meddic-call-prep-auto by scientiacapital/skills

<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>

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

Run these MCP calls in parallel:

1a. Calendar Context

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.

1b. HubSpot Context

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.

1c. Apollo Enrichment

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

1d. Prior Conversation Context

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.

1e. Epiphan CRM Check

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') → AE-owned deal, 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.'

Stage 2: MEDDIC Synthesis

Map gathered context into MEDDIC framework:

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
Unknown attendees: Flag for discovery ("Who controls the budget for this?")
Signal: If only technical staff on call, EB isn't engaged yet

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

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

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>

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