gtm-enterprise-account-planning
Strategic account planning and execution for enterprise deals. Use when planning complex sales cycles, managing multiple stakeholders, applying MEDDICC qualification, tracking deal health, or building mutual action plans. Includes the "stale MAP equals dead deal" pattern.
Security Assessment
About gtm-enterprise-account-planning
This skill is a strategic account-planning playbook for enterprise sales, aimed at turning long, multi-stakeholder deals into systematic wins or at least surfacing when a deal is dead well before months are wasted. It centers on the Mutual Action Plan (MAP) as the single best indicator of deal health, arguing that a MAP not updated in three weeks signals a dying deal regardless of pipeline stage or verbal enthusiasm, and it provides a week-by-week escalation script for re-engaging or qualifying out.
Beyond MAP hygiene, the skill covers the Economic Buyer (EB) discovery problem and why deals stall around week eight when the true budget owner was never met, offering an EB validation checklist to complete before sending a proposal. It also teaches personal win mapping, the idea that committees don't buy but individuals do, with a framework for mapping each stakeholder's professional win, professional risk, and personal motivations, and it references MEDDICC qualification as an underlying method. Worked examples (such as a VP of Engineering) show how personal-win insight reshapes a generic pitch into a targeted one.
Target users are enterprise and mid-market account executives and sales leaders working strategic deals above their average contract value, with multiple stakeholders, cycles exceeding 60 days, and complex buying processes involving legal, procurement, and security. It is a single-document prose framework with no code or tooling. Typical use cases include diagnosing whether a deal is truly progressing, securing EB access before pricing, and building stakeholder-specific messaging.
FAQ
When should I use this skill?
For strategic deals above your average contract value with multiple stakeholders, sales cycles over 60 days, and complex buying processes, or when a deal has stalled and you need to diagnose whether it is actually moving.
What does the skill say indicates a dead deal?
A Mutual Action Plan not updated in three weeks. The skill argues a stale MAP, one-sided action items, and no new stakeholders mean the deal is dead even if the customer says they want it, and it gives a three-week escalation sequence.
Why do deals die around week eight?
Because the seller never met the Economic Buyer, the person who controls budget and signs. The skill provides an EB validation checklist (identified, met, agrees on problem and metrics, knows price range and timeline) to complete before sending a proposal.
What is personal win mapping?
A framework for mapping each stakeholder's professional win, professional risk, and personal motivations, on the premise that individuals, not committees, ultimately buy, so pitches should speak to what each person personally gains or risks.
Does the skill include any tooling or automation?
No. It is a single SKILL.md prose framework covering MAP discipline, EB access, personal win mapping, and MEDDICC-style qualification, with no scripts or external integrations.
Install gtm-enterprise-account-planning
Quick Setup:
- Copy the skill folder to
.claude/skills/ - Claude will automatically detect and use the skill
Repository
github/awesome-copilot