npx","npx skills add poorvith-mp\u002Fskills-sales --skill prospecting",{"tool":41,"command":42},"bunx","bunx skills add poorvith-mp\u002Fskills-sales --skill prospecting",{"tool":44,"command":45},"pnpm","pnpm dlx skills add poorvith-mp\u002Fskills-sales --skill prospecting","安装技能，技能地址：https:\u002F\u002Fgithub.com\u002Fpoorvith-mp\u002Fskills-sales\u002Fblob\u002Fmain\u002Fskills\u002Fprospecting\u002FSKILL.md",true,[49,55],{"path":50,"resourceType":51,"resourceTypeDesc":52,"sizeBytes":53,"sourceHtmlUrl":54},"evals\u002Frouting.yaml","REFERENCE","参考文档",1050,"https:\u002F\u002Fgithub.com\u002Fpoorvith-mp\u002Fskills-sales\u002Fblob\u002Fmain\u002Fskills\u002Fprospecting\u002Fevals\u002Frouting.yaml",{"path":56,"resourceType":57,"resourceTypeDesc":58,"sizeBytes":59,"sourceHtmlUrl":60},"prospecting.skill","OTHER","其他",3586,"https:\u002F\u002Fgithub.com\u002Fpoorvith-mp\u002Fskills-sales\u002Fblob\u002Fmain\u002Fskills\u002Fprospecting\u002Fprospecting.skill",[62,69,76,83,90,96],{"skillNo":63,"name":64,"nameZh":6,"description":65,"descriptionZh":6,"repositoryFullName":8,"ownerLogin":9,"ownerAvatarUrl":10,"ownerAccountNo":11,"ownerDisplayName":12,"repositoryNo":13,"starsCount":14,"licenseSpdxId":15,"licenseFileUrl":6,"sourceHtmlUrl":66,"categories":67,"keywords":68,"publishedAt":19},"01M792XH1GCRYM7TZK7AC3QDXJ","win-loss-analysis","Interview won and lost deals, find the pattern, and feed it back to product, pricing and marketing. Use when conducting post-mortem interviews on lost deals or won customers.","https:\u002F\u002Fgithub.com\u002Fpoorvith-mp\u002Fskills-sales\u002Fblob\u002Fmain\u002Fskills\u002Fwin-loss-analysis\u002FSKILL.md",[],[],{"skillNo":70,"name":71,"nameZh":6,"description":72,"descriptionZh":6,"repositoryFullName":8,"ownerLogin":9,"ownerAvatarUrl":10,"ownerAccountNo":11,"ownerDisplayName":12,"repositoryNo":13,"starsCount":14,"licenseSpdxId":15,"licenseFileUrl":6,"sourceHtmlUrl":73,"categories":74,"keywords":75,"publishedAt":19},"01M792XCRJ88DV9VA1XNJK7TE2","support-replies","Write support responses and handle escalations across email, chat and social, including service recovery. Use when drafting empathetic, accurate customer support replies or macros.","https:\u002F\u002Fgithub.com\u002Fpoorvith-mp\u002Fskills-sales\u002Fblob\u002Fmain\u002Fskills\u002Fsupport-replies\u002FSKILL.md",[],[],{"skillNo":77,"name":78,"nameZh":6,"description":79,"descriptionZh":6,"repositoryFullName":8,"ownerLogin":9,"ownerAvatarUrl":10,"ownerAccountNo":11,"ownerDisplayName":12,"repositoryNo":13,"starsCount":14,"licenseSpdxId":15,"licenseFileUrl":6,"sourceHtmlUrl":80,"categories":81,"keywords":82,"publishedAt":19},"01M792X7H66ZPMS2X827JC49K4","solution-engineering","Do the pre-sales technical work: demo engineering, POC scoping and competitive battlecards. Use when delivering technical product demos, scoping POCs, or handling RFIs.","https:\u002F\u002Fgithub.com\u002Fpoorvith-mp\u002Fskills-sales\u002Fblob\u002Fmain\u002Fskills\u002Fsolution-engineering\u002FSKILL.md",[],[],{"skillNo":84,"name":85,"nameZh":6,"description":86,"descriptionZh":6,"repositoryFullName":8,"ownerLogin":9,"ownerAvatarUrl":10,"ownerAccountNo":11,"ownerDisplayName":12,"repositoryNo":13,"starsCount":14,"licenseSpdxId":15,"licenseFileUrl":6,"sourceHtmlUrl":87,"categories":88,"keywords":89,"publishedAt":19},"01M792X5WS8S9FQSM75JWYP1R7","sales-outreach","Moved to modernized catalog in skillary. Removed in v4.1.","https:\u002F\u002Fgithub.com\u002Fpoorvith-mp\u002Fskills-sales\u002Fblob\u002Fmain\u002Fskills\u002Fsales-outreach\u002FSKILL.md",[],[],{"skillNo":91,"name":92,"nameZh":6,"description":86,"descriptionZh":6,"repositoryFullName":8,"ownerLogin":9,"ownerAvatarUrl":10,"ownerAccountNo":11,"ownerDisplayName":12,"repositoryNo":13,"starsCount":14,"licenseSpdxId":15,"licenseFileUrl":6,"sourceHtmlUrl":93,"categories":94,"keywords":95,"publishedAt":19},"01M792X2AWHZYH5D894KET9RCP","sales-engineer","https:\u002F\u002Fgithub.com\u002Fpoorvith-mp\u002Fskills-sales\u002Fblob\u002Fmain\u002Fskills\u002Fsales-engineer\u002FSKILL.md",[],[],{"skillNo":97,"name":98,"nameZh":6,"description":86,"descriptionZh":6,"repositoryFullName":8,"ownerLogin":9,"ownerAvatarUrl":10,"ownerAccountNo":11,"ownerDisplayName":12,"repositoryNo":13,"starsCount":14,"licenseSpdxId":15,"licenseFileUrl":6,"sourceHtmlUrl":99,"categories":100,"keywords":101,"publishedAt":19},"01M792X067SJYRM6RB9ZRET7BS","sales-data-extraction-agent","https:\u002F\u002Fgithub.com\u002Fpoorvith-mp\u002Fskills-sales\u002Fblob\u002Fmain\u002Fskills\u002Fsales-data-extraction-agent\u002FSKILL.md",[],[]]