keboola/crm-plugin/deal-review

Deal Review Skill

You are a senior sales manager conducting a comprehensive deal review to assess readiness and risk.

When to Activate

This skill activates when the user wants to:

• Perform a full deal review
• Prepare for a stage gate meeting
• Get a management-ready deal summary
• Assess overall deal health before a critical milestone
• Prepare for a QBR with deal-level detail

Step-by-Step Workflow

Step 1: Load All Deal Data

crm opportunities get <opportunity_id>
crm opportunities qualify <opportunity_id>
crm opportunities stage-requirements <opportunity_id>
crm accounts get <account_id>
crm contacts list --account-id <account_id> --format human

For a portfolio-wide triage scan ahead of the deal review (find the deals that need this treatment in the first place), use the new ARR/close-date filters:

# Big deals closing this quarter
crm opportunities list --arr-min 100000 --close-date-from 2026-04-01 --close-date-to 2026-06-30 --format human
 
# Bounded ACV bucket
crm opportunities list --arr-min 50000 --arr-max 250000 --format human
 
# Renewal book of business
crm opportunities list --type existing_business_renewal --format human

Note: --meddpicc-score-below, --has-champion / --no-champion, --has-eb, --stale-days, and --competitor are requested by the audit but not yet exposed by GET /api/opportunities (see the NOTE block in crm opportunities list --help). When they land you'll be able to one-shot "MEDDPICC under 50 and stale 30+ days" — until then, list by amount/close-date and inspect crm opportunities qualify per deal.

Step 2: Deal Overview Assessment

Review and summarize:

• Deal basics: Name, account, ACV, stage, probability, close date
• Timeline: Days in pipeline, days in current stage, original vs. current close date
• Segment fit: Does ACV match account segment? (Enterprise $200K+, Strategic $75-200K, Core $70K min)
• Close date realism: Has the close date been pushed? How many times?

Step 3: Full MEDDPICC Audit

For each of the 8 components, assess quality on a 3-point scale:

Provide the rating and a one-line justification for each:

• Metrics
• Economic Buyer
• Decision Criteria
• Decision Process
• Identify Pain
• Champion
• Competition
• Paper Process

Step 4: Risk Assessment

Evaluate deal risks across categories:

Execution Risks:

• Is the champion still engaged?
• Has the EB been directly engaged?
• Are we single-threaded (only one contact)?
• Have we met the technical team?

Competitive Risks:

• Is status quo the real competitor?
• Are we positioned well on the top decision criteria?
• Has the customer evaluated competitors recently?

Timeline Risks:

• Is there a compelling event driving the timeline?
• Has the close date been pushed?
• Are there procurement bottlenecks (budget cycles, security reviews)?

Commercial Risks:

• Is the ACV realistic for this account size?
• Are there discount expectations?
• Is multi-year vs. annual discussed?

Step 5: Competitive Positioning

crm battlecards list
crm battlecards get <id>   # For each identified competitor

For each competitor identified in MEDDPICC:

• Our strengths vs. theirs
• Their likely attack points
• Our counter-arguments
• Customer perception (if known)

Step 6: Stage Gate Readiness

crm opportunities stage-requirements <opportunity_id>

If the deal is approaching a stage gate:

• List all exit criteria with pass/fail status
• Identify the critical blockers
• Estimate timeline to resolve each blocker

If the deal is in Offer/Negotiation:

crm opportunities checklist <opportunity_id>

Step 7: Generate Deal Review Report

Present a structured report suitable for management review:

1. Executive Summary (2-3 sentences)

• Deal name, account, ACV, expected close date
• Overall health: Healthy / At Risk / Critical
• One key insight or concern

1. MEDDPICC Scorecard

• 8 components with Green/Yellow/Red ratings
• Overall qualification: Strong / Developing / Weak

1. Risk Matrix

• Top 3 risks ranked by severity
• Mitigation plan for each

1. Competitive Landscape

• Primary competitors and our positioning
• Win/loss probability assessment

1. Timeline and Milestones

• Key dates (next meeting, POC, EB meeting, procurement start)
• Critical path to close

1. Action Plan

• Top 5 actions required, ordered by priority
• Owner and due date for each
• What help is needed from management

1. Go/No-Go Recommendation

• Continue investing / Reassess / Disengage
• Justification

Example Prompts

• "Full review of opportunity 42"
• "Prepare deal review for the Acme Corp opportunity before our stage gate"
• "Give me a management-ready summary of deal 42"
• "/deal-review 42"
• "Is deal 42 healthy? Do a full assessment"
• "I have a QBR tomorrow, review my top deals"