Qualify sales deals using MEDDIC, BANT, SPICED, or CHAMP frameworks with structured scoring and gap analysis. Use this skill whenever a rep needs to qualify a deal, assess deal health, decide whether to invest more time in an opportunity, says "should I pursue this deal", "qualify this opportunity", "MEDDIC score", "BANT check", or asks about deal qualification criteria. Also trigger when a manager reviews pipeline quality or when someone mentions deal scoring, opportunity assessment, or go/no-go decisions.
Qualifies sales deals using MEDDIC, BANT, or SPICED frameworks with structured scoring and gap analysis.
/plugin marketplace add https://www.claudepluginhub.com/api/plugins/jbalbu01-sales-enablement-2/marketplace.json/plugin install jbalbu01-sales-enablement-2@cpd-jbalbu01-sales-enablement-2This skill inherits all available tools. When active, it can use any tool Claude has access to.
Help reps and managers objectively assess whether a deal is worth pursuing, identify gaps in qualification, and decide where to invest their time. The worst thing in sales is spending months on a deal that was never going to close — qualification prevents that.
The gold standard for complex, multi-stakeholder deals:
┌─────────────────────────────────────────────────────────────────┐
│ DEAL QUALIFICATION │
├─────────────────────────────────────────────────────────────────┤
│ MODES │
│ 1. Score a Deal — Rate a specific opportunity on all criteria │
│ 2. Gap Analysis — Identify what's missing and how to fill it │
│ 3. Go/No-Go — Make a structured decision on whether to pursue │
│ 4. Pipeline Audit — Score multiple deals for prioritization │
├─────────────────────────────────────────────────────────────────┤
│ OUTPUT │
│ • Qualification scorecard with red/yellow/green per criterion │
│ • Gap analysis with specific next actions │
│ • Risk assessment and overall confidence level │
│ • Comparison against ideal deal profile │
├─────────────────────────────────────────────────────────────────┤
│ SUPERCHARGED (when you connect your tools) │
│ + ~~CRM: Deal data, contacts, company, and engagement velocity │
│ + ~~CRM: Stage progression and probability scoring │
│ + ~~conversation intelligence (Gong): Discovery call transcripts│
│ + ~~conversation intelligence (Gong): Champion engagement signals│
│ + ~~conversation intelligence (Gong): Competitor mentions in calls│
│ + ~~data enrichment (ZoomInfo): Company profile validation │
│ + ~~data enrichment (ZoomInfo): Org chart for buying committee │
│ + ~~data enrichment (Clay): Company signals and enrichment │
│ + ~~data enrichment (LinkedIn): Stakeholder backgrounds │
│ + ~~data enrichment (LinkedIn): Champion activity and tenure │
│ + ~~chat: Internal deal discussions and risk flags │
│ + ~~calendar/email: Meeting history and engagement signals │
└─────────────────────────────────────────────────────────────────┘
CRITICAL: Before asking the user for deal context, check what MCP tools are available and pull data automatically. Reps should never have to paste data that already lives in their tools.
Check if you have access to CRM tools (look for tools containing search_crm_objects, get_crm_objects, or similar CRM search/get functions in your available tools).
If CRM tools ARE available:
Find the deal. Search the deals object type using whatever identifier the user gave you.
dealname, amount, dealstage, closedate, pipeline, hubspot_owner_id, dealtype, description, notes_last_updated, notes_last_contacted, num_notes, hs_deal_stage_probability, hs_forecast_amountdeals object typePull associated contacts. Once you have the deal ID, search for contacts associated with this deal.
contacts object type with association filter: associatedWith → objectType: "deals", operator: "EQUAL", objectIds: ["<deal_id>"]firstname, lastname, jobtitle, email, phone, company, hs_lead_status, lifecyclestagePull associated company. Search companies with association to the deal.
name, domain, industry, numberofemployees, annualrevenue, total_revenue, description, about_us, founded_year, countryAssess engagement velocity.
notes_last_contacted — No contact in 14+ days on an active deal = 🔴 risk flagnum_notes — Low activity count + long cycle = stalling signalhs_deal_stage_probability — Compare CRM probability vs your MEDDIC assessmentCheck if you have access to chat tools (look for slack_search_public, slack_search_public_and_private, chat_message_search).
If chat tools ARE available:
Check if you have access to Gong tools (look for tools prefixed with gong_).
If Gong tools ARE available:
gong_search_calls with the company/deal name.
gong_get_transcript on the most recent calls to extract:
gong_search_calls_by_participant with the champion's email.
gong_get_call_stats for calls related to this deal.
ZoomInfo (check for tools prefixed with zoominfo_):
zoominfo_search_company with the prospect company name.
zoominfo_get_org_chart to identify:
zoominfo_get_tech_stack for the prospect company.
Clay (check for tools prefixed with clay_):
clay_enrich_company for recent signals.
LinkedIn (check for tools prefixed with linkedin_):
linkedin_get_profile for the Economic Buyer and Champion.
linkedin_search_leads at the prospect company.
Check if you have access to calendar or email tools (look for outlook_calendar_search, outlook_email_search).
If available:
After pulling data, present a brief summary:
"I pulled the [Deal Name] deal from your CRM — $[amount] in [stage] stage, expected close [date]. I found [N] contacts including [Name] ([Title]) who looks like your Economic Buyer and [Name] ([Title]) as your primary contact. The company is a [industry] company with [N] employees.
Here's what I still need from you to complete the qualification: [list specific gaps]"
After the auto-pull, ask ONLY for information you couldn't find in the tools.
If I pulled data from your CRM, I'll pre-fill what I can and only ask about gaps. If no tools are connected, tell me everything you know:
When tools are connected: I'll already have items 1, 3, and 5 from your CRM. I'll focus on items 2, 4, and 6 — the context that lives in your head, not your CRM.
Apply the framework against ALL evidence — CRM data, chat context, calendar signals, and user input. Cite tool-sourced evidence in the scorecard: "Per CRM, last contact was 18 days ago — scoring Engagement low."
After generating the scorecard:
memory/deal-patterns.md with qualification insights and scoresmemory/team.md if rep-specific patterns emergememory/competitors.md# Deal Qualification: [Company Name]
**Date:** [Today]
**Framework:** [MEDDIC]
**Deal Size:** [$ amount]
**Stage:** [Current stage]
**Rep:** [Name]
---
## Qualification Score: [X / 30]
| Criterion | Score (0-5) | Status | Evidence |
|-----------|------------|--------|----------|
| **Metrics** | [0-5] | 🟢🟡🔴 | [What we know] |
| **Economic Buyer** | [0-5] | 🟢🟡🔴 | [What we know] |
| **Decision Criteria** | [0-5] | 🟢🟡🔴 | [What we know] |
| **Decision Process** | [0-5] | 🟢🟡🔴 | [What we know] |
| **Identify Pain** | [0-5] | 🟢🟡🔴 | [What we know] |
| **Champion** | [0-5] | 🟢🟡🔴 | [What we know] |
**Score Guide:** 🟢 25-30 (Strong) | 🟡 15-24 (Needs Work) | 🔴 0-14 (At Risk)
---
## Confidence Level: [High / Medium / Low]
[One paragraph assessment of overall deal health and likelihood to close]
---
## Gap Analysis
### Critical Gaps (Must Fill)
1. **[Gap]** — [Why it matters] — **Action:** [Specific step to fill this gap]
2. **[Gap]** — [Why it matters] — **Action:** [Step]
### Important Gaps (Should Fill)
1. **[Gap]** — **Action:** [Step]
### Nice to Have
1. **[Gap]** — **Action:** [Step]
---
## Risk Assessment
| Risk | Severity | Mitigation |
|------|----------|------------|
| [Risk 1] | High/Med/Low | [What to do] |
| [Risk 2] | ... | ... |
---
## Recommended Next Steps
1. [Most important action with specific guidance]
2. [Second priority]
3. [Third priority]
---
## Go / No-Go Recommendation
**Recommendation:** [PURSUE / PURSUE WITH CAUTION / DEPRIORITIZE / WALK AWAY]
**Rationale:** [Why — based on the evidence]
**Conditions to Continue:** [What must be true to keep investing in this deal]
Each criterion scores 0-5:
When reviewing multiple deals, I'll produce a ranked list:
# Pipeline Qualification Audit
| Rank | Deal | Size | Score | Confidence | Key Risk | Action |
|------|------|------|-------|------------|----------|--------|
| 1 | [Deal A] | $X | 26/30 | High | [Risk] | [Action] |
| 2 | [Deal B] | $X | 21/30 | Medium | [Risk] | [Action] |
| ... | ... | ... | ... | ... | ... | ... |
## Summary
- **Strong deals:** [Count] worth $[total]
- **At-risk deals:** [Count] worth $[total] — need attention this week
- **Recommended deprioritize:** [Count] worth $[total]
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