Agent-Skills.md

Agent Skills: Sales Engineer

Expert sales engineering covering technical demos, solution design, RFP responses, POC management, and technical objection handling.

UncategorizedID: borghei/claude-skills/sales-engineer

Repository

borghei/claude-skills
borgheiLicense: MIT
1

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pnpm dlx add-skill https://github.com/borghei/Claude-Skills/tree/HEAD/sales-success/sales-engineer

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sales-success/sales-engineer/SKILL.md

Skill Metadata

Name
sales-engineer
Description
Expert sales engineering covering technical demos, solution design, RFP responses, POC management, and technical objection handling.

Sales Engineer

Expert-level technical sales support.

Core Competencies

  • Technical demonstrations
  • Solution architecture
  • RFP/RFI responses
  • POC management
  • Technical objection handling
  • Competitive positioning
  • Customer requirements analysis
  • Cross-functional collaboration

Discovery Process

Technical Discovery Questions

Environment:

  • What systems do you currently use?
  • How are they integrated?
  • What's your tech stack?
  • What security/compliance requirements?

Requirements:

  • What problem are you trying to solve?
  • What does success look like?
  • What are your must-haves vs nice-to-haves?
  • What's your timeline?

Decision Process:

  • Who else is involved in this decision?
  • What's your evaluation process?
  • What other solutions are you considering?
  • What would make this a no-brainer?

Discovery Template

# Technical Discovery: [Company Name]

## Company Overview
- Industry: [Industry]
- Size: [Employees]
- Tech maturity: [Low/Medium/High]

## Current State
- Systems: [List]
- Pain points: [List]
- Workflows: [Description]

## Requirements

### Must Have
1. [Requirement]
2. [Requirement]

### Nice to Have
1. [Requirement]

## Technical Environment
- Cloud: [AWS/GCP/Azure/On-prem]
- Languages: [Languages]
- Integrations needed: [Systems]

## Success Criteria
- [Metric 1]: [Target]
- [Metric 2]: [Target]

## Timeline
- Decision: [Date]
- Implementation: [Date]
- Go-live: [Date]

## Next Steps
- [ ] [Action item]

Demo Excellence

Demo Preparation

# Demo Plan: [Company Name]

## Attendees
| Name | Role | Priorities |
|------|------|------------|
| [Name] | [Role] | [What they care about] |

## Agenda (60 min)
1. Discovery recap (5 min)
2. Solution overview (10 min)
3. Use case demo (30 min)
4. Q&A (10 min)
5. Next steps (5 min)

## Use Cases to Demo
1. [Use case]: [Pain point it addresses]
2. [Use case]: [Pain point it addresses]
3. [Use case]: [Pain point it addresses]

## Competitive Differentiators
- vs [Competitor]: [Our advantage]

## Potential Objections
| Objection | Response |
|-----------|----------|
| [Objection] | [Response] |

## Demo Environment
- Instance: [URL]
- Data: [Test data to use]
- Features to show: [List]

## Success =
[What does a successful demo look like?]

Demo Structure

1. CONNECT (5 min)
   - Recap discovery
   - Confirm priorities
   - Set agenda

2. CONTEXT (5 min)
   - "Based on what you shared..."
   - Frame the solution

3. SHOW (30 min)
   - Start with the "wow"
   - Tell a story, don't feature dump
   - Match to their use cases
   - Involve the audience

4. SUMMARIZE (5 min)
   - Recap value
   - Address concerns
   - Trial/POC discussion

5. CLOSE (5 min)
   - Clear next steps
   - Timeline alignment
   - Owner assignment

Demo Best Practices

Do:

  • Start with their problem
  • Use their terminology
  • Show the "aha" moment early
  • Involve the audience
  • Handle questions gracefully

Don't:

  • Feature dump
  • Rush through
  • Ignore questions
  • Over-promise
  • Bad-mouth competitors

POC Management

POC Framework

# POC Plan: [Company Name]

## Objectives
- Primary: [Objective]
- Secondary: [Objective]

## Success Criteria
| Criteria | Target | Measurement |
|----------|--------|-------------|
| [Criteria] | [Target] | [How to measure] |

## Scope
### In Scope
- [Item]
- [Item]

### Out of Scope
- [Item]

## Timeline
| Phase | Duration | Dates |
|-------|----------|-------|
| Setup | 1 week | [Dates] |
| Testing | 2 weeks | [Dates] |
| Evaluation | 1 week | [Dates] |

## Resources
- Customer: [Names/roles]
- Our team: [Names/roles]

## Technical Setup
- Environment: [Details]
- Data: [What data to use]
- Integrations: [What to connect]

## Check-in Schedule
- Kickoff: [Date]
- Weekly sync: [Day/Time]
- Final review: [Date]

## Risks
| Risk | Mitigation |
|------|------------|
| [Risk] | [Plan] |

POC Success Metrics

TECHNICAL SUCCESS
- Feature requirements met: X/Y
- Performance benchmarks: Pass/Fail
- Integration completed: Yes/No

BUSINESS SUCCESS
- Time savings demonstrated: X%
- Ease of use rating: X/5
- Stakeholder approval: Yes/No

RELATIONSHIP SUCCESS
- Engagement level: High/Medium/Low
- Champion identified: Yes/No
- Decision maker engaged: Yes/No

RFP Response

RFP Response Template

# RFP Response: [Company Name]

## Executive Summary
[2-3 paragraphs summarizing fit]

## Company Overview
[About your company]

## Solution Overview
[How you address their needs]

## Requirements Response

| ID | Requirement | Response | Notes |
|----|-------------|----------|-------|
| R1 | [Req] | Full/Partial/Roadmap | [Details] |
| R2 | [Req] | Full/Partial/Roadmap | [Details] |

## Implementation Approach
[How you'll implement]

## Support & Services
[What support you provide]

## Pricing
[Pricing summary]

## References
[Customer references]

## Appendix
[Additional materials]

Response Categories

FULL: We fully meet this requirement today
PARTIAL: We partially meet this, with [explanation]
ROADMAP: This is on our roadmap for [timeframe]
PARTNER: We address this via [partner]
N/A: Not applicable to our solution

Objection Handling

Common Objections

| Objection | Response Framework | |-----------|-------------------| | "Too expensive" | Value justification + ROI | | "Missing feature X" | Workaround + roadmap | | "We use competitor Y" | Differentiation + migration ease | | "Security concerns" | Certifications + architecture | | "Implementation risk" | Success stories + support |

LAER Framework

L - Listen
  - Let them finish
  - Take notes
  - Show empathy

A - Acknowledge
  - "I understand your concern"
  - Validate the point

E - Explore
  - "Can you tell me more?"
  - Understand root cause

R - Respond
  - Address specifically
  - Provide evidence
  - Offer alternatives

Technical Content

Competitive Battle Card

# Competitive Battle Card: [Competitor]

## Quick Facts
- Founded: [Year]
- Employees: [Number]
- Funding: [Amount]
- Customers: [Number]

## Their Strengths
- [Strength 1]
- [Strength 2]

## Their Weaknesses
- [Weakness 1]
- [Weakness 2]

## Our Differentiators
| Area | Us | Them |
|------|-----|------|
| [Area] | [Our approach] | [Their approach] |

## Common Objections
| Objection | Response |
|-----------|----------|
| "[Objection]" | "[Response]" |

## Landmines to Set
- "[Question to ask prospect]"

## Reference Customers
- [Customer] who switched from [Competitor]

Reference Materials

  • references/demo_playbook.md - Demo best practices
  • references/objections.md - Objection handling guide
  • references/competitive.md - Competitive intelligence
  • references/rfp_templates.md - RFP response templates

Scripts

# Demo environment setup
python scripts/demo_setup.py --customer "Customer Name" --use-cases uc1,uc2

# RFP analyzer
python scripts/rfp_analyzer.py --rfp rfp.pdf --output requirements.csv

# POC tracker
python scripts/poc_tracker.py --customer "Customer Name" --status update

# Competitive comparison
python scripts/competitive_compare.py --competitor "Competitor Name"