@stacksjs/defaults 0.75.109 → 0.75.110

package/ai/skills/stacks-marketing-cold-email/references/follow-up-sequences.md

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+# Follow-Up Sequences
+
+55% of replies come from follow-ups, not the initial email. Yet 48% of salespeople never follow up even once.
+
+## How Many: 3-5 Total Emails
+
+- Highest single-email reply rate: **8.4%** (Belkins).
+- 4-7 email campaigns achieve **27% reply rates** vs 9% for 1-3 emails (Woodpecker, 20M emails).
+- By 4th follow-up, response rates drop **55%** and spam complaints **triple**.
+- Resolution: longer sequences catch different timing windows. Cap at 4 follow-ups (5 total emails). Each must add genuinely new value.
+
+## Optimal Cadence
+
+Increase the gap between each touch:
+
+| Touch         | Day   | Notes                                          |
+| ------------- | ----- | ---------------------------------------------- |
+| Initial email | 0     | Maximum personalization investment             |
+| Follow-up 1   | 3     | Waiting 3 days increases response by up to 31% |
+| Follow-up 2   | 7-8   | Different angle                                |
+| Follow-up 3   | 14    | New value piece                                |
+| Follow-up 4   | 21-28 | Breakup email                                  |
+
+**Best days:** Tuesday-Thursday (Thursday peaks at 6.87% reply rate).
+**Best times:** 9-11 AM or 1-3 PM in prospect's local time.
+**Avoid:** Monday mornings (inbox overload), Friday afternoons (checked out).
+
+## Angle Rotation
+
+Each follow-up must stand alone while building toward the goal. Never just "bump this up."
+
+| Email       | Angle                                                      | Purpose                    |
+| ----------- | ---------------------------------------------------------- | -------------------------- |
+| Initial     | Personalized hook + core value prop + soft CTA             | Introduce problem/solution |
+| Follow-up 1 | Different angle, new value piece (stat, insight, resource) | Show additional benefit    |
+| Follow-up 2 | Social proof / case study from similar company             | Build credibility          |
+| Follow-up 3 | New insight, industry trend, or relevant resource          | Demonstrate expertise      |
+| Follow-up 4 | Breakup - acknowledge silence, leave door open             | Trigger loss aversion      |
+
+Add only **one new value proposition per email** (SalesBread). This naturally forces different angles.
+
+## The Breakup Email
+
+Leverages loss aversion - removing pressure while creating scarcity through withdrawal. Close.com reports **10-15% response rates** from breakup emails with cold prospects.
+
+**Structure:**
+
+1. Acknowledge you've reached out multiple times
+2. Validate their potential lack of interest
+3. State this is your final email for now
+4. Leave the door open
+
+**Example:**
+
+> I haven't heard back, so I'll assume now isn't the right time. Before I close the loop: [1-sentence insight or resource]. If that changes things, feel free to reply. Otherwise, no hard feelings. Good luck with [their goal].
+
+**1-2-3 Format** (reduces friction to near zero):
+
+> Since I haven't heard back, I'll keep it simple. Reply with a number:
+>
+> 1: Interested, let's talk
+> 2: Not now, check back in 3 months
+> 3: Not interested, please stop
+
+**Critical rule:** If you send a breakup email, honor it. Do not contact the prospect again.
+
+## Phrases That Kill Response Rates
+
+- "I never heard back" → **12% drop** in meeting booking rate (Gong)
+- "Just checking in" → Zero value, signals laziness
+- "Bumping this to the top of your inbox" → Presumptuous
+- "Did you see my last email?" → Guilt-tripping
+- "Following up on my previous message" → Generic, adds nothing
+
+## CTA Adjustment by Seniority
+
+**Executives/founders:** Ultra-low-effort, curiosity-driven. "Curious?" or "Worth 2 min?"
+
+**Mid-level managers:** More specific value. "Want me to walk through how [Company] saved 15 hours/week?"
+
+Higher in the org chart = less friction you can ask for.

package/ai/skills/stacks-marketing-cold-email/references/frameworks.md

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+# Cold Email Copywriting Frameworks
+
+Frameworks beat templates - they teach thinking patterns, not copy-paste shortcuts.
+
+## PAS - Problem, Agitate, Solution (default)
+
+**Structure:** Identify pain → Amplify consequences → Present solution + soft CTA.
+**Best for:** Problem-aware but not solution-aware prospects. The workhorse framework.
+
+> Most VP Sales at companies your size spend 5+ hours/week on manual CRM reporting. That's 250+ hours/year not spent coaching reps, and it often means inaccurate forecasts reaching leadership. We built a tool that auto-generates CRM reports in real time. Teams like Datadog reduced reporting time by 80%. Would it make sense to see how?
+
+## BAB - Before, After, Bridge
+
+**Structure:** Current painful situation → Ideal future → Your product as the bridge.
+**Best for:** Transformation-driven offers with clear before/after. Emotional decision-makers.
+
+> Right now, your team is likely spending hours manually sourcing leads. Feast or famine each quarter. Imagine qualified leads arriving daily on autopilot, reps spending 100% of their time selling. That's what our platform does. Companies like HubSpot saw a 40% pipeline increase within 90 days. Can I show you how?
+
+## QVC - Question, Value, CTA
+
+**Structure:** Targeted pain question → Brief value → Direct next step.
+**Best for:** C-suite prospects who prefer brevity. Qualify interest immediately.
+
+> Are your SDRs spending more time researching than selling? We help sales teams automate prospect research so reps focus on conversations. Clients see 3x more meetings per rep per week. Worth a 10-minute demo?
+
+## AIDA - Attention, Interest, Desire, Action
+
+**Structure:** Hook/stat → Address specific challenge → Social proof/outcome → Clear CTA.
+**Best for:** Data-driven prospects, high-ticket pitches with strong stats.
+
+> Companies in pharma lose 30% of leads due to manual outreach. Given {{Company}}'s growth this quarter, pipeline velocity is likely top of mind. Customers like Pfizer use our platform to automate lead qualification and cut time-to-contact by 60%. Worth a 15-minute call?
+
+## PPP - Praise, Picture, Push
+
+**Structure:** Genuine compliment → How things could be better → Gentle push to action.
+**Best for:** Senior prospects who respond to relationship-building. Requires genuine trigger.
+
+> Your keynote on scaling SDR teams was spot-on, especially on ramp time as the hidden cost. What if you could cut that in half? Our in-inbox coach helps new reps write effective emails from day one with real-time scoring. Open to a quick chat about how this could support your growth?
+
+## Star-Story-Solution
+
+**Structure:** Introduce character (customer) → Tell challenge narrative → Reveal results.
+**Best for:** Strong customer success stories. Humanizes the pitch.
+
+> Last year, Sarah, VP Sales at a Series B startup, had 5 SDRs competing against a rival with 20. Her team was getting crushed on volume. They adopted our AI prospecting tool and sent hyper-personalized emails at 3x pace without losing quality. Within 90 days, they booked more meetings than their competitor's entire team. Happy to share how this could work for {{Company}}.
+
+## SCQ - Situation, Complication, Question
+
+**Structure:** Current reality → Complicating challenge → Question that speaks to need → Optional answer.
+**Best for:** Consultative selling. Mirrors how professionals present to leadership.
+
+> Your team doubled this year. That usually means onboarding is eating into selling time. How are you handling ramp for new hires?
+
+## ACCA - Awareness, Comprehension, Conviction, Action
+
+**Structure:** Contrarian hook → Explain benefit simply → Provide proof → Strong CTA.
+**Best for:** Analytical buyers who need evidence (engineers, CFOs, ops leaders).
+
+> Most sales teams measure rep activity. The top 5% measure rep efficiency instead. When Acme switched, they booked 40% more meetings with fewer emails. Worth seeing how?
+
+## 3C's (Alex Berman)
+
+**Structure:** Compliment → Case Study → CTA.
+**Best for:** Agency/services cold outreach. Case study does the heavy lifting.
+
+> Big fan of [Company]. We just built an app for [Competitor] that does XYZ. I have a few more ideas. Interested?
+
+## Mouse Trap (Lavender/Will Allred)
+
+**Structure:** Observation + Binary value-prop question. 1-2 sentences total.
+**Best for:** Maximum brevity. Impulsive reply based on curiosity.
+
+> Looks like you're hiring reps. Would it be helpful to get a more granular look at how they're ramping on email?
+
+## Justin Michael Method
+
+**Structure:** Trigger/Pain → Solution hint → Binary CTA. 1-3 sentences, no intro.
+**Best for:** High-velocity SDR teams. Mobile-optimized. Deliberately polarizing.
+
+Spend max 1 minute on personalization. Use industry/persona-level signals. For top-tier prospects, quote their own words from interviews - they almost always respond.
+
+## Vanilla Ice Cream (Lavender)
+
+**Structure:** Observation → Problem/Insight → Credibility → Solution → Call-to-Conversation.
+**Best for:** Universal "base" framework that works everywhere. Five parts.
+
+## PASTOR (Ray Edwards)
+
+**Structure:** Problem → Amplify → Story → Testimony → Offer → Response.
+**Best for:** Longer-form or multi-email sequences. Consulting, education, complex B2B services. Each element can be developed across separate touches.

package/ai/skills/stacks-marketing-cold-email/references/linkedin-outreach.md

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+# LinkedIn Outreach
+
+LinkedIn is the second channel in most B2B outbound and the first for some audiences: people who ignore cold email often accept a relevant connection request. It also has the tightest limits and the highest account risk of any channel. This reference covers the profile, the limits, the sequence, the copy, and the automation decision.
+
+Figures below come mostly from LinkedIn automation vendors' and agencies' own datasets (2025-26). Use them as ranges.
+
+## Fix the profile first
+
+Every prospect who gets a request or a message looks at the sender's profile. Before outreach:
+- **Headline** says who you help and how.
+- **About** opens with the problem you solve, then proof.
+- **Featured** holds one case study, teardown, or resource a prospect would actually click.
+- **Recent activity** shows posts or thoughtful comments from the last few weeks. Accounts that post regularly see noticeably higher acceptance rates.
+- A real photo and a banner that reinforces what you do.
+
+## Limits
+
+| Action | Safe range |
+|--------|-----------|
+| Connection requests | About 100 a week per account; 15-25 a day. New or low-activity accounts start at 20-30 a week |
+| Messages to connections | Roughly 50-100 a day, spread out |
+| Profile views | A few hundred a day at most |
+| InMail | Limited by your Sales Navigator or Premium credits |
+
+Volume isn't the only thing LinkedIn looks at. In 2026 it also flags unusual behavior: activity from data-center IP addresses, identical timing between actions, and low acceptance rates. A 15% acceptance rate tells LinkedIn your requests are unwanted. Keep acceptance above about 25-30% by sending fewer, better-targeted requests.
+
+Withdraw requests that are still pending after 2-3 weeks; a large pending pile counts against you.
+
+## The sequence
+
+Warm up the account's visibility before asking for anything:
+
+1. **Day 1:** view their profile, follow them, and react to or comment on a recent post (a real comment, not "Great post!").
+2. **Day 2-3:** connection request. A note is optional (see below).
+3. **After acceptance:** a short first message tied to why you connected. No pitch.
+4. **3-5 days later:** a message with value: an insight, a resource, a relevant example.
+5. **5-7 days later:** a light ask, or a voice note.
+
+Stop at three messages without a reply. Vendor data shows replies falling sharply beyond that.
+
+Run LinkedIn alongside email, not instead of it, and stop both the moment either gets a reply. See [multichannel-cadence.md](multichannel-cadence.md).
+
+## Copy
+
+**Connection request**
+- Notes cut acceptance slightly but raise replies once accepted (one 2025 agency study: about 25% vs 28% acceptance, 8% vs 5% reply). Use a note when you have a specific, credible reason; skip it when you don't.
+- Under ~200 characters. The reason you're connecting, nothing else.
+- AI-written notes underperform human ones by a measurable margin in vendor data. Write these yourself, or edit hard.
+
+> Saw your post on moving pricing tests off the homepage. We've run a few of those for SaaS teams; would be good to connect.
+
+**First message after acceptance**
+- 150-200 characters performs best in vendor datasets.
+- Reference the reason you connected. Ask something easy to answer.
+
+> Thanks for connecting. Curious how you're deciding what to test first on the new pricing page. Is that sitting with you or with product?
+
+**Voice notes** (mobile app only) stand out in a text inbox. Keep them under 45 seconds, say their name and the specific reason, and never read a script. Public data on voice notes is thin, so test them.
+
+**InMail** suits senior people you can't reach any other way. It gets the same rules as cold email: short, specific, one ask.
+
+Everything in the main cold-email skill about voice and AI tells applies here, even more strongly: LinkedIn messages sit next to the sender's face and name.
+
+## The automation decision
+
+**Every third-party LinkedIn automation tool violates LinkedIn's User Agreement.** That includes cloud tools, browser extensions, and APIs that operate your account through its session. LinkedIn has escalated from restricting individual users to acting against vendors: it removed company pages for Apollo and Seamless in 2025 and HeyReach in March 2026, and sued scraping vendors.
+
+Make the decision deliberately:
+
+| Option | Risk | When it fits |
+|--------|------|--------------|
+| **Manual** (Sales Navigator, phone, a daily routine) | None beyond normal limits | Tier 1 accounts; founders; anyone whose personal profile is a business asset |
+| **Assisted** (tools that queue tasks for a human to do, CRM reminders) | Low | Most teams |
+| **Automated** (HeyReach, Expandi, La Growth Machine, Dripify, Waalaxy, Unipile-based tools) | Account restriction, and the vendor itself can disappear | High-volume Tier 3 programs, on profiles the business can afford to lose |
+
+If you automate:
+- Use only real profiles owned by the people they represent. Never rent or buy accounts.
+- Stay well under the limits above, with randomized timing.
+- Prefer tools with dedicated residential IPs per account.
+- Keep a plan for losing the tool overnight: export your data regularly.
+
+For agents: HeyReach and Unipile expose APIs (and HeyReach an MCP), which makes them the most scriptable options. The terms-of-service risk is the same as any other automation.
+
+## Measure
+
+| Metric | Typical range (vendor data, 2025-26) |
+|--------|--------------------------------------|
+| Acceptance rate | 25-30% average; 30%+ for active, followed profiles |
+| Reply rate to messages | 7-10% |
+
+Track positive replies and meetings, the same as email. A high acceptance rate with no replies means the targeting is fine and the messages aren't.

package/ai/skills/stacks-marketing-cold-email/references/multichannel-cadence.md

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+# Multichannel Cadence
+
+Most buyers need to see a name a few times, in more than one place, before they respond. A cadence coordinates email, LinkedIn, phone, and the occasional video or package so each touch builds on the last and nobody gets hit on four channels in one afternoon.
+
+## Which channels for which tier
+
+| Tier | Channels |
+|------|----------|
+| Tier 1 (1:1) | Email, LinkedIn, phone, personalized video; direct mail after engagement |
+| Tier 2 (1:few) | Email and LinkedIn; phone for the best-fit accounts |
+| Tier 3 (1:many) | Email; LinkedIn only if it can be done without automation risk |
+
+Tiers are defined in the prospecting skill's signal plays reference.
+
+## A 21-day Tier 1 cadence
+
+| Day | Touch |
+|-----|-------|
+| 1 | View their LinkedIn profile and engage with a recent post. Send email 1 (short, no link) |
+| 3 | LinkedIn connection request |
+| 4 | Email 2, as a reply in the same thread |
+| 6 | Call 1. If no answer, leave a short voicemail and send an email recapping it |
+| 8 | LinkedIn message if connected; otherwise a short personalized video by email |
+| 11 | Email 3: new angle or a case study |
+| 13 | Call 2 |
+| 15 | LinkedIn voice note or a comment on a new post |
+| 18 | Email 4: breakup or referral ask |
+| 21 | Call 3. Then move the contact to nurture and ad retargeting |
+
+Shorten it for Tier 2 (email and LinkedIn over about 14 days). Tier 3 is the email sequence alone; see [follow-up-sequences.md](follow-up-sequences.md).
+
+## Rules that hold any cadence together
+
+1. **A reply on any channel stops every channel.** Someone who answered on LinkedIn mustn't get email 3 the next morning. This needs one shared record of who has replied, checked before each touch.
+2. **An opt-out on one channel is an opt-out on all of them.** Key the suppression list on email, LinkedIn URL, and phone together. See the stacks-marketing-prospecting skill's sourcing and enrichment reference.
+3. **One sender per account at a time.** Two reps, or a rep and an agent, sequencing the same company looks disorganized and doubles the annoyance.
+4. **Each touch references the last** when it helps ("Following up on the voicemail I left Tuesday"), but must also make sense on its own.
+5. **Keep it to 4-7 emails and at most 3 LinkedIn messages.** More touches don't rescue the wrong offer.
+6. **Space touches across days.** Never two channels on the same day except a voicemail and its recap email.
+
+Most sequencing tools only coordinate their own channels. When email, LinkedIn, and calls run in different tools, connect them with a shared state (the CRM or a simple table keyed on the contact) and webhooks that pause every sequence when any reply arrives.
+
+## Calls
+
+Calls are the slowest channel and the fastest to a conversation. Vendor and agency datasets from 2025 put the dial-to-conversation rate around 10% and roughly one meeting per several hundred dials. Mobile numbers connect far better than office lines.
+
+- **Best times:** mid-week, mid-to-late afternoon in the prospect's time zone. Test your own.
+- **Attempts:** 3 calls per contact across the cadence, on different days and times.
+- **Openers:** say who you are and why you're calling, then ask permission to continue. Avoid "Did I catch you at a bad time?", which call-analysis data ranks among the worst openers.
+- **Voicemail:** 20-30 seconds, your name, one specific reason, and "I'll send you a note too." Then send it.
+- **Rules:** scrub against Do Not Call lists, and never use AI voice on US mobile numbers without consent. See the stacks-marketing-prospecting skill's compliance reference.
+
+Scripts for openers, voicemails, and common pushback are in the sales-enablement skill's cold call scripts reference.
+
+## Video
+
+A short video recorded for one person stands out in a text inbox, and it's the natural format for value-first plays (see [outbound-plays.md](outbound-plays.md)).
+- **60-120 seconds** for a pure outreach video; **2-4 minutes** for a teardown or audit.
+- Show their thing (their site, their product, their dashboard) on screen in the first few seconds.
+- Send a thumbnail or GIF that shows their page, linked to the video. Don't attach the file.
+- For Tier 1 only, or after a reply. Video doesn't scale like text, and that's the point.
+
+Tools: Loom, Tella, Sendspark, Vidyard.
+
+## Direct mail and gifts
+
+Useful for Tier 1 accounts that have engaged but stalled. Something relevant to the conversation (a book you referenced, a printed teardown) beats a generic gift. Sendoso and Reachdesk handle sending and address confirmation. Check company gift policies, which often cap or ban gifts in regulated industries and government.
+
+## Ads to target accounts
+
+Upload your target account and contact lists to LinkedIn Matched Audiences (or other ad platforms) and run light awareness ads during the cadence. When the email arrives, the name is already familiar. See the stacks-marketing-ads skill's ABM playbook.
+
+## SMS and WhatsApp
+
+Not for cold outreach. US SMS to mobile numbers needs consent and 10DLC registration; WhatsApp business messaging needs an opt-in. Use them only after a prospect has engaged and agreed, for scheduling and reminders.
+
+## Measure by channel
+
+Track, per channel and per step: touches sent, replies, positive replies, meetings. Attribute the meeting to the touch that produced the reply, and keep the full sequence on the record so you can see which combinations work. A channel that never produces a positive reply after a few hundred touches is costing more than it returns.

package/ai/skills/stacks-marketing-cold-email/references/outbound-plays.md

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+# Outbound Plays
+
+A play is a repeatable outbound motion: a trigger, an offer, a sequence, and a definition of success. Plays keep outbound from becoming a pile of one-off emails. This reference covers four that work in 2026, with the conditions each needs.
+
+## 1. Value-first teardown (services and agencies)
+
+Give a specific piece of the work before asking for anything. It works best when what you sell is expertise someone can see: conversion optimization, design, SEO, ads, copy, analytics.
+
+**Trigger:** something visible changed or matters right now: a new pricing or landing page, a redesign, launched ad campaigns, a new head of growth, fresh funding with growth targets.
+
+**The sequence**
+1. **Email 1 asks permission, with no link.** Name one specific thing you noticed on their page, and offer the rest.
+   > Looked at your new pricing page. The annual toggle defaults to monthly, which usually costs a few points of annual uptake. I noted two other things I'd test there. Want me to send them over?
+2. **When they say yes,** send a 2-4 minute video (or a one-page annotated screenshot) covering 3 specific, testable ideas on *their* page. Show their page on screen in the first seconds.
+3. **Follow-up** asks a small question about the ideas, not for a meeting: "Was the second one already on your list?"
+4. **Then offer the call:** "Happy to walk through how we'd prioritize the rest."
+
+**Why the permission step:** no link or attachment in the first email protects deliverability, a "yes" filters for real interest, and the teardown goes only to people who asked for it. That keeps a time-intensive asset efficient.
+
+**Rules**
+- The ideas must be real and specific to their page. A generic checklist dressed as a teardown burns trust and the brand.
+- Give enough to be useful, and leave the "how we'd do all of it" for the call.
+- Volume is low by design: around 50 well-chosen accounts a week, mostly Tier 1 and 2.
+- An agent can draft the teardown (screenshot, analysis against your CRO or design framework), but a human expert reviews every one before it goes out. It represents your expertise.
+
+**Measure:** permission rate (yes to email 1), teardown-to-call rate, call-to-proposal rate.
+
+## 2. Product-led outbound (self-serve and freemium SaaS)
+
+Reach out to people already using the product, when their usage shows they're ready for more.
+
+**Triggers**, in rough order of strength:
+- Hitting a plan, credit, or usage limit
+- A large job or upload (a much bigger list, project, or import than usual)
+- Inviting teammates
+- Signing up from a company domain that matches the ICP
+- Returning repeatedly to pricing or upgrade pages
+
+**The sequence**
+1. **Within minutes of the trigger,** a short plain-text email from a founder or named account owner, sent from their own address. Reference what they're doing:
+   > Saw you're verifying larger lists this week. If you're running these before outbound campaigns, a couple of settings help with catch-all domains. Happy to share them, or set you up with a volume plan if you're doing this regularly.
+2. **LinkedIn connect** the same or next day, for company-domain users.
+3. **One follow-up** with a specific resource for their use case.
+4. **Stop** if they upgrade, go quiet for two weeks, or say no.
+
+**Rules**
+- Speed matters more here than anywhere: the trigger loses most of its value within a day.
+- Never make the tracking feel like surveillance. Talk about the job they're doing and leave the logged events out of it.
+- Offer help first and an upgrade second. Product-qualified users convert far better than cold contacts (vendors report many times higher), so you don't need a hard sell.
+- Route accounts that exceed self-serve limits to a person. See the stacks-marketing-revops skill's routing rules.
+
+**Measure:** trigger-to-reply rate, trigger-to-upgrade rate within 14 days, expansion revenue per triggered account.
+
+## 3. Problem-led cold outbound (any product)
+
+The default play for accounts with no product usage: lead with a problem the segment is known to have, prove you understand it, and offer something small.
+
+**Trigger:** a signal from the prospecting skill's signal plays reference, or a tightly defined segment.
+
+**Offer something smaller than a meeting:** a sample of the work (verify a sample of their list, audit one page, benchmark one metric), a relevant resource, or a quick answer to a question they're probably asking.
+
+**Example for a technical product** (an email verification tool selling to agencies that send cold email for clients):
+> Agencies running outbound for several clients usually find out about a bad list when the domain is already hurting. Want me to run a sample of one client's list through and send back what would have bounced?
+
+**Rules**
+- The problem must be specific to the segment, with proof from a similar customer.
+- The free sample has to be genuinely small to deliver, or the play won't scale.
+- If you sell deliverability, compliance, or quality, your own outbound has to be flawless. A bounce, a typo, or a missing opt-out from a company selling those things undercuts the pitch.
+
+## 4. Founder-led outbound
+
+Early-stage, or for a small set of strategic accounts: the founder writes personally, from their own account, about why they built the thing.
+
+- Short, personal, specific to the recipient. No templates.
+- Ask for advice or feedback as often as for a meeting. People answer founders.
+- 10-20 a week, done consistently, beats occasional bursts.
+- Pairs naturally with the founder posting on LinkedIn, so the name is familiar when the email lands.
+
+## Choosing plays
+
+| If you... | Start with |
+|-----------|-----------|
+| Sell services where expertise is visible | Value-first teardown |
+| Have self-serve users | Product-led outbound for usage triggers, plus problem-led for everyone else |
+| Sell a technical product to a defined segment | Problem-led with a free sample |
+| Are pre-product-market fit or chasing a few big logos | Founder-led |
+
+Run one play at a time until it works. Each needs its own copy, its own success metric, and a few hundred touches before you can judge it.

package/ai/skills/stacks-marketing-cold-email/references/personalization.md

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+# Personalization at Scale
+
+Personalization drives **50-250% more replies** (Lavender). The key insight: **if your personalization has nothing to do with the problem you solve, it's just an attention hack** (Clay).
+
+## Four Levels of Personalization
+
+### Level 1 - Basic (merge tags)
+
+First name, company name, job title. Table stakes, no longer differentiating. ~5% lift.
+
+### Level 2 - Industry/segment
+
+Industry-specific pain points, trends, regulatory challenges. Scalable via micro-segmentation.
+
+> Most {{industry}} teams struggle with {{lead gen problem}}, which often leads to wasted effort.
+
+### Level 3 - Role-level
+
+Challenges specific to their role and seniority.
+
+> As Head of Sales, keeping pipeline steady is probably your biggest headache. Your RevOps team is small, so you're likely wearing multiple hats during scaling.
+
+### Level 4 - Individual (gold standard)
+
+Specific, timely observations about that person connected to the problem you solve.
+
+> Noticed you're hiring 3 SDRs. Sounds like you're scaling outbound fast. Most teams hit follow-up fatigue during onboarding.
+
+## Research Signal Stack
+
+| Signal            | Where to find it                   | How to use it                                                                |
+| ----------------- | ---------------------------------- | ---------------------------------------------------------------------------- |
+| Recent funding    | Crunchbase, LinkedIn, press        | "Congrats on Series B. Scaling teams fast usually creates X challenge"      |
+| Job postings      | LinkedIn Jobs, careers page        | "Noticed you're hiring 3 SDRs. Sounds like you're scaling outbound"         |
+| Tech stack        | BuiltWith, Wappalyzer, HG Insights | "I see you're using HubSpot. Most teams at your stage hit a ceiling with X" |
+| LinkedIn activity | Posts, comments, job changes       | "Really enjoyed your post about X"                                           |
+| Company news      | Google News, press releases        | "Congrats on acquiring X. Integrating teams usually creates Y challenge"    |
+| Podcast/talks     | Google, YouTube, podcasts          | "Caught your talk at SaaStr on X. Really insightful"                        |
+| Website changes   | Manual review                      | "Your new pricing page caught my eye. Curious how it's converting"          |
+
+## The 3-Minute Personalization System
+
+From "30 Minutes to President's Club":
+
+**Step 1:** Build a research stack of top 10 buying signals - 5 company triggers, 5 person triggers. Stack-rank by relevance.
+
+**Step 2:** Build a 3x3 template: (1) personalization attached to a problem, (2) problem you solve, (3) one-sentence solution + low-friction CTA.
+
+**Step 3:** Create 5 "trigger templates" - pre-written personalization paragraphs for each trigger, with a smooth segue into the problem.
+
+The personalization must logically connect to the problem. This creates 5 reusable triggers with the rest of the email constant. A top SDR writes a personalized email in **under 3 minutes**.
+
+## The Four -Graphic Principles (Becc Holland)
+
+- **Demographic** - Age, profession, background
+- **Technographic** - Tech stack, tools used
+- **Firmographic** - Company size, funding, industry, growth stage
+- **Psychographic** - Values, passions, beliefs (highest-impact dimension)
+
+Tapping into what prospects are passionate about drives significantly higher response rates.
+
+## Observation-Based Openers (highest performing)
+
+**Trigger-event:** "Congrats on the recent funding round. Scaling the team from here is exciting, and I imagine [challenge] is top of mind."
+
+**Observation:** "Your recent post about [topic] resonated. Especially the part about [detail]. Got me thinking about how that applies to [challenge]."
+
+**Industry insight:** "Most [role titles] I talk to spend [X hours/week] on [problem]. Curious if that matches your experience at [Company]."
+
+## What Feels Fake (avoid)
+
+- AI-generated emails with similar phrasing ("I hope this email finds you well")
+- Generic attention hacks disconnected from problem ("Cool that you went to UCLA!" → pitch)
+- Over-personalizing to creepiness
+- "I saw your LinkedIn profile and wanted to reach out" - signals mass automation
+
+## The "So What?" Test
+
+After writing any opening line, read from prospect's perspective: "So what? Why would I care?" If the answer is nothing, rewrite.
+
+## Personalizing With AI
+
+Agents make Level 4 research affordable at scale, and they make invented personalization just as cheap. Buyers in 2026 spot it fast: praise for the company mission, congratulations on a year-old funding round, "I noticed you're in SaaS."
+
+- **Relevance beats personalization.** A specific trigger, the pain it implies, and a concrete offer outperform a clever personal line attached to a generic pitch.
+- **Facts first, then the angle,** in two separate steps, with a source URL for every fact.
+- **Allow "no hook found."** When research turns up nothing specific, use the segment-level message instead of a manufactured one.
+- **Review before sending** for Tier 1 and a sample of Tier 2.
+
+The full research rules and the account brief template are in the prospecting skill's account research reference.

package/ai/skills/stacks-marketing-cold-email/references/reply-handling.md

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+# Handling Replies
+
+The sequence's job ends when someone replies. What happens in the next hour decides whether that reply becomes a meeting. This reference covers classifying replies, responding to each type, speed, booking, and what an agent can handle on its own.
+
+## Classify every reply
+
+| Type | Looks like | Action |
+|------|------------|--------|
+| **Positive** | "Sure, let's talk," "Send times," "Tell me more" | Respond fast, propose times, book (below) |
+| **Information request** | "What does it cost?" "Do you work with X?" | Answer the actual question briefly, then offer a call |
+| **Objection** | "We already use X," "No budget," "Not a priority" | Respond once, using the objection guidance below |
+| **Not now** | "Reach out next quarter," "After our launch" | Thank them, set a reminder for the date they gave, stop the sequence |
+| **Referral** | "Talk to Sam, she owns this" | Thank them; contact Sam citing the referral (with permission to use their name if unclear) |
+| **Wrong person, no referral** | "Not my area" | Ask once who owns it; otherwise stop |
+| **Out of office** | Auto-reply | Pause; resume after their return date. Note any named stand-in |
+| **Unsubscribe or hostile** | "Remove me," "Stop," anger | Suppress on every channel immediately. Apologize briefly if you reply at all. Never argue |
+| **Bounce** | Delivery failure | Remove; check whether the contact moved companies (a possible job-change signal) |
+
+Every reply of any type stops all other channels for that person. See [multichannel-cadence.md](multichannel-cadence.md).
+
+## Speed
+
+Answer positive replies within minutes during business hours. The research behind the famous speed-to-lead multipliers is old (2007-2011), but the direction holds. Interest fades fast, and a prospect who replied to you has often replied to others too. Route positive replies to a person instantly (a Slack or phone notification), and keep someone responsible for them every working hour.
+
+## Booking
+
+- **Propose two specific times** in their time zone, and include a booking link as a fallback ("or grab any time here"). Two concrete options get a faster yes than a bare link, which can feel like homework.
+- **Send the calendar invite immediately** once they pick, with a one-line agenda.
+- **Confirm the day before** with something useful: the agenda, a relevant case study, or (for an agency) the teardown you'll discuss. Pre-reads raise show rates.
+- **Reminder an hour before**, by email, or by SMS only if they've agreed to texts.
+- **Reschedule no-shows the same day,** warmly, once. A second no-show goes back to nurture.
+
+## Objections in reply to cold outreach
+
+Early objections are usually reflexes. Answer once, briefly, and make it easy to say no:
+
+| Objection | Response approach |
+|-----------|-------------------|
+| "We already use [competitor]" | Acknowledge it. Name the one situation where teams like theirs still look elsewhere. Ask if it applies |
+| "No budget" | Ask when they plan budgets, or offer something that doesn't need one (an audit, a benchmark) |
+| "Not a priority" | Ask what is a priority this quarter. If it isn't connected, step back and set a reminder |
+| "Send me more info" | Send one specific thing (a one-pager or a two-minute video) and one question that makes a reply easy |
+| "How did you get my email?" | Answer honestly with the actual source, and offer to remove them |
+
+Deal-stage objections (pricing negotiation, security reviews, competitive bake-offs) live in the sales-enablement skill's objection library.
+
+## What an agent can handle
+
+| Reply type | Agent alone | Agent drafts, human sends |
+|------------|-------------|---------------------------|
+| Out of office | ✓ Pause and reschedule | |
+| Unsubscribe | ✓ Suppress everywhere | |
+| Bounce | ✓ Remove, flag for job-change check | |
+| Not now | ✓ Set the reminder, stop the sequence | Polite acknowledgment |
+| Positive | | ✓ Until accuracy is proven over 100+ replies |
+| Information request | | ✓ |
+| Objection | | ✓ |
+| Referral | | ✓ |
+| Hostile | ✓ Suppress | Any reply at all |
+
+Before an agent sends anything on its own, check that every claim in the draft matches an approved source, that it contains nothing from your banned-phrase list, and that a daily cap applies. Sample-review a share of autonomous replies every week.
+
+## Log it
+
+Record on the CRM contact: reply type, date, the sequence and step that produced it, the signal and channel, and the outcome. That's what makes a weekly sequence review possible (the sequence-retro loop in the marketing-loops skill), and it's the outbound stage model in the revops skill.

package/ai/skills/stacks-marketing-cold-email/references/subject-lines.md

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+# Subject Line Optimization
+
+The subject line determines whether the email gets read. The data is counterintuitive: **short, boring, internal-looking subject lines win decisively.**
+
+## Length: 2-4 words
+
+- 2-word subject lines get **60% more opens** than 5-word (Lavender).
+- Going from 2 to 4 words reduces replies by **17.5%**.
+- 2-4 words yield **46% open rates** vs 34% for 10 words (Belkins, 5.5M emails).
+- Mobile truncates at 30-35 characters - brevity is practical necessity.
+
+## Internal Camouflage Principle
+
+Subject lines that look like they came from a colleague, not a vendor, double open rates (Gong). Buyers mentally categorize before opening - if it looks like sales, it's filtered.
+
+**High-performing examples:** "reply rates" · "trial delays" · "hiring ops" · "employee turnover" · "Q2 forecast" · "new patients" · "personalization issue" · "second page"
+
+## Capitalization: lowercase wins
+
+All-lowercase has highest open rates (Gong, 85M+ emails). Lowercase looks more personal/internal. For cold outreach specifically, lowercase beats title case.
+
+## Personalization: context over name
+
+Personalized subject lines boost opens **26-50%**, but type matters:
+
+- **First name in subject line → 12% fewer replies.** Signals automation.
+- **Contextual personalization works:** pain points, competitors, trigger events, industry challenges.
+- Use {{painPoint}}, {{competitor}}, {{commonGround}} - not {{firstName}}.
+
+## Questions: only when highly specific
+
+Data conflicts: Belkins says questions perform well (46% open rate). Lavender says questions lower opens by **56%**. Resolution: **specific pain questions work** ("Need help with {{challenge}}?"), **generic questions fail** ("Quick question?" / "Have 15 minutes?"). Default to statements.
+
+## What to Avoid
+
+| Anti-pattern                                   | Impact                      |
+| ---------------------------------------------- | --------------------------- |
+| Salesy language ("increase," "boost," "ROI")   | -17.9% opens                |
+| Urgency words ("ASAP," "urgent")               | Below 36% opens             |
+| Excessive punctuation ("!!!" or "??")          | -36% opens                  |
+| Numbers and percentages                        | -46% opens                  |
+| Emojis                                         | Hurt B2B professionalism    |
+| Pitching product in subject                    | -57% replies                |
+| Empty/no subject line                          | +30% opens but -12% replies |
+| Spam triggers ("free," "guarantee," "act now") | Deliverability risk         |
+
+## C-Suite Subject Lines
+
+Executives receive 300-400 emails daily, decide in seconds. They respond **23% more often** than non-C-suite when emails pass their filter (6.4% reply rate).
+
+What works: ultra-concise, human, understated. "{{companyInitiative}}" · "thank you" · "an update" · "a question" · reference to a specific project or trigger event.
+
+Anything "salesy" is immediately rejected.