All Skills
8065 skills found
Skills List
revops-hiring
Build the complete hiring packet for a RevOps or Sales Ops role - archetype and level decision, outcome scorecard, interview stage map with a competency question bank and anchored rating scales, a work-sample exercise with rubric and debrief, and a 30-60-90 ramp plan branched on seniority and archetype. For the hiring manager or founder recruiting the hire. Use whenever the user mentions hiring a RevOps manager, sales ops interview questions, a RevOps take-home exercise, a scorecard for a first ops hire, or a 30-60-90 for a new ops hire - even if they never say "hiring packet". Does not source candidates or post jobs. Do NOT use for a candidate's own interview prep - use mbfinotti/revops-skills@revops-career instead.
mbfinottisales-forecast-diagnostic
Diagnose why an existing sales forecast is unreliable and recommend fixes - stage inflation and happy ears, sandbagging, deals without verifiable buyer evidence, stale or mass-pushed close dates, wrong forecast-category assignment, zombie and duplicate opportunities, late-created deals, manager roll-up overrides, and comp incentives that reward bias - separating data-quality from behavioral from genuine demand problems. Use whenever the user mentions forecast accuracy, a forecast miss, reps sandbagging, deals that keep slipping, "why did we miss the number", or "our commit is never right" - even if they never say "forecast". Covers B2B deal-based and B2C/high-volume. Do NOT use for pipeline coverage modeling - use mbfinotti/sales-skills@sales-pipeline-coverage-modeling instead.
mbfinottirevenue-kpi-framework
Design the org-wide revenue KPI framework at the macro level - which metrics matter at each org level from board to IC, how they roll up through a reconciling metric tree with explicit math, who owns each branch, which guardrail counter-metrics ride alongside each owned number, and how the set is gated by company stage and business model. Use whenever the user mentions a revenue KPI framework, a metric hierarchy, a KPI tree, a North Star metric, driver metrics, guardrail counter-metrics, NRR, or which revenue metrics each org level should track - even if they never say "framework". Covers B2B and B2C. Do NOT use for writing the board report itself - use mbfinotti/revops-skills@revenue-reporting instead.
mbfinottipipeline-stage-definition-audit
Audit existing sales pipeline stage definitions against buyer-verifiable milestones and flag the ones built on rep activity instead. Core test - does each stage exit criterion name something the buyer did, said, or agreed to, checkable by two managers independently? Adds stage aging, conversion decay, stage-skip rate, and close-date push diagnostics. Use whenever the user mentions stage definitions, stage exit criteria, stage inflation, stages named after rep activity ("demo scheduled", "proposal sent"), "our stages don't mean anything", or "why is everything stuck in one stage" - even if they never say "audit". Covers enterprise and high-velocity pipelines, B2B and B2C. Do NOT use for designing a funnel stage set from scratch - use mbfinotti/revops-skills@revenue-funnel instead.
mbfinottirevops-kickoff
Before starting any RevOps or Sales Ops task, and at the start of every session on an ongoing RevOps project, run this first - it routes the task to exactly one skill of the revops-skills collection or says plainly that none fits, and bootstraps or resumes the project's shared, versioned context artifact so the next session starts warm instead of cold, ending in a short-list plus an ordered skill chain. Run it even when the collection's other skills are already used daily - a new project is a new context. Also use whenever the user mentions a revops kickoff, a new RevOps project, a revops project start, revops or crm skill routing, a periodic RevOps check-in, a recurring RevOps review, "which revops skill do I need", or "where do I start with RevOps" - even if they never name a skill, and even if the request looks like it already belongs to one specific skill. Do NOT use for routing quota-carrying sales tasks - use mbfinotti/sales-skills@sales-kickoff instead.
mbfinottirevops-career
Build and advance a RevOps or Sales Ops career from the candidate's side - place the candidate on the ladder by scope rather than title, close competency gaps, build defensible evidence of structurally invisible work, and prepare the four exercises RevOps interview loops actually run. Produces a career plan with a gap roadmap, an evidence ledger, interview readiness, and a compensation ask. Use whenever the user mentions a RevOps career, a sales ops career path, RevOps interview prep, RevOps certifications, "how do I break into RevOps", "am I ready for a RevOps manager role", or proving impact when nobody notices ops working - even if they never say "career". Candidate side only - for the hiring manager's side, use mbfinotti/revops-skills@revops-hiring instead.
mbfinotticrm-data-governance
Design and operate CRM field-level governance - who owns each CRM field, which system is authoritative for it, how often it must be refreshed, and how the rules are enforced. Produces a field dictionary, per-field ownership, a system-of-record map with write-precedence and conflict rules, freshness SLAs, an enforcement plan, a field lifecycle, and a governance cadence. Use whenever the user mentions field ownership, single source of truth, system of record per field, data dictionary, stale CRM data, custom field sprawl, "which system wins", or "our CRM fields contradict each other" - even if they never say "governance". Covers B2B and B2C. Do NOT use for org-wide, object-level source-of-truth policy - use mbfinotti/revops-skills@revenue-data-governance-strategy instead.
mbfinottirevenue-leakage
Trace where deals and revenue silently exit one specific funnel and size the loss in recoverable (never gross) dollars - untracked steps, unworked leads, manual handoffs, mid-funnel stalls, paper-process drops, billing and renewal misses - separating real leaks from healthy disqualification and data-capture gaps. Use whenever the user mentions revenue leakage, funnel drop-off, a leaky funnel, deals disappearing, unworked leads, handoff gaps, "where are we losing deals", or "why did pipeline vanish" - even if they never say "leakage". Covers B2B sales-led and B2C/self-serve/PLG, one funnel instance at a time. Takes stage definitions as given - to audit those, use mbfinotti/revops-skills@pipeline-stage-definition-audit instead.
mbfinottirevops-radar
Build a personalised, time-budgeted watch list of RevOps / Sales Ops information sources - revops podcasts, revops newsletters, revops communities, industry events, and revops people to follow - every source verified still active, with a periodic refresh routine that keeps the list fresh. Use whenever the user mentions a revops radar, staying current in revenue operations, which revops newsletters or podcasts to subscribe to, which revops communities or conferences deserve their time, or who to follow in the field - even if they never say "radar". Tool-agnostic; B2B-SaaS-centric with explicit B2C guidance. Do NOT use for sales-specific sources - use mbfinotti/sales-skills@sales-radar instead.
mbfinottirevenue-funnel
Design a company's revenue funnel model from scratch, at the macro level - the stage set, the unit of analysis (lead, buying group, account), the model purpose (process vs planning vs forecast), the cohort-based conversion assumptions behind the plan, and the ownership handoffs between marketing, sales, and CS. Use whenever the user mentions funnel design, funnel stages, a funnel model, conversion rate assumptions, a bowtie model, a demand waterfall, MQL to SQL to opportunity definitions, or marketing-sales handoff design - even if they never say "funnel". Covers B2B and high-consideration B2C. Do NOT use for auditing an existing pipeline's stage definitions - use mbfinotti/revops-skills@pipeline-stage-definition-audit instead.
mbfinottirevenue-data-governance-strategy
Set org-wide revenue data governance policy - which system is source of truth per object class (account, contact, opportunity, subscription, usage event, revenue metrics), how cross-team data contracts bind producers to consumers, where revenue metric definitions live, and who arbitrates disputes. Produces a per-object SOR/SOT designation table, an identity-resolution spine, a data-contract register, and a federated ownership model. Use whenever the user mentions source of truth, "two ARR numbers", GTM data contracts, revenue data governance, metric definition ownership, or "finance and sales report different numbers" - even if they never say "governance". Covers B2B, PLG/B2C, hybrid. Do NOT use for CRM field-level rules - use mbfinotti/revops-skills@crm-data-governance instead.
mbfinotticustomer-churn-signals
Assemble, define, validate, and rank leading indicators of customer churn from account activity, product usage, and support data into a ranked churn signal register - each signal carrying event, threshold, window, baseline, lift over base rate, lead time, and coverage. Use whenever the user mentions churn signals, churn indicators, leading indicators of churn, an early warning system for at-risk accounts, champion departure, seat utilisation drops, payment failure, or says "our health score misses churn" - even if they never say "signal". Covers B2B and B2C subscription. Do NOT use for combining signals into one composite score, weights, bands, or tiers - use mbfinotti/revops-skills@customer-health-score instead.
mbfinotticustomer-health-score
Design, validate, and govern a composite customer health score - product usage and engagement signals combined into one weighted, normalized, decayed, banded account score that flags both churn risk and expansion readiness, backtested against real churn outcomes and recalibrated. Use whenever the user mentions a customer health score, health scoring model, account health, signal weighting, score bands, at-risk account flagging, churn risk score, expansion risk, or says "green accounts keep churning" - even if they never say "health score". Covers B2B account-level rollup and B2C/PLG continuous scoring. Do NOT use for discovering which indicators actually predict churn - use mbfinotti/revops-skills@customer-churn-signals instead.
mbfinottilead-routing
Design the assignment logic that routes inbound leads to sales reps - rule precedence and waterfall ordering, lead-to-account matching, territory assignment rules (geography, segment, industry, named accounts), round-robin variants (straight, weighted, capacity-based, availability-aware), fallback catch-all queues, SLA escalation and reassignment, and safe rollout of routing changes. Use whenever the user mentions lead routing, lead assignment, territory assignment, round-robin, lead distribution, "who gets this lead", a lopsided round-robin, or leads sitting unworked in a CRM queue - even if they never say "routing". Covers B2B account-based and B2C/PLG high-volume routing. Do NOT use for designing the lead score itself - use mbfinotti/revops-skills@lead-scoring instead.
mbfinottisales-to-cs-handoff
Design the sales-to-CS handoff process after a deal closes - what data transfers, when, in what artifact, and who is accountable - producing a handoff spec with a gated closed-won trigger, a required handoff packet, timing SLAs, a kickoff meeting pattern, and a CS acceptance/rejection step. For RevOps and Sales Ops designing and enforcing the process, not a CSM running one handoff. Use whenever the user mentions sales to CS handoff, post-close transition, closed-won to kickoff, handoff accountability, "the CSM starts from zero", or "customers repeat themselves after signing" - even if they never say "handoff". Covers B2B high-touch through PLG/self-serve and B2C subscription. Do NOT use for account health scoring - use mbfinotti/revops-skills@customer-health-score instead.
mbfinottilead-scoring
Design, validate, and recalibrate a lead scoring model - fit and engagement signals, weighting, negative scoring and exclusions, decay, MQL/PQL threshold and tier setting, backtesting against closed-won/closed-lost outcomes, and governance; also diagnoses an existing broken model. Use whenever the user mentions lead scoring, an MQL threshold, fit vs engagement scoring, product-qualified leads, score decay, "score my leads", "our lead scores are wrong", "sales rejects our MQLs", or "too many junk MQLs" - even if they never say "scoring model". Covers B2B sales-led and B2C/PLG, rules-based design and predictive readiness. Do NOT use for assigning scored leads to reps - use mbfinotti/revops-skills@lead-routing instead.
mbfinottirevops-stack-rationalization
Run a macro, periodic review of the full RevOps/GTM tool stack against the revenue workflows it serves and decide, tool by tool, what to keep, consolidate, replace, or cut - four-channel inventory, function-level overlap map, TIME scoring, a renewal-triggered action calendar, and re-sprawl governance. Use whenever the user mentions stack rationalization, GTM tool consolidation, a revops stack audit, a GTM stack review, SaaS sprawl, too many sales and marketing tools, cutting tooling spend, redundant GTM tools, or platform vs point solutions - even if they never say "rationalization". Covers B2B sales-led and B2C/e-commerce GTM stacks. Portfolio-level and periodic - not a pre-purchase checklist for one candidate tool, and not contract or legal negotiation.
mbfinottirevenue-reporting
Define the metric set and narrative structure for an executive or board revenue report so it tells one coherent story - a small stable metric spine, locked definitions, an answer-first narrative around plan vs actual vs forecast, presenting a miss without surprising the board, the reconciliation and sign-off chain, and weekly vs monthly vs quarterly cadences. Use whenever the user mentions a board revenue report, exec deck metrics, the QBR revenue section, a monthly revenue review, an investor update, or a board deck that reads as a data dump - even if they never say "reporting". Covers B2B subscription, B2C, transactional, usage-based, and PLG. Do NOT use for designing the org-level KPI hierarchy - use mbfinotti/revops-skills@revenue-kpi-framework instead.
mbfinottideal-desk-approval
Design the deal desk approval chain and exception-handling process for non-standard B2B SaaS deals - a tiered discount approval matrix and delegation of authority across five concession levers (price, payment terms, services, contract risk, security), margin floor policy, exception intake, two SLA clocks with a sales escalation path, and precedent control. Includes the rules-driven promo/discount-policy equivalent for PLG, self-serve, and B2C. Use whenever the user mentions deal desk, discount approval, quote approval, approval matrix, delegation of authority, non-standard deals, concessions, margin floors, or discount creep - even if they never say "deal desk". Covers deal-level commercial approvals only, not general business-process approval workflows.
mbfinottiad-creative-brief
Turn a campaign goal and an audience insight into a structured creative brief a designer, video editor, or UGC creator can execute - messaging angle, hook directions, art direction, specs, testing intent, and the handoff and revision loop. Covers B2B and B2C, with variants for static image, short-form video/UGC, and search/responsive text ads. Use whenever the user needs to brief a designer or creator, asks what an ad should say, or mentions messaging pillars, creative direction, or a design handoff - even if they never say 'brief'. Writes direction, never the finished asset: the ad copy itself is mbfinotti/advertising-skills@ad-copy-variants and shot-by-shot creator scripts are mbfinotti/advertising-skills@ugc-ad-scripts.
mbfinottipaid-media-scaling
Decide when a proven paid campaign has earned a budget increase, how large each step should be, how the ramp sequences over weeks and months, and how to avoid performance collapse on the way up - including readiness gates, vertical vs horizontal scaling, and rollback triggers. Use whenever the user asks whether to scale a campaign, how fast ad spend can rise, mentions a budget ramp, a scaling ceiling, or says performance collapsed after the budget was raised - even if they never say 'scaling'. Covers B2B and B2C. Do NOT use to split a fixed total across campaigns (mbfinotti/advertising-skills@ad-spend-allocation) or to track daily spend against a set budget (mbfinotti/advertising-skills@ad-budget-pacing).
mbfinotticac-roas-benchmark
Compute a business's CAC and ROAS family metrics from real spend and outcome data, then judge whether the spend is healthy against three references - the business's own break-even, its own trailing history, and provenance-labelled external benchmarks - returning healthy, watch, unhealthy, or insufficient evidence. Use whenever the user asks whether their CAC is too high, whether a ROAS is good, what ROAS to aim for, whether ads are profitable, or mentions MER, blended CAC, payback period, or a spend health check - even if they never say 'benchmark'. Covers B2B/SaaS (cost per SQL, cost per closed-won, cohort lag) and B2C/ecommerce. Do NOT use to set those thresholds as policy - use mbfinotti/advertising-skills@ad-spend-guardrails instead.
mbfinottiad-swipe-file
Build and maintain a competitor swipe file - competitors' currently-running ads collected into a categorised, queryable library classified by format, hook type, offer/angle, awareness stage, and funnel stage, then converted into ranked creative test hypotheses. Accepts pasted ad text, described ads, screenshots, export files, or public ad transparency libraries. Use whenever the user asks what ads competitors are running, wants a competitor ad teardown, creative inspiration, or to know what is working in their category - even if they never say 'swipe file'. Covers B2B and B2C on any paid channel. Stops at ranked hypotheses: briefing is mbfinotti/advertising-skills@ad-creative-brief and test design is mbfinotti/advertising-skills@ad-creative-test-plan.
mbfinottiad-conversion-tracking
Verify that conversion events are correctly configured, firing once, and deduplicated before a paid campaign launches, then turn the evidence into a GO / NO-GO decision. Covers tag debugging, test conversion tracing, browser/server event deduplication (including Conversions API setups), value and currency checks, conversion action status, consent handling, and test-data exclusion. Use whenever the user asks if their tracking works, mentions a pixel or tag check, conversions not showing up, duplicate conversions, or a pre-launch checklist - even if they never say 'conversion tracking'. Covers B2B lead gen and B2C ecommerce on any ad platform. Do NOT use to reconcile platform vs CRM numbers after launch - use mbfinotti/advertising-skills@ad-attribution-gap instead.
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