commit 6932b3b35b9844ca20981834d91bb98a1f50b6af Author: Zhongwei Li Date: Sat Nov 29 18:31:36 2025 +0800 Initial commit diff --git a/.claude-plugin/plugin.json b/.claude-plugin/plugin.json new file mode 100644 index 0000000..a63221e --- /dev/null +++ b/.claude-plugin/plugin.json @@ -0,0 +1,26 @@ +{ + "name": "sales-calls", + "description": "Sales call prep, live guidance, and post-call analysis workflows", + "version": "1.0.0", + "author": { + "name": "GTM Agents", + "email": "opensource@intentgpt.ai" + }, + "skills": [ + "./skills/call-brief-framework/SKILL.md", + "./skills/persona-intel/SKILL.md", + "./skills/call-analysis-framework/SKILL.md", + "./skills/call-review-kit/SKILL.md", + "./skills/meddic-checklist/SKILL.md" + ], + "agents": [ + "./agents/call-strategist.md", + "./agents/conversation-engineer.md", + "./agents/deal-analyst.md" + ], + "commands": [ + "./commands/prepare-call.md", + "./commands/analyze-call.md", + "./commands/run-call-review.md" + ] +} \ No newline at end of file diff --git a/README.md b/README.md new file mode 100644 index 0000000..054b9c3 --- /dev/null +++ b/README.md @@ -0,0 +1,3 @@ +# sales-calls + +Sales call prep, live guidance, and post-call analysis workflows diff --git a/agents/call-strategist.md b/agents/call-strategist.md new file mode 100644 index 0000000..94f4ff3 --- /dev/null +++ b/agents/call-strategist.md @@ -0,0 +1,27 @@ +--- +name: call-strategist +description: Designs meeting strategies with objectives, discovery flows, and multithreading plans. +model: sonnet +--- + +# Call Strategist Agent + +## Responsibilities +- Translate opportunity context into call objectives, agendas, and key messages. +- Build stakeholder maps and question plans tailored to persona, stage, and industry. +- Coordinate with product marketing and value engineering for proof assets. +- Debrief calls to capture insights, risks, and follow-up actions. + +## Workflow +1. **Context Intake** – pull CRM/opportunity data, personas, prior interactions, and enablement notes. +2. **Strategy Design** – define objective, desired outcomes, storyline, and differentiation. +3. **Agenda & Questions** – craft timed agenda, discovery prompts, proof points, and objection prep. +4. **Internal Alignment** – brief team members, assign roles, and share resources. +5. **Debrief Enablement** – capture notes, next steps, and update inspection trackers. + +## Outputs +- Call brief including objectives, agenda, roles, and key questions. +- Stakeholder mapping + messaging blocks. +- Debrief summary with risks, actions, and assets required. + +--- diff --git a/agents/conversation-engineer.md b/agents/conversation-engineer.md new file mode 100644 index 0000000..6714a73 --- /dev/null +++ b/agents/conversation-engineer.md @@ -0,0 +1,27 @@ +--- +name: conversation-engineer +description: Optimizes call talk-tracks, live prompts, and in-call guidance for sellers. +model: haiku +--- + +# Conversation Engineer Agent + +## Responsibilities +- Convert messaging frameworks into concise talk tracks and live prompts. +- Monitor call analytics (talk ratios, filler words, question balance) to drive improvements. +- Configure in-product guidance (battlecards, objection scripts, signals) for call assistants. +- Collaborate with enablement to keep scripts updated with latest proof points. + +## Workflow +1. **Signal Review** – analyze call metrics, transcript tags, and win/loss notes. +2. **Script Optimization** – refine intros, discovery flows, objection handles, and transitions. +3. **Prompt Packaging** – build cards/prompts ready for live-call assistants or CRM widgets. +4. **Testing** – pilot scripts with reps/managers, gather feedback, iterate quickly. +5. **Measurement** – track usage, adoption, and impact on conversion metrics. + +## Outputs +- Updated talk-track library with tagging and version history. +- Live prompt packs for enablement or AI call assistants. +- Performance reports showing metric improvements by script. + +--- diff --git a/agents/deal-analyst.md b/agents/deal-analyst.md new file mode 100644 index 0000000..5006170 --- /dev/null +++ b/agents/deal-analyst.md @@ -0,0 +1,27 @@ +--- +name: deal-analyst +description: Reviews call notes, recordings, and CRM data to surface next-step recommendations. +model: haiku +--- + +# Deal Analyst Agent + +## Responsibilities +- Analyze call recordings + opportunity data to flag risks/opportunities. +- Track MEDDIC/BANT coverage, stakeholder gaps, and competitive signals. +- Recommend follow-up actions, assets, and inspection questions for managers. +- Maintain inspection dashboards per stage/play. + +## Workflow +1. **Data Aggregation** – pull transcript tags, notes, stage, stakeholders, and deal metadata. +2. **Pattern Matching** – compare against win/loss signals, MEDDIC coverage, and playbooks. +3. **Insight Generation** – highlight missing stakeholders, weak metrics, or risk triggers. +4. **Action Planning** – recommend tasks, assets, or escalations; sync with CRM tasks. +5. **Reporting** – update inspection dashboards and send summaries to managers. + +## Outputs +- Deal insight brief with risks, opportunities, and next steps. +- MEDDIC coverage map + stakeholder chart. +- Manager-ready inspection notes with follow-up questions. + +--- diff --git a/commands/analyze-call.md b/commands/analyze-call.md new file mode 100644 index 0000000..9f58d7d --- /dev/null +++ b/commands/analyze-call.md @@ -0,0 +1,35 @@ +--- +name: analyze-call +description: Breaks down a call recording/transcript into metrics, highlights, risks, and recommended actions. +usage: /sales-calls:analyze-call --recording "s3://calls/demo-456" --focus "exec alignment" --compare "top-performer" +--- + +# Command: analyze-call + +## Inputs +- **recording** – required link or ID for the call. +- **focus** – optional emphasis (exec alignment, technical depth, negotiation, storytelling). +- **compare** – optional benchmark (top-performer, previous call, certification rubric). +- **clips** – true/false to generate highlight reels. +- **include-meddic** – true/false toggle to evaluate MEDDIC/BANT coverage. + +## Workflow +1. **Transcript Processing** – generate/ingest transcript, tag key moments, and pull call metrics (talk ratio, sentiment, filler words). +2. **Section Scoring** – evaluate intro, discovery, value, objection handling, next steps using rubric. +3. **Signal Detection** – identify risks (missing stakeholders, weak impact) and opportunities (champion quotes, expansion indicators). +4. **Action Recommendations** – map insights to plays, coaching drills, or manager escalations. +5. **Packaging** – produce summary, clip list (if requested), and CRM task suggestions. + +## Outputs +- Call analysis brief with scores, notable quotes, and next steps. +- Optional highlight reel references. +- MEDDIC/BANT coverage grid when enabled. + +## Agent/Skill Invocations +- `deal-analyst` – interprets signals + coverage. +- `conversation-engineer` – critiques talk tracks and delivery. +- `call-strategist` – recommends storyline adjustments. +- `call-analysis-framework` skill – scoring rubric + output structure. +- `meddic-checklist` skill – ensures qualification completeness. + +--- diff --git a/commands/prepare-call.md b/commands/prepare-call.md new file mode 100644 index 0000000..b8acc5b --- /dev/null +++ b/commands/prepare-call.md @@ -0,0 +1,35 @@ +--- +name: prepare-call +description: Generates a call brief with objectives, agenda, stakeholders, talk tracks, and assets. +usage: /sales-calls:prepare-call --deal "ACME RFP" --stage discovery --personas "CTO,Security" --duration 45m +--- + +# Command: prepare-call + +## Inputs +- **deal** – opportunity/account identifier. +- **stage** – lifecycle stage (prospect, discovery, eval, negotiation, exec). +- **personas** – comma-separated personas expected on the call. +- **duration** – meeting length to inform agenda blocks. +- **focus** – optional emphasis (business case, technical validation, pricing, success story). + +## Workflow +1. **Context Pull** – fetch CRM data, previous notes, competitive intel, and product usage. +2. **Objective & Storyline** – define desired outcomes, key value messages, and proof. +3. **Agenda & Roles** – craft timed agenda with presenter/owner per section. +4. **Question & Objection Prep** – list persona-specific questions, talk tracks, and objection responses. +5. **Asset Kit** – recommend decks, demos, references, and follow-up collateral. + +## Outputs +- Call brief (objective, agenda, participants, key messages). +- Persona-specific discovery/questions + objection handling. +- Asset checklist with links and owners. + +## Agent/Skill Invocations +- `call-strategist` – builds agenda + storyline. +- `conversation-engineer` – supplies talk tracks + objections. +- `deal-analyst` – injects risk signals and inspection notes. +- `call-brief-framework` skill – structures the doc. +- `persona-intel` skill – adds persona-specific insights. + +--- diff --git a/commands/run-call-review.md b/commands/run-call-review.md new file mode 100644 index 0000000..47ebdf1 --- /dev/null +++ b/commands/run-call-review.md @@ -0,0 +1,35 @@ +--- +name: run-call-review +description: Facilitates manager-led call reviews with scorecards, clips, and follow-up assignments. +usage: /sales-calls:run-call-review --team "Enterprise AEs" --window week --focus negotiation --participants 5 +--- + +# Command: run-call-review + +## Inputs +- **team** – group or cohort to review (team, pod, region). +- **window** – time horizon for call selection (week, 2w, month). +- **focus** – competencies to evaluate (discovery, negotiation, exec, technical, storytelling). +- **participants** – number of calls/reps to highlight. +- **format** – live | async to choose facilitation style. + +## Workflow +1. **Call Selection** – pull recent calls matching focus, stage, and signal thresholds. +2. **Scorecard Prep** – auto-fill rubric sections, metrics, and suggested clips. +3. **Session Agenda** – design flow (clip playback, discussion prompts, voting/polls). +4. **Action Logging** – capture feedback, commitments, and assignments per rep. +5. **Follow-up Package** – send recap with recordings, notes, and drills. + +## Outputs +- Call review deck/agenda with clip timestamps. +- Scorecard PDFs/links for each participant. +- Recap + assignment tracker for managers and reps. + +## Agent/Skill Invocations +- `conversation-engineer` – curates clips + prompts. +- `deal-analyst` – surfaces insights + metrics. +- `call-strategist` – aligns learnings to upcoming calls. +- `call-review-kit` skill – provides agenda + worksheet templates. +- `reinforcement-drills` skill – attaches follow-up assignments. + +--- diff --git a/plugin.lock.json b/plugin.lock.json new file mode 100644 index 0000000..3b5a91e --- /dev/null +++ b/plugin.lock.json @@ -0,0 +1,85 @@ +{ + "$schema": "internal://schemas/plugin.lock.v1.json", + "pluginId": "gh:gtmagents/gtm-agents:plugins/sales-calls", + 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Reviewing discovery/diligence calls for coaching or inspection. +- Automating scorecards for enablement or QA teams. +- Prepping executive summaries of key customer conversations. + +## Framework +1. **Section Definition** – intro, discovery, value, objection handling, next steps (customizable). +2. **Scoring Rubric** – 1-5 scale with observable behaviors for each section. +3. **Signal Tags** – categorize quotes (pain, metrics, stakeholders, commitments, risks). +4. **Insight Summaries** – auto-generate “what went well” vs “improve” lists with evidence. +5. **Action Routing** – push tasks to CRM, assign coaching drills, or escalate to leadership. + +## Templates +- Call analysis worksheet (scores, notes, quotes, actions). +- Highlight reel brief with timestamp, quote, takeaway. +- Manager inspection summary ready for pipeline reviews. + +## Tips +- Keep rubric consistent across teams to enable benchmarking. +- Capture 2-3 verbatim quotes per section for credibility. +- Pair with `meddic-checklist` when evaluating qualification coverage. + +--- diff --git a/skills/call-brief-framework/SKILL.md b/skills/call-brief-framework/SKILL.md new file mode 100644 index 0000000..ecaefe9 --- /dev/null +++ b/skills/call-brief-framework/SKILL.md @@ -0,0 +1,31 @@ +--- +name: call-brief-framework +description: Use to structure concise call briefs with objectives, agendas, and role + assignments. +--- + +# Call Brief Framework Skill + +## When to Use +- Preparing customer meetings that need clear objectives and roles. +- Enabling managers to inspect upcoming calls before they happen. +- Sharing quick reference docs with supporting teams (SEs, exec sponsors). + +## Framework +1. **Objective & Outcome** – state desired business outcome and success signals. +2. **Stakeholders & Roles** – list attendees, personas, and internal owners. +3. **Agenda** – map timeline with talk tracks, demos, and checkpoints. +4. **Key Messages & Proof** – highlight value pillars, metrics, and references. +5. **Risks & Follow-ups** – flag sensitivities, blockers, and immediate next steps. + +## Templates +- One-page call brief (objective, agenda, roles, messaging, assets). +- Manager inspection checklist. +- Follow-up log for commitments captured during the meeting. + +## Tips +- Keep the brief within a single page to encourage adoption. +- Include a “call scorecard” section so managers can annotate feedback post-call. +- Pair with `persona-intel` for tailored questions and talk tracks. + +--- diff --git a/skills/call-review-kit/SKILL.md b/skills/call-review-kit/SKILL.md new file mode 100644 index 0000000..a76d7a0 --- /dev/null +++ b/skills/call-review-kit/SKILL.md @@ -0,0 +1,31 @@ +--- +name: call-review-kit +description: Use to facilitate structured call review sessions with agendas, scorecards, + and follow-ups. +--- + +# Call Review Kit Skill + +## When to Use +- Weekly manager call reviews or peer coaching circles. +- Prepping enablement-led film sessions with highlight clips. +- Running virtual/asynchronous call breakdowns with shared notes. + +## Framework +1. **Call Selection Criteria** – define stage, persona, outcome, and signal thresholds. +2. **Agenda Blueprint** – intro, clip playback, group discussion, scoring, commitments. +3. **Scorecard Template** – sections for core competencies, comments, and ratings. +4. **Engagement Mechanics** – polls, chat prompts, breakout instructions, facilitator notes. +5. **Action Tracker** – capture commitments, due dates, and success metrics. + +## Templates +- Call review agenda + facilitation notes. +- Scorecard worksheet (per rep + group summary). +- Follow-up email template with recap + assignments. + +## Tips +- Rotate presenters and keep clips <3 minutes to maintain engagement. +- Invite cross-functional observers (SE, PMM) for broader perspective. +- Pair with `reinforcement-drills` for post-session assignments. + +--- diff --git a/skills/meddic-checklist/SKILL.md b/skills/meddic-checklist/SKILL.md new file mode 100644 index 0000000..37f9ff7 --- /dev/null +++ b/skills/meddic-checklist/SKILL.md @@ -0,0 +1,32 @@ +--- +name: meddic-checklist +description: Use to inspect qualification coverage across Metrics, Economic buyer, + Decision criteria, Decision process, Implications, Champion. +--- + +# MEDDIC Checklist Skill + +## When to Use +- Preparing for discovery or validation calls to ensure all MEDDIC elements are captured. +- Reviewing calls for deal inspection or forecast commits. +- Coaching reps on multi-threading and qualification rigor. + +## Framework +1. **Metrics** – quantify current/target KPIs and business outcomes. +2. **Economic Buyer** – identify budget owner, influence level, and access plan. +3. **Decision Criteria** – capture technical, commercial, security requirements. +4. **Decision Process** – map steps, stakeholders, procurement/legal milestones. +5. **Implications** – articulate business pain, urgency, and impact of inaction. +6. **Champion** – assess strength, influence, and next actions to reinforce support. + +## Templates +- Call note table with MEDDIC columns + status (captured/missing/risk). +- Deal inspection dashboard snippet showing coverage per opportunity. +- Coaching worksheet for reps/managers. + +## Tips +- Update after every major call; keep color coding consistent (green/yellow/red). +- Tie each MEDDIC gap to a specific next step. +- Pair with `call-analysis-framework` outputs to ensure evidence is captured. + +--- diff --git a/skills/persona-intel/SKILL.md b/skills/persona-intel/SKILL.md new file mode 100644 index 0000000..75f32a2 --- /dev/null +++ b/skills/persona-intel/SKILL.md @@ -0,0 +1,31 @@ +--- +name: persona-intel +description: Use to summarize persona goals, pains, proof points, and questions for + call prep. +--- + +# Persona Intelligence Cards Skill + +## When to Use +- Preparing discovery/interview style calls with multiple personas. +- Equipping teams with quick reference for executive, technical, or procurement stakeholders. +- Updating messaging blocks ahead of launches or new industries. + +## Framework +1. **Persona Snapshot** – role, priorities, KPIs, success metrics. +2. **Pain/Gain Map** – common challenges, desired outcomes, current initiatives. +3. **Questions & Triggers** – discovery prompts, red flags, buying signals. +4. **Proof & Stories** – tailored case studies, metrics, references. +5. **Objection Handling** – typical concerns and recommended responses. + +## Templates +- Persona one-pager (snapshot, pains, questions, proof, objections). +- Discovery cheat sheet for multi-threaded calls. +- Exec briefing note (headline, outcome, ask). + +## Tips +- Keep snapshots updated quarterly with new customer evidence. +- Highlight deal-specific context (competitor, product, region) for better adoption. +- Pair with `call-brief-framework` to slot persona notes directly into call briefs. + +---