Sales Harness

Sales Harness Orchestrator

Pipeline + Expert Pool pattern that routes each pipeline phase to the best-fit expert skill based on available data sources (Apollo, Common Room, or native sales skills).

When to Use

• Full lead-to-deal lifecycle from ICP-based prospecting through close
• Pre-call preparation combining account research with competitive intelligence
• Generating personalized outreach sequences with enriched lead data
• Competitive intelligence and battlecard creation
• Daily sales briefings and weekly pipeline reviews
• Any "run the sales pipeline" or "영업 파이프라인" request

Subagent Model Routing

Task Type	Model	Rationale
Exploration / search / file reading	haiku	낮은 비용, read-only 작업
Analysis / implementation / generation	sonnet	균형 잡힌 품질-비용 비율
Architecture / complex reasoning	opus	복잡한 추론이 필요한 경우만

Agent tool 호출 시 반드시 model 파라미터를 지정한다.

Architecture

User Request (mode selection)
       │
       ▼
┌──────────────────────────────────────────────────┐
│                 EXPERT POOL ROUTER                │
│  Routes each phase to the best data source:       │
│  Apollo | Common Room | Native Sales              │
└──────────────────────┬───────────────────────────┘
                       │
       ┌───────────────┼───────────────┐
       ▼               ▼               ▼
┌────────────┐  ┌────────────┐  ┌────────────┐
│   Apollo   │  │ Common Room│  │   Native   │
│   Expert   │  │   Expert   │  │   Expert   │
│ prospect   │  │ prospect   │  │ account-   │
│ enrich     │  │ contact    │  │ research   │
│ sequence   │  │ account    │  │ call-prep  │
└─────┬──────┘  └─────┬──────┘  └─────┬──────┘
      └───────────────┼───────────────┘
                      ▼
              ┌───────────────┐
              │   PIPELINE    │
              └───────┬───────┘
                      │
    Phase 1: Lead Discovery ──→ Phase 2: Enrichment
              │
    Phase 3: Account Research ──→ Phase 4: Call Prep
              │
    Phase 5: Outreach ──→ Phase 6: Competitive Intel
              │
    Phase 7: Asset Generation ──→ Phase 8: Deal Tracking

Expert Pool Routing

The Expert Pool Router selects the optimal skill for each task based on:

Condition	Primary Expert	Fallback
ICP-based lead search	kwp-apollo-prospect	kwp-common-room-prospect
Lead enrichment by name/email	kwp-apollo-enrich-lead	kwp-common-room-contact-research
Account-level research	kwp-common-room-account-research	kwp-sales-account-research
Call preparation	kwp-common-room-call-prep	kwp-sales-call-prep
Outreach drafting	kwp-common-room-compose-outreach	kwp-sales-draft-outreach
Sequence loading	kwp-apollo-sequence-load	—
Competitive intel	kwp-sales-competitive-intelligence	—
Asset generation	kwp-sales-create-an-asset	—

Modes

Mode	Phases	Use Case
prospect	1→2→3→5	Full prospecting pipeline (discover → enrich → research → outreach)
prep	3→4	Call preparation with account research
compete	6 only	Competitive intelligence and battlecard generation
daily	kwp-sales-daily-briefing	Morning sales briefing
weekly	kwp-common-room-weekly-prep-brief	Weekly pipeline review and call prep
asset	7 only	Create sales collateral (decks, one-pagers, landing pages)
full	1→2→3→4→5→6→7→8	Complete lead-to-deal pipeline

Default mode: prospect

Pipeline

Phase 1: Lead Discovery

Find prospects matching ICP criteria with enriched decision-maker profiles.

Skills: kwp-apollo-prospect → kwp-common-room-prospect → lead-research-agent Input: ICP description, target criteria Output: outputs/sales-harness/{date}/phase1-leads.md

Phase 2: Lead Enrichment

Enrich discovered leads with full contact cards, company intel, and social signals.

Skills: kwp-apollo-enrich-lead → kwp-common-room-contact-research Input: Phase 1 lead list Output: outputs/sales-harness/{date}/phase2-enriched-leads.md

Phase 3: Account Research

Deep research on target companies with actionable sales intel.

Skills: kwp-sales-account-research → kwp-common-room-account-research Input: Phase 2 enriched leads Output: outputs/sales-harness/{date}/phase3-account-research.md

Phase 4: Call Preparation

Prepare for sales calls with account context, attendee research, and suggested agenda.

Skills: kwp-sales-call-prep → kwp-common-room-call-prep Input: Phase 3 account research Output: outputs/sales-harness/{date}/phase4-call-prep.md

Phase 5: Outreach

Draft personalized outreach messages with research-backed personalization.

Skills: kwp-sales-draft-outreach → kwp-common-room-compose-outreach Input: Phase 2 lead profiles + Phase 3 account research Output: outputs/sales-harness/{date}/phase5-outreach-drafts.md

Phase 6: Competitive Intelligence

Research competitors and build interactive battlecards.

Skill: kwp-sales-competitive-intelligence Input: Target account's competitive landscape Output: outputs/sales-harness/{date}/phase6-competitive-intel.md

Phase 7: Asset Generation

Generate tailored sales assets from deal context.

Skill: kwp-sales-create-an-asset Input: Phase 3-6 context (account + competitive intel) Output: outputs/sales-harness/{date}/phase7-sales-assets/

Covers: landing pages, pitch decks, one-pagers, workflow demos.

Phase 7.5: Deal Diagnosis (Optional)

When deals stall, objections persist, or conversion rates drop unexpectedly, invoke hypothesis-sales for structured deal diagnosis before escalation. Triggered automatically when:

• A deal has been stuck in the same stage for 2+ weeks
• Outreach response rates fall below historical baseline
• User requests deal diagnosis or asks "why is this deal stuck"

Skill: hypothesis-sales Input: Phase 3-7 outputs + deal/pipeline context Output: outputs/sales-harness/{date}/phase7.5-deal-diagnosis.md Skip Flag: skip-hypothesis

Phase 8: Deal Tracking

Monitor deal stage transitions, enforce checklist completion, and track SLA.

Skills: deal-stage-guardian → lead-lifecycle-manager Input: Active deal data Output: outputs/sales-harness/{date}/phase8-deal-status.md

Skill Routing Table

User Intent	Routed Skill	Phase
"Find leads matching ICP"	kwp-apollo-prospect / kwp-common-room-prospect	1
"Enrich this lead"	kwp-apollo-enrich-lead / kwp-common-room-contact-research	2
"Research this company"	kwp-sales-account-research / kwp-common-room-account-research	3
"Prep for my call"	kwp-sales-call-prep / kwp-common-room-call-prep	4
"Draft outreach"	kwp-sales-draft-outreach / kwp-common-room-compose-outreach	5
"Competitive battlecard"	kwp-sales-competitive-intelligence	6
"Create a sales deck"	kwp-sales-create-an-asset	7
"Deal stage check"	deal-stage-guardian	8
"Morning briefing"	kwp-sales-daily-briefing	—
"Weekly prep"	kwp-common-room-weekly-prep-brief	—

Error Handling

Error	Recovery
Apollo API unavailable	Fallback to Common Room expert or web-search-based research
Common Room API unavailable	Fallback to native kwp-sales-* skills with web research
No leads match ICP criteria	Report empty results; suggest broadening ICP parameters
Phase N fails	Prior phase outputs remain valid. Fix and re-run from Phase N.
Enrichment returns partial data	Continue pipeline with available data; flag incomplete fields

Output Artifacts

Phase	Stage Name	Output File	Skip Flag
1	Lead Discovery	outputs/sales-harness/{date}/phase1-leads.md	skip-discover
2	Enrichment	outputs/sales-harness/{date}/phase2-enriched-leads.md	skip-enrich
3	Account Research	outputs/sales-harness/{date}/phase3-account-research.md	skip-research
4	Call Prep	outputs/sales-harness/{date}/phase4-call-prep.md	skip-prep
5	Outreach	outputs/sales-harness/{date}/phase5-outreach-drafts.md	skip-outreach
6	Competitive Intel	outputs/sales-harness/{date}/phase6-competitive-intel.md	skip-compete
7	Assets	outputs/sales-harness/{date}/phase7-sales-assets/	skip-assets
8	Deal Tracking	outputs/sales-harness/{date}/phase8-deal-status.md	skip-deals

Workspace Convention

• Intermediate files: _workspace/sales-harness/
• Final deliverables: outputs/sales-harness/{date}/
• Lead database cache: _workspace/sales-harness/lead-cache.json

Constraints

• Lead contact data (emails, phones) must be handled per data governance policies
• Outreach drafts require user approval before sending
• Expert Pool selection should prefer the data source with the richest data for the target
• Sequence loading (kwp-apollo-sequence-load) requires Apollo API connectivity
• Deal stage transitions in deal-stage-guardian require checklist completion before advancing