meddic-call-prep-auto

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<objective> Eliminate 15-20 minutes of manual demo prep per call. Auto-generates a MEDDIC-structured briefing by pulling context from HubSpot (deal stage, properties, notes), Apollo (contact enrichment, org data), CRM activity history (via ask_agent), and Google Calendar (meeting details + attendees). Outputs a single actionable brief with talking points, objection prep, and competitive intel. </objective>

<quick_start> Before a call: "call prep Baylor University" → pulls all context → generates MEDDIC brief

Before a demo: "demo prep for University of Michigan, meeting at 2pm" → adds demo-specific flow

From calendar: "prep my next call" → reads next calendar event → auto-identifies company → runs full prep

Trigger phrases:

"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>

<success_criteria>

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>

<objective> 消除每次通话前15-20分钟的手动演示准备工作。通过整合HubSpot（商机阶段、属性、备注）、Apollo（联系人补充信息、企业数据）、CRM活动历史（通过ask_agent）以及Google Calendar（会议详情+参会人）的信息，自动生成符合MEDDIC框架的简报。输出一份包含沟通要点、异议应对准备和竞品情报的可执行简报。 </objective>

<quick_start> 通话前： "call prep Baylor University" → 整合所有相关信息 → 生成MEDDIC简报

演示前： "demo prep for University of Michigan, meeting at 2pm" → 添加演示专属流程

从日历获取信息： "prep my next call" → 读取下一个日历事件 → 自动识别公司 → 执行完整准备流程

触发短语：

"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>

<success_criteria>

在60秒内生成完整的MEDDIC简报
填充MEDDIC的全部6个维度（即使部分内容为"未知——需询问"）
包含CRM活动历史中的过往沟通信息
识别相关的竞品替代角度
将参会人角色对应到MEDDIC角色（倡导者、经济买家等）
根据补充数据生成3个个性化的发现环节问题
简报适配单屏显示（通话前30秒即可快速浏览） </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

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

Stage 1: 信息收集

Run these MCP calls in parallel:

并行执行以下MCP调用：

1a. Calendar Context

1a. 日历信息

Tool	Purpose
`gcal_list_events`	Find the meeting (by company name or next upcoming)
`gcal_get_event`	Get attendees, description, meeting link

Extract: attendee names + emails, meeting time, any agenda in description.

工具	用途
`gcal_list_events`	查找会议（通过公司名称或即将到来的下一场会议）
`gcal_get_event`	获取参会人、会议描述、会议链接

提取内容：参会人姓名+邮箱、会议时间、描述中的所有议程。

1b. HubSpot Context

1b. HubSpot信息

Tool	Purpose
`hubspot_search_companies`	Company record — lifecycle, owner, properties
`hubspot_search_contacts`	Contact records for each attendee
`hubspot_search_deals`	Active deals — stage, amount, close date, notes

Extract: deal stage, deal amount, lifecycle stage, prior notes, form submissions, page views.

工具	用途
`hubspot_search_companies`	公司记录——生命周期、负责人、属性
`hubspot_search_contacts`	每位参会人的联系人记录
`hubspot_search_deals`	活跃商机——阶段、金额、截止日期、备注

提取内容：商机阶段、商机金额、生命周期阶段、过往备注、表单提交记录、页面浏览记录。

1c. Apollo Enrichment

1c. Apollo数据补充

Tool	Purpose
`apollo_organizations_enrich`	Company firmographics, tech stack, employee count
`apollo_people_match`	Each attendee — title, seniority, department
`apollo_organizations_job_postings`	Active AV/IT hiring = buying signal

工具	用途
`apollo_organizations_enrich`	公司人口统计数据、技术栈、员工数量
`apollo_people_match`	每位参会人——职位、职级、部门
`apollo_organizations_job_postings`	活跃的音视频/IT招聘信息=采购信号

1d. Prior Conversation Context

1d. 过往沟通信息

Tool	Purpose
`ask_agent`	Query activity history, deal notes, and engagement timeline from CRM data warehouse
`hubspot_get_deal`	Pull deal notes and activity log for associated deals

Query

ask_agent

with: "Show recent activity, notes, and engagement history for [company name] in the last 90 days"

Extract: what was discussed, commitments made, objections raised, next steps promised.

工具	用途
`ask_agent`	从CRM数据仓库查询活动历史、商机备注和互动时间线
`hubspot_get_deal`	提取关联商机的备注和活动日志

向

ask_agent

发起查询："显示[公司名称]过去90天内的近期活动、备注和互动历史"

提取内容：已讨论的内容、做出的承诺、提出的异议、约定的后续步骤。

1e. Epiphan CRM Check

1e. Epiphan CRM检查

Tool	Purpose
`crm_search_customers`	Existing customer match — devices, orders, channel relationship
`analytics_search_by_email`	Device registration lookup by contact email

Golden Rules check: If ANY of these are true, STOP and skip this prep:

```
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

Exception: If Tim explicitly says 'prep me for [company]' and the company is flagged, generate the brief but add a ⚠️ WARNING banner at the top: 'This is an EXISTING customer/channel partner/AE deal. Coordinate with the owner before reaching out.'

工具	用途
`crm_search_customers`	匹配现有客户——设备、订单、渠道合作关系
`analytics_search_by_email`	通过联系人邮箱查询设备注册信息

黄金规则检查： 如果满足以下任一条件，停止并跳过本次准备：

```
lifecyclestage = 'customer'
```
→ 转交给客户成功经理/客户经理，不属于Tim的沟通范畴
```
device_count >= 1
```
→ 现有客户，转交给客户经理
```
is_channel = true
```
→ 渠道合作伙伴，转交给渠道经理
```
hubspot_owner_id
```
IN ('82625923', '423155215', '190030668') → 由客户经理负责的商机（Lex Evans、Ron Epstein、Phillip Sandler），无需Tim准备

例外情况： 如果Tim明确要求'prep me for [company]'且该公司被标记，仍需生成简报，但在顶部添加⚠️警告横幅：'这是现有客户/渠道合作伙伴/客户经理负责的商机。联系前请与负责人协调。'

Stage 2: MEDDIC Synthesis

Stage 2: MEDDIC整合

Map gathered context into MEDDIC framework:

将收集到的信息映射到MEDDIC框架：

M — Metrics

M — Metrics（指标）

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?"

已知信息： 过往通话或商机备注中提到的任何可量化目标
假设： 基于行业基准（例如："与您规模相当的大学通常管理50-200个房间"）
未知时需询问： "您如何衡量这个项目的成功？"

E — Economic Buyer

E — Economic Buyer（经济买家）

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?"

已知信息： 根据参会人职级匹配→副总裁/总监/院长=潜在经济买家
ATL/BTL验证（必填——参见CLAUDE.md § ATL/BTL分类v1.0）：
- 已确认的经济买家（ATL层级）： 职位匹配首席级（CIO、CTO、CFO、COO）、副总裁级（AVP、SVP、EVP）、总裁、教务长、副教务长、督学、总监（IT、技术、设施、学术技术、采购、物料管理、医学教育、法院行政）、院长、法院行政官、联邦法院书记员、城市经理、县经理、资深牧师、执行牧师→标记经济买家为✅已识别
- 灰色区域——需确认预算权限： 经理级（音视频/设施/IT）→仅当直属上级为总监及以上且拥有超过25000美元的授权预算时，才属于ATL层级。需询问："[姓名]是否掌控该采购的预算，还是需要上级批准？"
- 非经济买家（BTL层级）： 技术员、专员、协调员、支持人员、管理员（系统/网络/数据库）、工程师（音视频/网络/系统）、操作员、讲师/教授/教职人员、设计师（学习/教学/图形）、助理、书记员（非法院行政）、志愿者、实习生、学生、住院医师、服务台人员→标记经济买家为⚠️未识别——需找到签署采购订单的人员
- 绝不可能是经济买家： 仓库经理、网络经理、系统管理员、音视频技术员、图形设计讲师、项目管理员、网页设计师、教室支持人员、实验室协调员、维护人员、建筑工程师、多媒体服务经理、视频制作专员、直播团队→这些角色无法批准预算。请勿将其列为潜在经济买家。
未知参会人： 标记为需在发现环节确认（"谁掌控该采购的预算？"）
信号： 如果通话仅涉及BTL/技术人员，说明经济买家尚未参与——标记为⚠️并添加发现环节问题："谁会签署该采购的订单？"

D — Decision Criteria

D — Decision Criteria（决策标准）

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

已知信息： 来自过往通话备注、表单提交或商机属性
假设： 基于行业（高等教育关注CMS集成+房间规模；法院关注合规+可靠性）
标准标准： 价格、功能、CMS集成、支持服务、易用性

D — Decision Process

D — Decision Process（决策流程）

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

已知信息： 商机属性中的时间线、采购备注
未知时需询问： "您的评估时间线是什么？还有哪些人需要参与决策？"
红色预警： 无明确流程=商机可能停滞

I — Identify Pain

I — Identify Pain（识别痛点）

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?"

已知信息： 过往通话或表单提交中表达的痛点
假设： 基于触发信号（招聘=扩张痛点；更换Extron=替代痛点）
未知时需询问： "您当前的设置存在哪些问题？"

C — Champion

C — Champion（倡导者）

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

已知信息： 谁发起的联系？谁参与度最高？
验证： "如果这个方案符合需求，您会在内部推广它吗？"
红色预警： 第二次通话后仍未识别出倡导者

Stage 3: Output Format

Stage 3: 输出格式

╔══════════════════════════════════════════════════════════════╗
║  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

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

</workflow>

<demo_prep_addon> When trigger is "demo prep" instead of "call prep", append:

╔══════════════════════════════════════════════════════════════╗
║  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

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

</workflow>

<demo_prep_addon> 当触发短语为"demo prep"而非"call prep"时，追加以下内容：

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

演示流程（回顾→议程→展示价值→总结→后续步骤）

RECAP (2 min): "Last time we discussed [prior activity summary]. You mentioned [pain]. Did I capture that right?"
AGENDA (1 min): "Today I'll show you [feature aligned to pain], then we'll discuss [decision criteria]."
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
SUMMARIZE (2 min): "You mentioned [metrics] — here's how Pearl delivers [quantified value]."
NEXT STEPS (2 min): "What would a pilot look like? Who else should see this?" </demo_prep_addon>

回顾（2分钟）："上次我们讨论了[过往活动摘要]。您提到了[痛点]。我理解的对吗？"
议程（1分钟）："今天我将为您展示[与痛点匹配的功能]，然后我们讨论[决策标准]。"
展示价值（10分钟）：根据行业定制演示路径：
- 高等教育：多房间采集→CMS自动发布→房间调度
- 法院：自动录制→合规存档→故障转移
- 企业：会议室采集→NDI/SRT直播→云端管理
总结（2分钟）："您提到了[指标]——这就是Pearl如何为您带来[量化价值]的方式。"
后续步骤（2分钟）："试点项目会是什么样的？还有哪些人需要观看这个演示？" </demo_prep_addon>

Required MCP Tools

所需MCP工具

Google Calendar MCP: gcal_list_events, gcal_get_event
Epiphan CRM MCP: hubspot_search_companies, hubspot_search_contacts, hubspot_search_deals, hubspot_get_deal, crm_search_customers, analytics_search_by_email, ask_agent (activity history queries)
Apollo MCP: apollo_organizations_enrich, apollo_people_match, apollo_organizations_job_postings

Google Calendar MCP： gcal_list_events, gcal_get_event
Epiphan CRM MCP： hubspot_search_companies, hubspot_search_contacts, hubspot_search_deals, hubspot_get_deal, crm_search_customers, analytics_search_by_email, ask_agent（活动历史查询）
Apollo MCP： apollo_organizations_enrich, apollo_people_match, apollo_organizations_job_postings

Sibling Skills Referenced

参考的关联技能

```
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>

```
sales-revenue-skill
```
— MEDDIC框架、异议处理（LAER）、演示流程
```
prospect-research-to-cadence-skill
```
— 共享数据补充逻辑、黄金规则筛选
```
hubspot-revops-skill
```
— HubSpot查询模式、商机阶段定义

</dependencies>