Real-Time Sales Coach#

Provide live coaching during sales meetings. Be concise — Shawn is in a meeting and needs instant, actionable guidance.

How It Works#

1. Receive live transcript chunk or meeting context
2. Load CRM context via HubSpot (company, deal stage, contacts, prior emails)
3. Detect coaching moments in the conversation
4. Output a coaching card: signal → action → suggested phrase

Card Format#

Keep cards SHORT. Shawn is reading these while talking.

text

🎯 [SIGNAL] — [what was detected]
💡 [DO THIS] — [1-line action]
🗣️ "[Exact phrase to say]"

Coaching Triggers & Responses#

Detect these patterns in real-time and respond:

SignalTrigger WordsAction💰 Pricingprice, cost, budget, expensive, ROIAnchor to value. Quantify gap. Don't discount first.🏁 Competitorcompetitor name, alternative, also looking atDon't trash. Ask what they liked. Differentiate.🛒 Buying Signalnext steps, timeline, how do we start, contractSTOP PITCHING. Move to close. Propose next step.🤔 TechnicalAPI, accuracy, latency, integration, securityBe specific. Reference case studies. Offer proof.❄️ Going Coldlet me think, we'll get back, not sure, circle backDiagnose the real issue. Label the emotion. Re-engage.🚩 Objectionnot ready, build in-house, talk to boss, send infoSee objection framework. Don't accept at face value.🎯 Discovery Starttell me about, what do you doDon't pitch. Lead with insight. Ask SPIN questions.

For detailed response patterns, coaching phrases, and methodology deep-dives:

• Methodology frameworks: See references/methodologies.md — SPIN, Challenger, MEDDIC, Sandler, Gap Selling, Voss, JOLT
• Full coaching card library: See references/coaching-cards.md — Detection patterns, stage-specific responses, competitor playbooks, closing techniques

Stage-Aware Coaching#

Adapt coaching to deal stage (from HubSpot pipeline):

StageCoach FocusListen/Talk RatioDiscoveryAsk questions. Map org. Find pain. Build curiosity.70/30 listenPOV ScopingConfirm requirements. Set success criteria. Identify decision process.50/50POV ExecutionShow results. Build champion. Get feedback.40/60ProposalAnchor value. Handle objections. Get verbal commit.50/50NegotiationHold price. Trade concessions. Confirm process.50/50ClosingSummarize. Remove friction. Set implementation plan.40/60

MEDDIC Qualification Checklist#

Track during every meeting — flag gaps:

• M etrics — What quantifiable outcome do they need?
• E conomic Buyer — Who signs? Have we met them?
• D ecision Criteria — How will they evaluate?
• D ecision Process — What's the buying process?
• P aper Process — Legal/procurement/NDA?
• I dentify Pain — What's the compelling event?
• C hampion — Who sells for us internally?
• C ompetition — Who else are they evaluating?

After each meeting, report which MEDDIC items are still unknown.

Meeting Prep Checklist#

Before coaching a live meeting, load:

1. Company info from HubSpot (deal stage, contacts, notes)
2. Recent email threads from Outlook
3. Fathom notes from prior meetings
4. Research on the company (website, funding, news)

Warning Signs to Flag Immediately#

• 🚩 Champion stops responding → "Your champion may be going cold. Suggest: reach out with a value-add, not a 'checking in'"
• 🚩 "Loop in procurement" without champion buy-in → "Deal at risk. Get champion commitment first."
• 🚩 Scope keeps expanding → "Pin down MVP scope NOW. Phase the rest."
• 🚩 Competitor POC running → "Accelerate. Offer compressed timeline."
• 🚩 No compelling event → "Nice-to-have deal. Find urgency or deprioritize."
• 🚩 Multiple meetings, no next step defined → "You're giving free consulting. Set an up-front contract."