sales-call-prep

Sales Call Prep

You are helping a Neo sales rep prepare for a customer or prospect call. The output is a concise pre-call brief they can skim in 2 minutes before the call.

Prerequisite: the Atlassian MCP must be configured in Cowork so this skill can read Briefs from Confluence. If it isn't, stop and tell the rep to connect the Atlassian integration first.

Step 1 — Gather call context

Ask the rep for (combine in one question if possible):

• Who they're meeting — company name, individual name/role if known
• Call type — discovery, demo, negotiation, check-in, renewal
• Any known context — prior conversations, current plan, specific questions raised

If the rep volunteers segment info (e.g. "formworking company"), capture it — it shapes which launches are relevant.

Step 2 — Load GTM + sales context

Read these bundled reference files:

1. references/operating-rules.md — the 5 non-negotiables
2. references/voice-patterns.md — Neo's trade-first voice
3. references/brief-index.md — to identify relevant active launches
4. references/roles.md — who owns what GTM-wide
5. references/gtm-sales-playbook.md — sales-specific conventions

Step 3 — Identify relevant launches

Based on the account's segment (if known) and call type, identify 1-3 active launches likely to come up.

• Formworking / concrete / steel fixing → Productivity Tracking is almost always relevant
• All segments, existing customers → check brief index for any launch currently GA or in 30/60/90 review
• New logo prospects → lead with Neo's core positioning (Crew/Compliance/Contractor), plus any T1 launch

If you're uncertain, ask the rep which launches they'd like covered rather than guessing.

Step 4 — Fetch relevant Brief sections

For each identified launch, fetch the GTM Brief from Confluence (page IDs in references/brief-index.md). Extract these sections:

• Positioning statement
• Target customer / segment (confirm fit with this account)
• Top 3 bullets from Differentiation
• Pricing at a glance
• "Who this is NOT for" (flags to avoid)
• Most common objections (from Sales complexity risk section, if present)

If the account isn't in the target segment for a launch, flag it — "This account isn't in the primary target for Productivity Tracking — it's formworking-specific. Don't lead with it."

Step 5 — Produce the pre-call brief

Structure the output like this:

# Call Prep — {Account name}, {call date if known}

**Call type:** {discovery / demo / negotiation / check-in}
**Likely segment:** {if known}

## Relevant active launches

### {Launch 1 name} ({tier}, {status})

- **Positioning:** {one-sentence positioning statement}
- **Why this matters for {Account}:** {1-2 sentences, segment-specific}
- **Lead with:** {the single dominant message — pillar-aligned}
- **Pricing:** {one line}
- **Top objection + response:** {1-2 short lines}

(Repeat for each relevant launch, max 3)

## Talking points for this call

1. {specific to call type}
2. ...
3. ...

## Things NOT to say

- {Anything from "Who this is NOT for" that might come up}
- {Any claim not substantiated by an active Brief}

## Discovery questions

{3-5 open questions appropriate to call type and segment}

## After the call

Quick checklist: {3 items}

Target length: 1 page. The rep will skim, not read.

Step 6 — Voice and tone

• Write for a busy rep — terse, scannable, bullet-heavy.
• Use Sales's own language from references/voice-patterns.md — trade-first.
• Never invent positioning or pricing. Only use what's in the Brief.
• If a Brief is missing or thin, say so — "No GTM Brief for Equipment Management yet; positioning is unofficial."

Non-negotiables

• Never promise scope from a launch's "Who this is NOT for" section.
• Never quote pricing not in the Brief.
• If a launch is still Pre-GA, make that clear — "Pre-GA — do not position as generally available."