Attio MCP Server

# Sales Playbook: Pipeline Management & Deal Progression *Manage your sales pipeline effectively, track deal progression, and maintain organized prospect relationships through systematic CRM workflows.* > Important: Data Requirements > - These prompts assume your Attio workspace contains sales data: companies/prospects, deals/opportunities with stage and value, people/contacts, and notes/tasks for activity. > - Forecast and pipeline prompts require deal records with stages, values, and dates (e.g., created_at/modified_at/close_date). > - Outreach/activity prompts expect tasks/notes to exist to infer “last activity” and “next steps”. If you haven’t logged activity, you’ll often see “0 found”. > > Tip: Seed a single “Demo Sales Co” with one open deal and a couple of tasks/notes to see realistic outputs. ## 🎯 Quick Start: Your First Pipeline Review **Copy this exact prompt to test your setup:** ``` Show me my current sales pipeline with all open opportunities. Include company name, deal value, current stage, last activity date, and next steps. Help me identify which deals need immediate attention and what actions I should prioritize today. ``` *Expected result: A prioritized list of active deals with clear next actions.* --- ## 🌅 Daily Sales Activities ### Morning Pipeline Review (15 minutes) **📊 Deal Status Check** ``` Review current sales pipeline status: - All open opportunities and their current stages - Deals with no activity in the last 7 days - Opportunities with approaching close dates - Recently updated deals requiring follow-up Create daily action priorities and follow-up schedule. Note: “Deals with no activity” relies on recent tasks/notes. If you don’t log activity, this will return empty. ``` **🎯 Today's Action Items** ``` Identify today's critical sales activities: - Scheduled calls and meetings (check tasks for today) - Proposals pending responses - Contracts awaiting signatures - Follow-up emails and touch points needed Focus on deals with highest probability and urgency. ``` **📝 Prospect Outreach Planning** ``` Plan new prospect outreach: - New leads to contact from recent additions - Qualified prospects ready for first meetings - Referrals and warm introductions to follow up - Cold prospects in target accounts Organize outreach by priority and available time slots. ``` ### Lead Qualification & Management **🔍 Lead Review & Qualification** ``` Review and qualify new leads systematically: - Contact information completeness and accuracy - Company size, industry, and qualification criteria - Budget and timeline indicators (where available) - Decision-making authority and buying process Move qualified leads to active opportunity tracking. Note: Lead fields (industry, company size, email) must be populated for these checks to be meaningful. ``` **📞 Outreach Activity Tracking** ``` Track and manage prospect outreach: - Document all calls, emails, and meetings as tasks/notes - Record prospect responses and engagement levels - Update contact information and preferences - Schedule follow-up activities based on prospect feedback Maintain systematic communication records for all prospects. ``` --- ## 📈 Weekly Sales Operations ### Pipeline Management & Forecasting **💰 Deal Progression Analysis** ``` Review deal progression and pipeline health: - Opportunities advancing through sales stages - Deals stalled in specific stages requiring attention - Average time in each stage for benchmarking - Win/loss patterns and success factors Update deal stages and probability assessments. Note: This requires deals with valid stage, value, and timestamps; otherwise results will be sparse. ``` **📊 Pipeline Forecasting** ``` Create pipeline forecast based on current opportunities: - High-probability deals likely to close this month/quarter - Medium-probability opportunities requiring nurturing - Long-term prospects in early stages - Revenue projections based on deal values and probabilities Document forecast assumptions and risk factors. Note: Forecasts depend on well-maintained deal stages, values, and close dates; ensure these fields are present. ``` ### Territory & Account Management **🗺️ Territory Organization** ``` Organize and manage sales territory effectively: - Geographic or industry-based account segmentation - High-priority target accounts and key contacts - Account penetration status and expansion opportunities - Competitive landscape and market positioning Create focused account development strategies. Note: Territory prompts need location/industry fields; add these to company records for better results. ``` **🏢 Account Development Planning** ``` Develop strategic account plans: - Key stakeholder identification and relationship mapping - Business needs assessment and solution positioning - Competitive threats and differentiation strategies - Expansion opportunities within existing accounts Focus on accounts with highest revenue potential. ``` ### Relationship Building & Networking **🤝 Contact Relationship Management** ``` Build and maintain prospect relationships: - Multi-contact strategies within target accounts - Relationship strength assessment and development - Communication preferences and contact cadence - Stakeholder influence mapping and engagement strategies Ensure broad relationship coverage in key accounts. Note: Relationship strategies rely on multiple contact records linked to target companies. ``` **📱 Networking & Referral Generation** ``` Systematically build network and generate referrals: - Existing customer referral opportunities - Partner and channel relationships - Industry connections and networking events - Social media and professional network engagement Create systematic referral generation and follow-up processes. ``` --- ## 📋 Monthly Sales Strategy & Planning ### Sales Performance Review **📈 Sales Activity Analysis** ``` Review sales activity and performance: - Call volume, meeting rates, and activity metrics - Conversion rates by stage and source - Average deal size and sales cycle length - Win/loss analysis and improvement opportunities Identify performance improvement strategies. ``` **🎯 Goal Setting & Strategy Adjustment** ``` Set and adjust sales goals and strategies: - Monthly and quarterly revenue targets - Activity goals (calls, meetings, proposals) - New prospect targets and lead generation goals - Territory expansion and market development plans Align activities with revenue objectives. ``` ### Market Research & Competitive Notes **🕵️ Competitive Information Tracking (20 minutes)** **Step 1: Competitive Mentions Review** ``` Search through our notes and deal records for mentions of competitors like [CompetitorA], [CompetitorB], [CompetitorC]. Show me deals where competitors were mentioned and what the outcome was. Help me identify which competitors we're losing to most often and in what situations. ``` **Step 2: Lost Deal Analysis** ``` Find deals marked as "lost" or "closed-lost" in the last 90 days. Show me the company names, deal values, and any notes about why we lost. Help me identify patterns in lost deals that might indicate competitive pressure or positioning issues. ``` **📊 Market Segment Analysis (25 minutes)** **Step 1: Industry Performance Review** ``` Show me all won deals grouped by industry/company type. Include industry, company size, deal value, and sales cycle length. Help me identify which industries have our highest win rates and fastest sales cycles. ``` **Step 2: Geographic Territory Review** ``` List all customers and prospects by location/region (if tracked in your system). Show me which geographic areas have the most activity and highest success rates. Help me identify underserved markets or regions where we should increase focus. ``` ### Sales Process Optimization **🔧 Process Improvement** ``` Continuously improve sales processes: - Sales stage definitions and advancement criteria - Proposal templates and presentation materials - Follow-up sequences and cadence optimization - CRM usage consistency and data quality Streamline processes for efficiency and effectiveness. ``` --- ## 🚀 Deal-Specific Strategies ### Early Stage Opportunities **🌱 Lead Nurturing** ``` Nurture early-stage prospects systematically: - Educational content sharing and value delivery - Problem identification and solution education - Timeline and budget development - Stakeholder involvement and buying process mapping Build trust and establish solution fit. ``` ### Advanced Opportunities **📝 Proposal & Negotiation Management** ``` Manage advanced opportunities through to close: - Proposal development and customization - Stakeholder alignment and decision facilitation - Objection handling and risk mitigation - Contract negotiation and closing activities Focus on removing barriers to purchase decisions. ``` ### Deal Recovery & Acceleration **⚡ Stalled Deal Recovery** ``` Identify and recover stalled deals: - Deals with no activity in 2+ weeks - Opportunities stuck in specific stages - Prospects who've gone silent or unresponsive - Budget or timeline changes affecting deals Create re-engagement strategies and timeline updates. ``` --- ## 💡 Pro Tips for Sales Excellence ### 1. **Activity Drives Results** Instead of: Focusing only on closing deals Try: "Maintain consistent prospecting and relationship-building activities to keep pipeline full" ### 2. **Document Everything** Instead of: Relying on memory for prospect interactions Try: "Systematically document all prospect communications, needs, and commitments" ### 3. **Quality Over Quantity** Instead of: Chasing every possible lead Try: "Focus on qualified prospects who match your ideal customer profile" ### 4. **Multiple Touchpoints Win** Focus on: "Building relationships with multiple stakeholders within target accounts" ### 5. **Follow-Up Consistency** Instead of: Sporadic prospect communication Try: "Create systematic follow-up schedules and stick to them consistently" --- ## 🚨 Common Sales Challenges ### Pipeline Stagnation **Problem**: Deals getting stuck in middle stages without progression **Resolution Approach**: ``` 1. Review stalled opportunities: "Identify all deals with no activity in 2+ weeks and their current status" 2. Re-engage with value: "Create re-engagement campaigns with additional value and urgency" 3. Update qualification: "Reassess deal qualification, timeline, and probability" ``` ### Inconsistent Activity **Problem**: Irregular prospecting leading to feast-or-famine pipeline **Resolution Approach**: ``` 1. Track activity patterns: "Review prospecting activity consistency and pipeline generation" 2. Create daily disciplines: "Establish minimum daily prospecting activities and track completion" 3. Build pipeline buffer: "Maintain 3x pipeline coverage to ensure consistent deal flow" ``` --- ## 📊 Sales Metrics & Tracking ### Key Performance Indicators **Essential Metrics to Track:** - Pipeline value by stage and probability - Average deal size and sales cycle length - Win/loss rates by source and competitor - Activity metrics (calls, meetings, proposals) - Conversion rates by stage Troubleshooting & Expectations - “Found 0 records …” often means the dataset lacks activity or properly staged deals. Seed one open deal and log a recent task to validate prompts. - 400 errors on filters typically indicate missing fields (e.g., close_date). Adjust filters or enrich data, then retry. ### Pipeline Health Indicators **Pipeline Quality Measures:** - 3:1 pipeline coverage ratio minimum - Stage progression velocity and consistency - Deal age and time-in-stage tracking - Qualified lead conversion rates - Customer acquisition cost and lifetime value --- ## 🎯 Next Steps 1. **Pipeline Audit**: Review current opportunities and update stages/probabilities 2. **Activity Planning**: Establish daily and weekly prospecting routines 3. **Process Documentation**: Create templates for common sales activities 4. **Territory Strategy**: Define ideal customer profile and target account list 5. **Performance Tracking**: Set up regular pipeline and activity reviews **Remember**: Consistent sales success comes from systematic prospecting, relationship building, and deal management. Focus on activities you can control to drive the results you want. --- *🔗 Need operational support? Check the [Operations Playbook](operations-playbook.md). Working on customer retention? See the [Customer Success Playbook](customer-success-playbook.md).*