meddic-call-prep-auto

• "call prep [company]"
• "prep me for [company]"
• "demo prep [company]"
• "discovery prep [company]"
• "meddic brief [company]"
• "prep my next call"
• "get me ready for my [time] meeting" </quick_start>

• Complete MEDDIC brief generated in under 60 seconds
• All 6 MEDDIC dimensions populated (even if some are "UNKNOWN — ask this")
• Prior conversation context included from CRM activity history
• Competitive displacement angle identified if relevant
• Attendee roles mapped to MEDDIC roles (champion, economic buyer, etc.)
• 3 personalized discovery questions generated from enrichment data
• Brief fits on one screen (scannable in 30 seconds before call) </success_criteria>

Pipeline

TRIGGER              CONTEXT GATHER              SYNTHESIZE              OUTPUT
───────────────────────────────────────────────────────────────────────────────
"call prep X"  →  Calendar: meeting details  →  Map attendees to   →  MEDDIC Brief
               →  HubSpot: deal + contact    →  MEDDIC roles       →  Talking Points
               →  Apollo: enrichment         →  Identify gaps       →  Questions
               →  CRM: activity history    →  Competitive angle   →  Objection Prep
               →  Epiphan CRM: device check  →  Pain hypothesis     →  Next Steps

Stage 1: Context Gathering

1a. Calendar Context

gcal_list_events

gcal_get_event

1b. HubSpot Context

hubspot_search_companies

hubspot_search_contacts

hubspot_search_deals

1c. Apollo Enrichment

apollo_organizations_enrich

apollo_people_match

apollo_organizations_job_postings

1d. Prior Conversation Context

ask_agent

hubspot_get_deal

ask_agent

1e. Epiphan CRM Check

crm_search_customers

analytics_search_by_email

• lifecyclestage = 'customer'

  → Route to AE/account manager, not Tim's call

• device_count >= 1

  → Existing customer, route to account manager

• is_channel = true

  → Channel partner, route to channel manager

• hubspot_owner_id

  IN ('82625923', '423155215', '190030668') → AE-owned deal (Lex Evans, Ron Epstein, Phillip Sandler), not Tim's to prep

Stage 2: MEDDIC Synthesis

M — Metrics

• Known: Any quantifiable goals mentioned in prior calls or deal notes
• Hypothesis: Based on vertical benchmarks (e.g., "Universities your size typically manage 50-200 rooms")
• Ask if unknown: "How are you measuring success for this project?"

E — Economic Buyer

• Known: Map attendees by seniority → VP/Director/Dean = likely EB
• ATL/BTL Validation (MANDATORY — see CLAUDE.md § ATL/BTL Classification v1.0):
  • Confirmed EB (ATL tier): Title matches Chief (CIO, CTO, CFO, COO), VP (AVP, SVP, EVP), President, Provost, Vice Provost, Superintendent, Director (of IT, Technology, Facilities, Academic Technology, Procurement, Materials Mgmt, Medical Education, Court Administration), Dean, Court Administrator, Clerk of Court (Federal), City Manager, County Manager, Senior Pastor, Executive Pastor → Mark EB as ✅ IDENTIFIED
  • Gray Zone — confirm budget authority: Manager (AV/Facilities/IT) — only ATL if reports to Director+ AND has delegated budget >$25K. Ask: "Does [name] control the budget for this purchase, or do they need approval from someone above them?"
  • NOT an EB (BTL tier): Technician, Specialist, Coordinator, Support, Administrator (Systems/Network/Database), Engineer (AV/Network/Systems), Operator, Instructor/Professor/Faculty, Designer (Learning/Instructional/Graphic), Assistant, Clerk (non-Court Admin), Volunteer, Intern, Student, Resident, Help Desk → Mark EB as ⚠️ NOT IDENTIFIED — need to find the person who signs the PO
  • NEVER an EB: Warehouse Manager, Network Manager, Systems Administrator, AV Technician, Graphic Design Instructor, Program Administrator, Web Designer, Classroom Support, Lab Coordinator, Maintenance, Building Engineer, Multimedia Services Manager, Video Production Specialist, Streaming Crew → These roles CANNOT approve budget. Do not list them as potential EBs.
• Unknown attendees: Flag for discovery ("Who controls the budget for this?")
• Signal: If only BTL/technical staff on call, EB isn't engaged yet — flag as ⚠️ and add discovery question: "Who would sign off on this purchase?"

D — Decision Criteria

• Known: From prior call notes, form submissions, or deal properties
• Hypothesis: Based on vertical (Higher Ed cares about CMS integration + room scale; Courts care about compliance + reliability)
• Standard criteria: Price, features, CMS integration, support, ease of use

D — Decision Process

• Known: Timeline from deal properties, procurement notes
• Ask if unknown: "What's your evaluation timeline? Who else needs to weigh in?"
• Red flag: No clear process = deal likely stalls

I — Identify Pain

• Known: Pain expressed in prior calls, form submission context
• Hypothesis: Based on trigger signal (hiring = scaling pain; Extron exit = replacement pain)
• Ask if unknown: "What's broken about your current setup?"

C — Champion

• Known: Who initiated contact? Who's been most engaged?
• Test: "If this made sense, would you advocate for it internally?"
• Red flag: No champion identified after 2nd call

Stage 3: Output Format

╔══════════════════════════════════════════════════════════════╗
║  CALL PREP: [Company Name]                                   ║
║  [Date] [Time] | [Meeting Type: Discovery/Demo/Follow-up]    ║
╠══════════════════════════════════════════════════════════════╣

ATTENDEES & ROLES:
┌─────────────────────────────────────────────────────────────┐
│ [Name] — [Title] → MEDDIC Role: [EB/Champion/User/Coach]   │
│   LinkedIn: [url] | Email: [email]                          │
│   Context: [personalization note from enrichment]           │
├─────────────────────────────────────────────────────────────┤
│ [Name 2] — [Title] → MEDDIC Role: [...]                    │
└─────────────────────────────────────────────────────────────┘

DEAL STATUS:
- Stage: [stage] | Amount: [$XX,XXX] | Close: [date]
- Days in stage: [X] | Last activity: [date]

MEDDIC SCORECARD:
┌───────────────────────┬──────────┬──────────────────────────┐
│ Dimension             │ Status   │ Key Intel / Gap          │
├───────────────────────┼──────────┼──────────────────────────┤
│ M — Metrics           │ ✅/⚠️/❌ │ [what we know or need]  │
│ E — Economic Buyer    │ ✅/⚠️/❌ │ [identified or not]     │
│ D — Decision Criteria │ ✅/⚠️/❌ │ [known criteria]        │
│ D — Decision Process  │ ✅/⚠️/❌ │ [timeline/blockers]     │
│ I — Identify Pain     │ ✅/⚠️/❌ │ [stated pain or hypo]   │
│ C — Champion          │ ✅/⚠️/❌ │ [who + engagement]      │
└───────────────────────┴──────────┴──────────────────────────┘

PRIOR CONVERSATION CONTEXT:
[CRM activity summary or "No prior activity found"]
- Key commitments: [...]
- Objections raised: [...]
- Follow-ups promised: [...]

COMPETITIVE INTEL:
- Current solution: [if known]
- Displacement angle: [Extron exit / Matrox exit / manual process]
- Competitor mentions: [from prior calls]

DISCOVERY QUESTIONS (ask these):
1. [Personalized question based on trigger/enrichment]
2. [MEDDIC gap-filling question]
3. [Competitive displacement question]

OBJECTION PREP:
| Likely Objection | Response |
|------------------|----------|
| "We're happy with current setup" | [response] |
| "Budget is tight" | [response] |
| "Need to evaluate others" | [response] |

CALL AGENDA (suggested):
1. [2 min] Rapport + confirm agenda
2. [5 min] Discovery: pain + metrics
3. [10 min] Demo / value prop aligned to pain
4. [3 min] Decision process + next steps

╚══════════════════════════════════════════════════════════════╝

Demo Flow (RECAP → AGENDA → SHOW VALUE → SUMMARIZE → NEXT STEPS)

1. RECAP (2 min): "Last time we discussed [prior activity summary]. You mentioned [pain]. Did I capture that right?"
2. AGENDA (1 min): "Today I'll show you [feature aligned to pain], then we'll discuss [decision criteria]."
3. SHOW VALUE (10 min): Demo path aligned to their vertical:
   • Higher Ed: Multi-room capture → CMS auto-publish → room scheduling
   • Courts: Automated recording → compliance archival → failover
   • Corporate: Meeting room capture → NDI/SRT streaming → cloud management
4. SUMMARIZE (2 min): "You mentioned [metrics] — here's how Pearl delivers [quantified value]."
5. NEXT STEPS (2 min): "What would a pilot look like? Who else should see this?" </demo_prep_addon>

Sibling Skills Referenced

• sales-revenue-skill

  — MEDDIC framework, objection handling (LAER), demo flow

• prospect-research-to-cadence-skill

  — Shares enrichment logic, Golden Rules filter

• hubspot-revops-skill

  — HubSpot query patterns, deal stage definitions </dependencies>