Build Commercial Insight

Reverse-engineer a Commercial Insight from seller strengths and validate it against the four-criteria test. Trigger this skill when you need to: - Build a commercial insight or reframe for a teaching pitch - Figure out "what insight should I teach" in a B2B sales conversation - Find a unique angle for a commercial teaching pitch - Reverse engineer a pitch from your strengths (the "Deb Oler question") - Identify which insight to lead with in an insight-led selling approach - Differentiate your pitch from competitors who sell the same category - Determine whether a proposed reframe qualifies as commercial teaching - Start a sales narrative from your solution's unique differentiator rather than customer pain - Create an insight that "leads to" your strengths rather than "leading with" them NOT for: building the full 6-step pitch choreography (use author-commercial-teaching-pitch), tailoring to specific stakeholders (use tailor-pitch-by-stakeholder), or scoring pitch boldness (use SAFE-BOLD framework).

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Install

Claude CodeClawhHubnpxCursorCodexGemini CLI

1. Add marketplace

› /plugin marketplace add bookforge-ai/bookforge-skills

2. Install plugin

› /plugin install the-challenger-sale@bookforge-skills

3. Use the skill

› /build-commercial-insight

CC-BY-SA · Open sourceGitHub

Source Book

The Challenger Sale

Matthew Dixon, Brent Adamson

More from The Challenger Sale

Saleshybrid

Author Commercial Teaching Pitch

Author a Commercial Teaching pitch using the six-step choreography and polish it with SAFE-BOLD. Trigger this skill when you need to: - Write a sales pitch using commercial teaching methodology - Build a commercial teaching pitch from a validated insight - Structure a six-step pitch: warmer reframe rational drowning emotional impact new way solution - Author a sales narrative that leads to your solution rather than leading with it - Build a sales deck following challenger selling choreography - Write a challenger pitch or insight-led pitch for a B2B conversation - Draft a pitch script for a sales rep or sales enablement team - Differentiate a sales conversation by teaching customers something new about their business - Apply SAFE-BOLD to sharpen a teaching pitch before delivery NOT for: building the commercial insight itself (use build-commercial-insight first), tailoring the pitch to individual stakeholders (use tailor-pitch-by-stakeholder after), or diagnosing an existing pitch (use diagnose-pitch-for-commercial-teaching-fit).

Saleshybrid

Classify Rep Profile

Classify a sales rep against the five CEB selling profiles (Challenger, Hard Worker, Relationship Builder, Lone Wolf, Reactive Problem Solver) and score their Teach/Tailor/Take-Control subscales using the Appendix B self-diagnostic. Use when a rep wants to know 'am I a Challenger', 'which sales profile am I', 'sales style assessment', 'classify sales rep', 'Challenger profile quiz', 'CEB sales profile', 'Teach Tailor Take Control self-diagnostic', 'what kind of rep am I', 'Relationship Builder Hard Worker Lone Wolf Reactive Problem Solver assessment', 'B2B sales rep diagnostic', 'rep profile classification', 'sales enablement assessment'. Applies CEB's empirical study of 6,000+ reps and 44 behavioral attributes. Produces a rep-profile-assessment.md artifact with profile classification, three subscale scores, threshold interpretation, dominant profile flags, and prioritized development recommendations.

Saleshybrid

Coach Rep With Pause Framework

Plan a structured coaching session for a sales rep using the PAUSE framework (Prepare → Affirm → Understand → Specify → Embed). Use when a manager needs to: run a 'sales coaching session', 'coach a sales rep', use 'PAUSE coaching', ask 'pre-call coaching questions', run a 'post-call debrief', do 'challenger rep coaching', follow a 'sales manager coaching guide', 'coach the rep not the deal', answer 'how to coach my rep', or build a '1:1 coaching agenda'. Reads rep-profile-assessment.md from classify-rep-profile to identify the rep's weakest Challenger pillar, selects the Appendix A question set for that pillar, and produces a coaching-session-plan.md with pre-call questions, observation focus, post-call debrief, and an embed homework assignment. Also includes a decision gate: if the issue is deal-specific (stalled deal, unknown obstacle) rather than a rep-behavior gap, routes to the sales innovation mode (Investigate → Create → Share + optional SCAMMPERR) instead of PAUSE coaching.

Saleshybrid

Diagnose Manager Effectiveness

Diagnose a frontline sales manager's effectiveness against the CEB four-driver model. Use when someone asks: 'sales manager effectiveness', 'am I coaching the right reps', 'sales manager diagnostic', 'manager coaching ROI', 'where should I spend coaching time', 'sales manager assessment', 'Challenger sales manager', 'manager drivers', 'front-line manager performance', 'am I a good sales manager', 'sales manager self-assessment', 'coaching time allocation', 'am I spending coaching time correctly', 'democratic coaching', 'why is my team not improving'. Produces a manager-effectiveness-diagnosis.md with weighted driver scores, active anti-patterns, and a concrete time-reallocation plan based on team composition.