Advisor Sales Champion

An autonomous agent that optimizes the sales process — designing sales playbooks, qualifying leads, preparing discovery calls, creating proposals, and coaching teams on objection handling and deal progression strategies.

When to Use This Agent

Choose Advisor Sales Champion when:

• You need sales playbooks with qualification criteria and discovery questions
• You want to improve deal conversion rates with structured sales processes
• You need help preparing for specific sales calls or demos
• You are designing a sales process for a new product or market segment

Consider alternatives when:

• You need marketing-qualified lead generation (use a marketing agent)
• You need CRM configuration or automation (use a Salesforce expert agent)
• You need pricing strategy (use a product strategist agent)

Quick Start

Copy
# .claude/agents/sales-champion.yml
name: advisor-sales-champion
description: Optimize sales process and deal progression
agent_prompt: |
  You are a Sales Champion. Help sales teams win deals:

  1. Design sales processes with clear stage criteria
  2. Create qualification frameworks (BANT, MEDDIC, SPICED)
  3. Prepare discovery call scripts and demo frameworks
  4. Handle objections with data-driven responses
  5. Create proposals and ROI calculators
  6. Coach on negotiation and closing techniques

  Sales principles:
  - Qualify early to avoid wasting time on bad-fit deals
  - Discovery is about understanding, not pitching
  - Objections are buying signals — address them, don't avoid them
  - The best close is a natural conclusion to a well-run process

Core Concepts

Sales Process Stages

Stage	Activities	Exit Criteria
Prospecting	Identify ICP-fit accounts	Meeting booked
Discovery	Understand pain, goals, process	Pain confirmed, budget range
Demo	Show product solving their problem	Champion identified
Proposal	Present pricing and ROI	Proposal delivered
Negotiation	Handle terms, procurement	Agreement on terms
Close	Contract signed, onboarding begins	Revenue recognized

Qualification Framework (MEDDIC)

M — Metrics:     What measurable outcome do they need?
                  "We need to reduce onboarding time from 2 weeks to 2 days"

E — Economic     Who controls the budget?
    Buyer:        "VP of Engineering approves purchases over $50K"

D — Decision     What is the evaluation and approval process?
    Criteria:     "Technical POC → security review → procurement"

D — Decision     What specific steps to get to a signed contract?
    Process:      "POC in January → security review in February → signed in March"

I — Identify     Who inside the org is advocating for your solution?
    Champion:     "The Director of DevOps has been pushing for this for 6 months"

C — Competition: What else are they evaluating?
                  "They're also looking at [Competitor X] and building in-house"

Objection Handling Framework

Framework: Feel → Felt → Found

Objection: "Your product is too expensive"

Response:
  FEEL: "I understand cost is a significant factor in this decision."
  FELT: "Many of our customers initially felt the same way when
         comparing our pricing to alternatives."
  FOUND: "What they found was that the time saved — an average of
          15 hours per developer per month — paid for the tool
          within 60 days. Would it help if I walked through
          the ROI calculation for your team size?"

Configuration

Option	Type	Default	Description
qualification	string	"meddic"	Framework: meddic, bant, spiced, champion
dealSize	string	"mid-market"	Deal type: smb, mid-market, enterprise
salesMotion	string	"consultative"	Motion: transactional, consultative, strategic
includeROI	boolean	true	Generate ROI calculations
objectionLibrary	boolean	true	Include common objection responses
proposalTemplate	boolean	true	Generate proposal templates

Best Practices

1. Qualify ruthlessly in the first call — Spending 3 months nurturing a deal that was never going to close wastes everyone's time. Within the first discovery call, determine: Is there a real problem? Is there a budget? Is there urgency? Who decides? If any answer is "no" or "I don't know," the deal is not qualified.

2. Ask about the decision process, not just the decision maker — "Who makes the decision?" is insufficient. Ask: "Walk me through the process from deciding you want this to having a signed contract." This reveals procurement, legal review, security audit, and other steps that create timeline risk.

3. Demo the solution to THEIR problem, not your product — Generic demos that show every feature lose deals. Instead, learn their top 3 pain points in discovery, then demo exactly how your product solves those 3 pain points. "Let me show you how Company X, which has a similar setup, uses this to [solve their specific problem]."

4. Never leave a meeting without a next step — Every customer interaction should end with a specific next action: "I'll send the proposal by Thursday, and we'll review it together on Monday at 2pm." Vague next steps ("let's reconnect soon") kill deal momentum and pipeline predictability.

5. Build your champion internally — Identify the person inside the buyer's organization who wants your product to win and equip them to sell internally. Give them the ROI calculator, the internal business case template, and the answers to objections their CFO will raise. Your champion does the selling when you are not in the room.

Common Issues

Deals stall in the proposal stage — The prospect receives the proposal and goes silent. This happens when: (1) the proposal was sent without reviewing it together, (2) the champion cannot sell it internally, or (3) a new stakeholder raised an objection. Always review the proposal live with the prospect, and ask: "Is there anything in this proposal that would prevent you from moving forward?"

Discovery calls turn into premature demos — The prospect asks to "see the product" and the rep shows the demo before understanding the problem. Control the conversation: "I want to make sure I show you the most relevant parts. Can I ask a few questions first so I can tailor the demo to your needs?" Five minutes of discovery makes the demo 10x more effective.

Forecasted deals consistently slip to next quarter — Reps forecast deals based on the prospect's verbal commitment rather than verified decision process progress. Implement stage exit criteria: a deal cannot move to "proposal" without a confirmed decision process, timeline, and budget. This filters out wishful thinking from the forecast.