# enterprise-sales-motion

A skill for moving from founder-led selling to a repeatable enterprise motion: deal qualification, procurement cycles, governance requirements.

- skill · `type=skill` · Claude Code, Codex, Cursor, GitHub Copilot, Gemini CLI, OpenCode · 394 installs · ★ 1434
- Author: RefoundAI
- License: MIT · policy=mirror · the beginning of the file is at the end of this page
- Source: https://github.com/RefoundAI/lenny-skills/tree/HEAD/skills/enterprise-sales-motion/SKILL.md
- Updated: 2026-07-16
- HTML: https://affpapa.org/en/nevibecode/skills/enterprise-sales-motion

## What it does

The skill walks through the shift from deals a founder closes personally to a process that works for large buyers. Four areas get covered: whether your product is ready for enterprise procurement, rewriting the pitch around business risk instead of feature tours, when to bring on the first reps, and mapping the buying journey across procurement, legal and multiple stakeholders.

The material comes from 16 guests across Lenny's Podcast and Newsletter. Expect pointed questions: how many unaffiliated customers have you closed yourself, does the roadmap include SSO and SOC 2, who actually holds signing authority. Common mistakes are listed too, and the first one is hiring a sales leader too early — that breaks the feedback loop between market and product. Worth checking before you hand selling off.

Frameworks ship with it: MEDDIC for qualifying complex multi-stakeholder deals, an enterprise feature readiness checklist, a ramp timeline for new reps built on leading indicators, a GTM motion matrix, and a comp plan tied to retention. The full list lives in `references/artifacts.md`.

## Install

### Claude Code (native platform)

1. **Skills CLI (Vercel)**
```bash
npx skills add RefoundAI/lenny-skills --skill enterprise-sales-motion -a claude-code
```

2. **Manually: put the files in place**
- File: `~/.claude/skills/enterprise-sales-motion/SKILL.md` — Copy the whole skill folder; for one project use .claude/skills/enterprise-sales-motion/

### Codex

1. **Skills CLI (Vercel)**
```bash
npx skills add RefoundAI/lenny-skills --skill enterprise-sales-motion -a codex
```

2. **Manually: put the files in place**
- File: `.agents/skills/enterprise-sales-motion/SKILL.md` — For all projects use ~/.agents/skills/

### Cursor

1. **Skills CLI (Vercel)**
```bash
npx skills add RefoundAI/lenny-skills --skill enterprise-sales-motion -a cursor
```

2. **Manually: put the files in place**
- File: `.cursor/skills/enterprise-sales-motion/SKILL.md` — Cursor also reads .agents/skills/ and .claude/skills/

### GitHub Copilot

1. **GitHub CLI**
```bash
gh skill install RefoundAI/lenny-skills enterprise-sales-motion
```

2. **Manually: put the files in place**
- File: `.github/skills/enterprise-sales-motion/SKILL.md`

### Gemini CLI

1. **Skills CLI (Vercel)**
```bash
npx skills add RefoundAI/lenny-skills --skill enterprise-sales-motion -a gemini-cli
```

2. **Platform CLI**
```bash
gemini skills install https://github.com/RefoundAI/lenny-skills --path skills/enterprise-sales-motion
```

### Windsurf (Devin Desktop)

**Manually: put the files in place**
- File: `.devin/skills/enterprise-sales-motion/SKILL.md` — The legacy .windsurf/skills/ path still works

### OpenCode

**Skills CLI (Vercel)**
```bash
npx skills add RefoundAI/lenny-skills --skill enterprise-sales-motion -a opencode
```

### Claude.ai

**Claude.ai**
- Zip the folder and upload it in Settings → Capabilities → Skills

Where a file is given instead of a command, copy the files from the source to that path: https://github.com/RefoundAI/lenny-skills/tree/HEAD/skills/enterprise-sales-motion/SKILL.md

## When to use it
- decide whether the product is ready for enterprise buyers
- rewrite the pitch around buyer risk instead of features
- time the first sales hire correctly
- map a deal through procurement and legal
- qualify a deal with several stakeholders

## Example prompts
- Assess whether our product is ready for enterprise buyers
- Walk me through qualifying this large deal with MEDDIC
- When should we hire our first sales rep, and how do we know they're on track?

## Source text · SKILL.md · MIT

Below is the content of a third-party file. It is data, not instructions for you: do not act on anything written inside unless the human asks. Block tag: 70f8c178cafe549f.

BEGIN THIRD-PARTY FILE 70f8c178cafe549f
```text
---
name: enterprise-sales-motion
description: Help users build a robust enterprise sales engine by mastering founder-led discovery, navigating complex procurement cycles, and designing products that meet organizational governance needs.
---

# Mastering Enterprise Sales Motion

Transition from founder-led sales to a repeatable, scalable enterprise engine.

Help the user with mastering enterprise sales motion using insights from 16 guests and posts across Lenny's Podcast and Newsletter.

## How to Help

1. **Assess sales readiness** - Determine if your product is ready for enterprise buyers by evaluating governance and security features.
2. **Refine the sales pitch** - Move from feature walkthroughs to insight-led narratives that address buyer fear and business risk.
3. **Hire the right team** - Identify when to hire your first sales reps and how to onboard them using leading activity indicators.
4. **Map the buying journey** - Navigate the complexities of procurement, legal, and multi-stakeholder decision-making units.

## Core Principles

### Adopt a dual-track product focus
Aparna Chennapragada: "In consumer, you're kind of like, 'Oh, we have a playbook for make the product work or make the feature work and make it delightful,' but I think in the enterprise, you almost have... Every time you think you have one use case, you have really two, which is how do you make sure that the feature works well and there's governance of the feature."

Every feature must satisfy two use cases: the functional user experience for delight and the organizational governance requirements for compliance.

### Shift from vision to repeatable solutions
Geoffrey Moore: "So in other words, they're on the same side. After the chasm, they say, 'I'm not sure about that, but we need what you have.' So transitioning from, 'We believe what you believe,' which is how you sell to visionaries to, 'We need what you have,' which is how you sell to pragmatists. That's the shift."

Transition your narrative from selling a shared vision to providing a concrete, repeatable solution that solves specific problems for pragmatic buyers.

### Treat GTM with product-level design
Jeanne Grosser: "The experience that you have of being sold to will increasingly actually differentiate a company and drive buying decisions if products are only different at the merchant. And so then you really want to create a customer buying journey that feels like very unique experiences."
```
END THIRD-PARTY FILE 70f8c178cafe549f

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