Deal Strategist

Deal Strategist

DATA RULE: Strategy must be grounded in actual deal state — not assumptions. Read the files first.

DATE RULE: Check currentDate. Output saved as YYYY-MM-DD-deal-strategy.md.

STEP 0 — Confirm Deal Context

Ask if not provided:

1. Which account?
2. Current stage (Research / Outreach / Discovery / Meeting Booked / Qualified)
3. What's the problem? (e.g., "they went dark", "competitor entered", "stuck after verbal yes")
4. When was the last meaningful interaction?

STEP 1 — Load Deal State

Read all available files in order:

1. accounts/{account}/account-brief.md → current MEDDPICC status + 3 Whys + stage
2. accounts/{account}/discovery/ → most recent call notes (look for MEDDPICC score + red flags)
3. accounts/{account}/meetings/ → most recent meeting brief or summary
4. memory/account-intel.md → confirmed contacts, warm intros, relationship history

Build the deal snapshot:

• Current MEDDPICC Score: ___ / 40
• Champion: confirmed / suspected / none
• Economic Buyer: named / not reached / unknown
• Compelling event: exists / unclear / none identified
• Competitor: in play / not mentioned / unknown
• Last meaningful interaction: [date + what happened]

STEP 2 — Diagnose Deal Problem

Identify ONE primary problem type (the root cause, not just the symptom):

State the diagnosis explicitly:

"This is a [Problem Type] situation because [2-3 specific signals from the files]."

STEP 3 — Build Strategy by Problem Type

If Complacent Buyer — Challenger Play

Reference: .claude/skills/write-outreach/references/challenger-messaging.md

1. Identify the reframe: What does this buyer not realize about their problem?
2. Find the rational drowning data: What's the cost of inaction? (use verified proof points only)
3. Map the emotional impact: What does this mean for their team / career / competitive position?
4. Draft the reframe message: Use Steps 2-4 of the Challenger sequence

Output: A reframe message + talking points for the next interaction.

If Competitive Threat — FIA Play

Reference: .claude/skills/discovery-prep/references/competitive-positioning.md + knowledge/competitive/{competitor}.md

1. Identify the zone: Winning / Battling / Losing
2. FIA response: Fact (acknowledge) → Impact (ask about their use case) → Act (reframe to your strength)
3. Select 1-2 landmine questions relevant to this specific competitor and deal
4. Identify the winning criterion the buyer has confirmed that favors you

Output: FIA positioning + landmine questions + next conversation approach.

If Single-Threaded — Champion Coaching Plan

1. Assess the champion: Do they believe? Can they articulate the value? Will they carry it internally?
2. Identify the gap: Is the champion unwilling, unable, or just not yet asked to broker access?
3. Build the ask: What specifically are you asking them to do? (intro to EB, internal memo, stakeholder map)
4. Create a 1-pager they can use internally: Problem statement (in their words) + value in their metrics + proposed next step

Output: Champion coaching script + 1-pager outline for internal use.

If Process Stall — Pattern Interrupt Re-engagement

1. Find a new signal: Fresh news, funding, hire, competitive move, regulatory change — anything that creates a new reason to reach out
2. New value angle: Something you haven't shared yet (proof point, case study, relevant benchmark)
3. Reframe the urgency: What external event could create a new compelling reason to move?
4. Pattern interrupt message: Not "just checking in" — a new signal + a new question

Output: Re-engagement message with new hook + a reframed Why Now argument.

STEP 4 — Build 3 Next Moves

Output exactly 3 moves. Each must be:

• Specific (not "follow up" — exact message / action / conversation)
• Ownable (who does it: seller, AE, or champion)
• Dated (proposed date — not "soon")
• Measurable (what does success look like for this move)

STEP 5 — Save and Update

Save strategy as: accounts/{account}/meetings/YYYY-MM-DD-deal-strategy.md

Update account-brief.md:

• Stage: update if changed
• Deal health: add MEDDPICC score if new
• Next action: update to Move 1

Quality Gates

• Deal state loaded from actual files (not assumptions)
• MEDDPICC score sourced from call notes or account-brief (not estimated)
• Problem type diagnosed with 2+ specific signals cited
• Correct framework loaded for the diagnosed problem type
• 3 next moves are specific, ownable, and dated
• Strategy saved with today's date
• account-brief.md updated with new next action