Pricing Coach

Pricing Coach

Analyze Solum Health sales calls for pricing conversation quality. Pull calls from Fireflies, extract pricing moments, score against proven benchmarks, and deliver actionable coaching.

Core Principle

This is a feedback loop, not a report generator. The goal is to catch bad pricing habits early, reinforce what's working, and give JP concrete scripts to use on the next call. Every recommendation should reference a specific moment from a specific call.

The Workflow

Phase 0: Date Range

Determine the analysis period:

• Default: last 7 days from today
• If user specifies a range (e.g., "last 2 weeks", "this month", "Feb 10-24"), use that
• Calculate fromDate and toDate in ISO format

Phase 1: Call Discovery

Search Fireflies for all calls in the date range that contain pricing discussions.

Run these searches in parallel using the Fireflies MCP tools:

fireflies_search: keyword:"pricing" scope:sentences from:{fromDate} to:{toDate} limit:50
fireflies_search: keyword:"price" scope:sentences from:{fromDate} to:{toDate} limit:50
fireflies_search: keyword:"cost" scope:sentences from:{fromDate} to:{toDate} limit:50
fireflies_search: keyword:"free" scope:sentences from:{fromDate} to:{toDate} limit:50
fireflies_search: keyword:"monthly" scope:sentences from:{fromDate} to:{toDate} limit:50
fireflies_search: keyword:"500" scope:sentences from:{fromDate} to:{toDate} limit:50
fireflies_search: keyword:"trial" scope:sentences from:{fromDate} to:{toDate} limit:50

Deduplicate by meeting ID. Exclude internal calls (weekly team meetings, 1:1s with Juliana, investor calls). Focus on prospect and client-facing calls only.

Identification rules for excluding non-sales calls:

• Title contains "Weekly", "Monthly Touchpoint", "Standup", "Team", "Internal"
• Participants are all @getsolum.com emails
• Title suggests investor/recruiting (e.g., "Silversmith", "X JP" where X is a first name only)

KEEP calls titled: "Assessment", "FUP", "Onboarding", "Demo", any company name "X Solum Health"

Phase 2: Call Analysis

For each qualifying call, retrieve the summary using fireflies_get_summary.

For each call, extract:

1. Pricing tactic used — What approach was taken?

   • Free trial/test offered
   • $500/mo Growth tier pitched
   • $2,500/mo Scale tier pitched
   • Enterprise/custom pricing discussed
   • Per-unit pricing presented
   • No pricing discussed (ran out of time)
   • Pricing sent async (email/doc)

2. Prospect reaction — How did they respond?

   • Positive acceptance ("sounds good", "let's do it", "not a big deal")
   • Price anchoring concern ("that seems expensive", "what's the total")
   • Confusion ("what does that include", "what's the difference")
   • Sticker shock ("that's a lot", silence, subject change)
   • No reaction (pricing wasn't reached)

3. Key pricing quotes — Direct quotes from prospect about pricing/cost/value

4. Conversion signal — Did the call result in:

   • Next step scheduled
   • Trial/test initiated
   • Onboarding started
   • Stalled / no next step
   • Follow-up promised but vague

Phase 3: Scoring

Score each call 1-5 against the proven benchmarks. Read references/scoring-rubric.md for the detailed rubric.

Quick reference:

Benchmark violations to flag:

• Pricing discussed before showing results/demo (violates "Show, Then Price")
• 12+ line items presented (violates simplification)
• Product naming confusion occurred (self-check vs eligibility check etc.)
• Setup fee was negotiated instead of waived/included
• Enterprise prospect got per-unit pricing instead of flat rate
• Implementation timeline not mentioned
• No free trial/test offered on a first call

Phase 4: Report Generation

Generate a markdown report saved to ~/Documents/Solum_Pricing_Coach_{date}.md

Report structure:

# Pricing Coach Report
## Week of {startDate} - {endDate}

### Weekly Score: X.X / 5.0 (trend: up/down/flat vs last report if available)

### Calls Analyzed: N

---

## Scorecard

| Call | Date | Prospect | Tactic | Reaction | Score | Flag |
|------|------|----------|--------|----------|-------|------|
| ... per call row ... |

---

## What Worked This Week
[2-3 specific moments that scored 4-5, with quotes and why they worked]

## What Needs Work
[2-3 specific moments that scored 1-2, with quotes and what to do differently]

## Benchmark Violations
[List each violation with the call, what happened, and the correct play]

## Scripts to Use Next Week
[2-3 concrete scripts for upcoming calls based on this week's patterns]

## Enterprise Pipeline Check
[Status of any enterprise deals, whether pricing has been delivered, and urgency flags]

---

*Generated by Pricing Coach | Benchmarks: ~/Documents/Solum_Pricing_Benchmarks.md*
*Full pricing analysis: ~/Documents/Solum_Pricing_Analysis.md*

Phase 5: Delivery

1. Save the report to ~/Documents/Solum_Pricing_Coach_{YYYY-MM-DD}.md
2. Display a summary to the user with:
   • Weekly score and trend
   • Top win (best pricing moment)
   • Top fix (worst pricing moment + recommended script)
   • Any urgent flags (enterprise deals without pricing, stalled prospects)
3. Ask: "Want me to drill into any specific call or prepare scripts for upcoming meetings?"

Scoring Calibration

The scoring is calibrated against the proven benchmarks documented in ~/Documents/Solum_Pricing_Benchmarks.md and the pricing structure proposed in ~/Documents/Solum_Pricing_Analysis.md. Key benchmarks:

• Free trial win rate: 86% (6/7 prospects)
• Paid-first win rate: 25% (1/4 prospects)
• $500/mo acceptance rate at <200 clients: 100%
• Average score across Feb 5-26 baseline: 3.7/5
• Target weekly score: 4.0+/5

Important Notes

• Fireflies MCP is required. If not connected, tell the user.
• Exclude internal calls. Only score prospect/client-facing conversations.
• Be direct in coaching. This isn't a pat on the back. If pricing was bad, say so and say exactly what to do differently. Use the benchmarks as the standard.
• Quote the prospect. Every recommendation should tie back to something the prospect actually said on a call.
• Track enterprise deals. Attain ABA, Pomm RI, and any 1,000+ client prospect need flat-rate pricing delivered within 1 week of first pricing discussion. Flag if overdue.