Modifying Workflows

sales/
└── skills/
    └── call-prep/
        └── SKILL.md
            ├── [Skill description]
            ├── [Usage examples]
            ├── ## Execution Flow    ← Workflow steps here
            │   ├── ### Step 1
            │   ├── ### Step 2
            │   └── ### Step 3
            └── [Output format]

## Execution Flow

### Step 1: Gather Context

**If connectors available:**
1. Calendar → Find upcoming meeting matching company name
2. CRM → Query account (details, contacts, opportunities, activities)
3. Email → Search recent threads (last 30 days)
4. Chat → Search internal discussions (last 30 days)
5. Transcripts → Find prior calls

**If no connectors:**
1. Ask user: "What company are you meeting with?"
2. Ask user: "What type of meeting is this?"
3. Ask user: "Who's attending?"
4. Ask user: "Any context you want me to know?"

### Step 2: Research Supplement

**Always run (web search):**
1. "[Company] news" — last 30 days
2. "[Company] funding" — recent announcements
3. "[Company] leadership" — executive changes
4. Attendee LinkedIn profiles — background research

### Step 3: Synthesize & Generate

1. Combine all sources into unified context
2. Identify gaps in understanding → generate discovery questions
3. Anticipate objections based on stage and history
4. Create suggested agenda tailored to meeting type
5. Output formatted prep brief

## Execution Flow

### Step 1: Gather Context

**If connectors available:**
1. Calendar → Find upcoming meeting
2. HubSpot (CRM) → Query account
   - Required fields: Deal stage, deal size, competitors
   - Get last 3 activities (emails, calls, meetings)
   - Check if we have a champion identified
3. Gmail → Search last 14 days only (we move fast)
4. Slack → Search #sales-intel channel for company mentions
5. Fireflies → Get last call transcript if exists

**If no connectors:**
1. Ask user: "What company?"
2. Ask user: "What stage? (Discovery/Demo/Negotiation)"
3. Ask user: "Deal size estimate?"
4. Ask user: "Known competitors in the deal?"

### Step 1.5: Qualification Check (Acme-Specific)

**Before proceeding, verify BANT:**
- Budget: Is deal size $50K+ ARR?
- Authority: Is VP Product or Head of Data involved?
- Need: Are they using slow BI tools or spreadsheets?
- Timeline: Are they evaluating within 90 days?

**If missing any BANT element:**
- Flag it prominently in the prep brief
- Add discovery questions to fill the gap
- Consider if this call should be a qualification call

### Step 2: Research Supplement

**Always run (web search):**
1. "[Company] Series A OR Series B funding" — Trigger event?
2. "[Company] hiring product manager OR data analyst" — Growth signal?
3. "[Company] using Tableau OR Looker" — Competitor displacement?
4. Attendee LinkedIn profiles — Focus on product/data roles
5. "[Company] product launch OR release" — Understand their pace

**Skip if:**
- Call is in <2 hours (use cached research)
- This is a repeat meeting (use prior prep)

### Step 3: Synthesize & Generate

1. Combine all sources
2. Determine which sales stage this call is for:
   - **Discovery:** Focus on qualification and pain points
   - **Demo:** Focus on use cases and technical requirements
   - **Negotiation:** Focus on value justification and objections
3. Generate stage-appropriate discovery questions
4. Pull relevant proof points from our customer list:
   - Similar company size
   - Similar industry
   - Similar use case
5. Identify likely objections based on:
   - Deal stage
   - Competitors involved
   - Company's current tools
6. Create agenda following our standard format:
   - 5 min: Recap last conversation
   - 15 min: [Stage-specific content]
   - 5 min: Next steps with clear timeline
7. Output prep brief

### Step 4: Acme-Specific Quality Checks

**Before outputting, verify prep includes:**
- [ ] BANT status clearly stated
- [ ] Deal stage identified
- [ ] At least 1 similar customer proof point
- [ ] Competitor positioning if applicable
- [ ] Next step with specific date (not "follow up soon")
- [ ] Champion status (do we have one?)

**If any missing:**
- Add a "Gaps to Fill" section
- Suggest questions to fill those gaps

## Execution Flow

### Step 2: Web Search (Always)

Run these searches:
1. "[Company name]" → Homepage, about page
2. "[Company name] news" → Recent announcements
3. "[Company name] funding" → Investment history
4. "[Company name] careers" → Hiring signals
5. "[Person name] [Company] LinkedIn" → Profile info

## Execution Flow

### Step 2: Web Search (Always)

**Company qualification searches:**
1. "[Company] employees" → Size check (must be 100-1000)
2. "[Company] Series A OR Series B" → Funding stage (disqualify seed)
3. "[Company] product" → Understand what they build
4. "[Company] Snowflake OR BigQuery OR Databricks" → Tech stack fit

**Signal searches:**
5. "[Company] hiring data analyst OR product manager" → Growth signal
6. "[Company] news" last 90 days → Trigger events
7. "[Company] careers data OR analytics" → Relevant hiring

**People searches:**
8. "[Company] VP Product LinkedIn" → Decision maker
9. "[Company] Head of Data LinkedIn" → Technical buyer

**Disqualification checks:**
- If <100 employees: Note "Too small for our ICP"
- If using Excel only: Note "Not analytics-mature"
- If enterprise (1000+): Note "Needs enterprise sales motion"

**Extract and prioritize:**
- Trigger events (funding, new VP, product launch) → Top of output
- Tech stack compatibility → Clearly flag
- Hiring signals → Quantify (e.g., "15 open data roles")

### Step 3: Identify Hook

Priority order for hooks:
1. Trigger event (funding, hiring, news) → Most timely
2. Mutual connection → Social proof
3. Their content (post, article, talk) → Shows you did research
4. Company initiative → Relevant to their priorities
5. Role-based pain point → Least personal but still relevant

### Step 3: Identify Hook (Acme Priority Order)

**Priority order for hooks:**
1. **Using competitor tool** (Tableau/Looker mention) → Best displacement angle
   - Hook: "Saw you're using [Tool]. Curious how you handle real-time queries?"

2. **Hiring data/analytics roles** → Indicates scaling need
   - Hook: "Saw you're hiring [X] data analysts. As your team scales..."

3. **Recent funding** (Series A/B in last 6 months) → Growth mode
   - Hook: "Congrats on the Series [X]. As you scale the product team..."

4. **New VP Product/Data** (in role <6 months) → Building credibility
   - Hook: "Congrats on joining [Company]. Often see new leaders want..."

5. **Product launch announcement** → Moving fast
   - Hook: "Saw the [Feature] launch. How are you measuring adoption?"

6. **LinkedIn content** (posted about data/analytics) → Engaged on topic
   - Hook: "Saw your post about [Topic]. We've seen similar at..."

7. **Role-based pain point** → Fallback if no specific trigger
   - Hook: "Most product teams we talk to struggle with..."

**Never use:**
- ❌ "I hope this email finds you well"
- ❌ "Just wanted to reach out"
- ❌ "I noticed you work at [obvious fact]"
- ❌ Generic "congrats on your role" (needs specific context)

**Quality check:**
- Would the recipient know we researched them? (Should be yes)
- Is the hook in the first sentence? (Should be yes)
- Does it naturally transition to our value prop? (Should be yes)

### Step 1: Research Company
1. Search for company
2. Extract information

### Step 1: Research Company
1. Search for company
2. Extract information
3. **Check qualification criteria:**
   - [ ] Company size: 100-1000 employees
   - [ ] Industry: B2B SaaS or fintech
   - [ ] Tech stack: Cloud-based infrastructure
   - [ ] Funding: Series A or later
4. **If disqualified:** Flag clearly and suggest passing

### Step 3: Generate Discovery Questions
1. Identify gaps in understanding
2. Generate questions

### Step 3: Generate Discovery Questions (MEDDIC Framework)

**Required MEDDIC elements:**
- Metrics: "What metrics define success for this initiative?"
- Economic Buyer: "Who owns the budget for this?"
- Decision Criteria: "What factors will drive your final decision?"
- Decision Process: "What's your evaluation and approval process?"
- Identify Pain: "What happens if you don't solve this in the next quarter?"
- Champion: "Who internally will advocate for this solution?"

**Generate at least one question per MEDDIC element**

### Step 4: Generate Output
1. Combine research
2. Create document

### Step 4: Generate Output
1. Combine research
2. Create document
3. **Validate before delivering:**
   - [ ] Uses company name correctly
   - [ ] References specific proof point
   - [ ] Includes clear next step with date
   - [ ] Tone matches company style guide
   - [ ] No markdown formatting in email body
   - [ ] Subject line <50 characters
4. **If validation fails:** Revise before showing to user

### Step 1: Pull CRM Data
1. Query account from CRM
2. Get contact information

### Step 1: Pull HubSpot Data
1. Query account (company record)
2. Get required HubSpot fields:
   - Deal Stage (required)
   - Deal Amount (required)
   - Close Date (required)
   - Competitor (if populated)
   - Custom field: "Champion Identified" (Yes/No)
3. Get last 5 activities from timeline
4. Get all contacts with role = "Decision Maker" OR "Influencer"
5. **If deal stage = "Negotiation":** Also pull quote/proposal details

### Step 2: Research Supplement
1. Search news from last 30 days
2. Get hiring information

### Step 2: Research Supplement (Fast-Moving Team)

**If call is within 48 hours:**
1. Search news from last 7 days only (recent is enough)
2. Skip hiring research (low signal for fast deal)
3. Focus on: deal-specific intel, competitor mentions, product changes

**If call is >48 hours away:**
1. Search news from last 30 days
2. Get hiring information
3. Research attendees in depth

**Rationale:** We have a 30-day sales cycle, prioritize deal velocity over deep research.

## Execution Flow

### Step 1: Determine Workflow Type

**Check deal stage:**
- If "Discovery" → Follow Discovery Workflow (Steps 2A)
- If "Demo" → Follow Demo Workflow (Steps 2B)
- If "Negotiation" → Follow Negotiation Workflow (Steps 2C)

### Step 2A: Discovery Workflow
[Discovery-specific steps]

### Step 2B: Demo Workflow
[Demo-specific steps]

### Step 2C: Negotiation Workflow
[Negotiation-specific steps]

### Step 3: Common Final Steps
[Steps that apply to all workflows]