By comprehensively analyzing target companies, industry, product information, and sales goals, it generates a customized sales strategy document that can be used immediately in practice. It includes everything needed for sales success, from approach strategies to objection-handling scenarios and success metrics.
Overview
This skill outputs a comprehensive document that includes everything needed for sales success, from target customer profiling to approach strategies, objection-handling scenarios, and success metrics. It provides a systematic workflow using the Producer-Reviewer pattern.
Trigger Keywords
- sales playbook, sales strategy, proposal, sales playbook
- sales plan, B2B sales, sales deck
- target company analysis, approach strategy, objection handling
- sales success metrics, sales process, sales cycle
Practical B2B Sales Patterns (Korea 2026 RevOps·AI Sales Era)
B2B is not an extension of B2C but a completely different game. It is a game of dealing with buying committees in which an average of 6-10 decision-makers are involved, and in Korea in 2026, RevOps + AI sales agents are becoming the standard. These are patterns for surviving in an environment where sales cycles have lengthened by 22% since 2022 to an average of 84 days, and 87% of companies are missing their revenue targets.
7 Core Patterns (Korea 2026)
① B2B vs B2C: Sales Rhythm and Decision Structure
| Dimension | B2C | B2B (Korean Large Enterprises) |
|---|---|---|
| Rhythm | Immediate payment | Meeting → Quote/Proposal → Demo → Draft by the person in charge → Executive approval → Final approval by the purchasing department (average 84 days, 6+ months for large enterprises) |
| Number of decision-makers | 1명 | 6-10-person buying committee (Gartner) |
| Message | Brand consistency | Fully restructured by client company, department, and role |
| Basis for judgment | Desires, emotions, image | Numbers, logic, rationality, quantification of revenue and cost effects |
| AI utilization (2026) | Recommendations and personalization | AI agents automate the entire BDR process |
② 100 client companies = 100 different messages (mandatory restructuring)
Even for the same B2B SaaS, the adoption context differs by client company:
- Client A = "welfare system" → proposal, examples, and content in a welfare tone
- Client B = "productivity increase" → centered on research and efficiency data
- Client C = "regulatory response" → compliance and audit trails
Even if the service provided is the same, the message tone, examples, and emphasis must be completely different 함. In the AI era, rapid transformation and production are possible with AI tools — the effect increases when combined with first-party data from the Korean market.
③ Five types of preliminary client analysis (Korean standard)
| Item | Tool | Caution |
|---|---|---|
| What kind of company is it? | DART disclosures, Hankyung Consensus, homepage | Externally known business ≠ core business (check revenue share in the business report) |
| Number of employees | Credijob (linked to National Pension Service) | Ratio of full-time to contract employees |
| Revenue and costs | DART, Naver corporate search | A sharp increase in revenue from newly established businesses in the past two years = the real area of focus |
| Investment stage (startups) | The VC, Platum, Venturesquare | Series stage + cumulative investment amount |
| Enterprise value, MAU | Innovation Forest | Average order value, consumer segment |
2026 addition: AI tools (DeepSales, Sellday) automate lead recommendations, cold-call scripts, and meeting scheduling using data on 400M+ global decision-makers. Preliminary analysis time can be reduced by 90%+.
④ Reconstructing messages by department (Korean large-company B2B)
Proposing the same IT solution:
| Department | What to emphasize |
|---|---|
| Purchasing | Our company and system stability, payment and contract fulfillment risk management |
| Public Relations | Company image, technological innovativeness, marketing ripple effects |
| Business/Operations | Work efficiency, time savings, learning curve |
| Executives | ROI numbers, competitor adoption cases, social proof |
| Security and information protection | Compliance with Korean personal information law, review of data processing outsourcing |
| Legal | Standard contract vs. custom, SLA, limitation of liability |
Right before the presentation, ask "Who is attending today?" → Immediately adjust slide order and emphasis points.
⑤ Three major prospect concerns ↔ tailored responses
| Contact person's concern | Wrong response | Effective response |
|---|---|---|
| "I can't decide alone; how do I persuade people internally?" | Bragging about our product | Provide the contact person with a 1-pager approval document to report to superiors |
| "I'm worried it might go wrong" | One-sided answers with a pre-made FAQ | Listen seriously to the concern → resolve it with cases and references |
| "Learning something new is a burden" | One-sided feature explanations | Listen to the current method → ease the burden with "apply it within 30 minutes" + ownership |
⑥ Proposal diet (Quality > Quantity)
If you spent 2 hours filling it in, spend 3 hours removing and polishing Invest.
- Remove the company bragging page — customers aren't interested in our company, they only want to know "what you can help with"
- Remove generic statements that competitors could also make
- Remove repetitive pages (a 5-page diet makes the core stand out more)
- The customer case study page gets the most careful attention → Strengthen impact design
- One-page ROI figures (not just a value proposition)
⑦ Free trials/materials = advertising cost (Korea 2026)
B2B customers know "there's no such thing as free," so they're lukewarm. Still, the reasons to offer it for free:
- Provides real help for their work → gratitude and a lasting impression
- Directly proves expertise (words and writing alone raise doubt)
- Let them experience just "one small but important thing" among complex problems in advance
- The Era of AI Qualified Clicks: Customers who come in through AI search have a much higher likelihood of conversion than existing organic traffic
The first goal isn't revenue, but making our name stick in the contact's mind.
2026 RevOps standard (75% of the fastest-growing B2B companies)
| Area | Role |
|---|---|
| Data integration | Single account view across marketing, sales, and CS (CRM and automation tool integration) |
| AI copilot | Experimentation → essential tool. Only effective when connected to clean data |
| Forecast accuracy | Only 7% of companies achieve 90%+ — data quality is the differentiator |
| GTM operating system | RevOps participates in pricing, market expansion, and international business decisions |
| CRM data quality | 91% is incomplete (Salesforce) → the No. 1 area for remediation |
AI sales agent roadmap (2026)
- 2025 Q4: Adopt AI assistants (30% productivity)
- 2026 H1: Build AI agents for each task (BDR, meeting scheduling, email)
- 2026 H2: Integrate multimodal AI + predictive analytics
- 2027: A fully autonomous collaborative ecosystem
Gartner: By the end of 2026, 40% of enterprise apps will include AI agents. McKinsey: Only 21% of B2B sales teams are fully integrated, and 22% are in pilot.
Korean B2B sales anti-patterns (2026)
- Proposals focused on bragging about our company, technology, and awards
- One-sided FAQ placement in the style of "answering before the customer asks"
- Using a single PT deck for every meeting regardless of department or contact
- Failure to understand the decision-making process (the real decision-maker ≠ the contact)
- Immediate sales pressure after a free trial (perceived as off-putting in Korean sentiment)
- Skipping the 5-point analysis of the client company before a sales meeting
- Not using AI tools (Missing the chance to shorten the 2026 sales cycle of 84 days with AI)
- Indifference to CRM data quality (remaining at the average of 91% incomplete)
Checklist for understanding the decision-making structure
- Whether the contact decides directly vs. requires approval from a team lead, executive, or purchasing department
- Whether simultaneous review by related departments is needed (common at large companies)
- Timing and duration of purchasing, finance, and legal review
- Meeting initiative = the contact? Their superior? → Actual influence
- Company internal decision-making meeting cadence (monthly/quarterly)
- Among the 6-10 members of the purchasing committee, who is the champion and who is the blocker
💡 2026 Korea B2B sales differentiators: (1) Mapping the 6-10 member purchasing committee (2) Reconstructing tailored messages by department and contact (3) Automating BDR with AI tools (4) Managing CRM data quality (5) Integrated RevOps operations. These five are the fundamentals for shortening the sales cycle + improving conversion rates.
Workflow
Step 1: Target Analysis
Based on the input company name and target industry, analyze the target company's business model, market position, key competitors, and growth stage. Identify the roles of decision makers and influencers within the organization.
Output items:
- Target company overview (annual revenue, number of employees, year founded, headquarters location)
- Business model analysis (B2B/B2C, platform, manufacturing/service)
- Market position (market share, growth rate, competitive advantage)
- Organizational chart analysis (decision makers, purchasing department, budget-holding department)
Step 2: Approach Strategy
Based on the target analysis results, determine the optimal approach channels and timing. Prioritize various channels such as cold email, referral networks, LinkedIn, and industry events.
Output items:
- Approach channel priorities (email/referral/LinkedIn/events/direct visit)
- Initial outreach message (Value Proposition, Hook copy)
- Optimal approach timing (considering budget planning periods, lead time)
- Approach strategy by sales cycle stage (Prospecting → Discovery → Proposal → Negotiation → Close)
Step 3: Objection Handling Scenarios
Identify 5-7 common objections customers may raise, and provide specific response scripts for each. Cover key objections such as price, competitor products, internal development, and timing.
Output items:
- List of expected objections (price/competitors/internal development/timing/need to prove ROI)
- Response script for each objection (3 steps: empathy → reframing → evidence)
- Linking success stories/case studies (matching by objection type)
- FAQ database (frequently asked questions and standard answers)
Step 4: Setting Success Metrics
Define quantitative and qualitative metrics that can measure the success of sales activities. Set conversion rate targets for each stage, such as lead generation, securing meetings, sending proposals, and closing contracts.
Output items:
- Lead generation metrics (monthly lead volume, lead quality score)
- Meeting acquisition metrics (meeting conversion rate, decision-maker participation rate)
- Proposal delivery metrics (proposal delivery rate, proposal acceptance rate)
- Contract closing metrics (sales cycle, average contract value, conversion rate)
- Activity metrics (number of cold emails sent, follow-up response time)
Step 5: Generate Playbook Document
By synthesizing the analysis results from the above 4 steps, generate a sales playbook document that can be immediately used in the field. The structured output in Markdown format is optimized for subsequent PPT conversion or sharing within the team.
Usage Examples
Example 1: SaaS Product Sales Playbook
Input:
회사명: 삼정물산
타겟 산업: 물류/유통
제품 정보: AI 기반 물류 최적화 SaaS (월 구독형, 직원 50인 이상 기업 타겟)
영업 목표: 3개월 내 5개사 계약 성사, 평균 계약 금액 500만원/월
Output Summary:
- Target Analysis: Mid-sized logistics company with annual revenue of 100 billion KRW, 15 logistics centers nationwide, accelerating digital transformation
- Approach Strategy: LinkedIn → Management Planning Team Email → Logistics Industry Association Network → Trade Show Participation
- Objection Handling: "Internal development will be faster" → "Internal development 6 months vs. adoption 1 month, preventing 500 million KRW in opportunity cost loss"
- Success Metrics: Generate 50 leads per month → 10 meetings → 5 proposals → 2 contracts (20% conversion rate)
Example 2: Platform Service B2B Sales Playbook
Input:
회사명: 코레일테크 (가상의 철도기관 자회사)
타겟 산업: 공공/국내 대기관
제품 정보: 철도역 스마트 주차 관리 플랫폼 (초기 설치비 + 월 유지보수)
영업 목표: 공공 입찰 참여 우승, 3개 역 시범 도입 후 전국 확장
Output Summary:
- Target Analysis: Centered on public institution bidding processes, budget planning cycle (early in the year), emphasis on technical validation
- Approach Strategy: Monitor public procurement bidding information → Propose pilot project → Technical demonstration → Participate in bidding
- Objection Handling: "Lack of technical validation" → "Track record of pilot operations at 3 stations of similar scale, proven 99.9% uptime"
- Success Metrics: Participate in 3 bids → Win 1 bid → Pilot operation at 3 stations → Expand to 30 stations (within 3 years)
Output Format
Default Section Structure
# [타겟 기업명] 영업 플레이북
## 1. 타겟 기업 분석
### 1.1 기업 개요
### 1.2 비즈니스 모델
### 1.3 시장 위치
### 1.4 조직도 및 의사결정권자
## 2. 접근 전략
### 2.1 채널 우선순위
### 2.2 초기 접근 메시지
### 2.3 최적 접근 타이밍
### 2.4 영업 주기별 전략
## 3. 이의처리 시나리오
### 3.1 가격 관련 이의사항
### 3.2 경쟁사 제품 관련 이의사항
### 3.3 내부 개발 관련 이의사항
### 3.4 타이밍 관련 이의사항
### 3.5 ROI 증명 관련 이의사항
## 4. 성공 지표
### 4.1 리드 생성 지표
### 4.2 미팅 확보 지표
### 4.3 제안 전송 지표
### 4.4 계약 성사 지표
### 4.5 활동 지표
## 5. 실행 체크리스트
### 5.1 주별 활동 계획
### 5.2 월별 목표 검토
### 5.3 분기별 전략 조정
## 6. 부록
### 6.1 경쟁사 분석
### 6.2 용어 사전
### 6.3 관련 자료 링크
Variable Slots
| Variable | Description | Example |
|---|---|---|
{target_company} |
Target Company Name | Samjeong Mulsan |
{industry} |
Target Industry | Logistics/Distribution |
{product} |
Product/Service Information | AI-based logistics optimization SaaS |
{sales_goal} |
Sales Goal | Contracts with 5 companies within 3 months, 5 million KRW/month |
{deal_size} |
Target Contract Amount | 5 million KRW/month |
Precautions
Required Input Values
If any one of the following 4 input values is missing, the playbook quality will be significantly degraded. Be sure to secure the inputs before proceeding.
- Company Name or Target Company Group: If there is no specific company name, specify the industry and size (large enterprise/mid-sized/SME)
- Target Industry: Specific industry classification such as SaaS, logistics, manufacturing, fintech, etc.
- Product Information: Product name, core features, pricing model, target customer size
- Sales Goal: Period, target number of contracts, target contract amount
Limitations
- Competitor Information: If you provide competitors, a more sophisticated objection-handling script can be provided, but it is not mandatory. If not entered, it is assumed to be "general competitors".
- Internal Information: Internal information of the target company (financial status, organizational chart, etc.) is analyzed based only on public information. If you have non-public information, please provide it separately.
- Legal Constraints: Legal constraints of special industries such as public institution bidding and financial sector regulations are covered only within a basic scope.
AI Slop Post-processing
The generated sales playbook must be post-processed through the moai-core:ai-slop-reviewer → moai-content:humanize-korean chain. moai-core:ai-slop-reviewerto remove AI patterns (repetitive expressions, excessive adjectives, abstract sentences) and moai-content:humanize-koreanto naturally refine Korean expressions, converting it into a concrete and clear document ready for immediate practical use.
Post-processing checkpoints:
- Remove repetitive expressions (prevent overuse of "innovative", "cutting-edge", etc.)
- Make abstract sentences concrete ("customer-centric" → "guaranteed response within 24 hours")
- Strengthen numerically based descriptions (quantify experience, number of success cases)
- Review appropriateness of industry terminology
Related Skills
Post-chaining (recommended to run in order)
- moai-business:strategy-planner: Before generating the sales playbook, first establish the strategic positioning of the product/service
- moai-office:pptx-designer: Convert the generated sales playbook Markdown document into a pitch deck-style PPT
- moai-core:ai-slop-reviewer → moai-content:humanize-korean: Review and correct AI patterns in the generated playbook document, then naturally refine Korean expressions (required)
Alternative Skills
- moai-research:grant-writer: Used when a government R&D project proposal is needed. The format differs from the sales playbook.
- moai-sales:proposal-writer: Used when only a single sales proposal is needed instead of the full playbook. Generates a single proposal in a standard proposal structure.