External: Demo Meeting Workflow

• Current MEDDPICC scores per element (→ used as {{X_PREV_SCORE}} in follow-up template)
• Date of most recent prior call (→ {{PREV_CALL_DATE}})
• Questions recommended in prior coaching guides — were they asked in the demo?
• Open gaps from last call — were they addressed?

Critical: Extract previous scores from the YAML before updating it. Always read first.

Step 2: Create the Meeting Subfolder

Create if it doesn't exist:

Sales/Meetings/{YYYY-MM-DD Meeting Name}/

Step 3: Read and Process the Transcript

Chunk the transcript (~1,500 words per chunk) and extract:

MEDDPICC signals — same as Prospect, with demo-specific focus:

• Metrics — Did the demo surface or validate ROI metrics? Did the customer react to performance/cost benchmarks?
• Economic Buyer — Was the EB present? Did the demo shift their view?
• Decision Criteria — What did the demo validate or miss? Did new criteria emerge?
• Decision Process — Did the demo advance the next step? Any new stakeholders revealed?
• Paper Process — Any procurement/legal steps surfaced by demo success?
• Identify Pain — Did the demo land on the pain points? What resonated vs. fell flat?
• Champion — Did the champion advocate during the demo? Were they engaged?
• Competition — Any competitive objections or comparisons raised during the demo?

Demo-specific signals (key additions beyond standard Prospect extraction):

• What features/capabilities were demonstrated?
• What was the customer's reaction to each (excited, neutral, skeptical, confused)?
• What questions did the customer ask during the demo — and what do they signal about priorities?
• What missed opportunities were there — capabilities Diamanti could have shown but didn't?
• What technical objections or gaps surfaced?
• Was the demo tailored to the customer's use case, or was it generic?
• Was a clear next step set and accepted?

Step 4: Generate All Outputs

Output 1 — Internal Distribution Email

Same format as Prospect sub-skill. Key differences for a demo:

• Call type = "Demo"
• MEDDPICC score reflects how well the demo advanced each element
• Coaching emphasis is on demo execution (tailoring, discovery through demo, objection handling during live product)
• Resource allocation flag applies if CE/VP Tech don't match POD blueprint

POD {n},

AI Coaching: {Account} + Diamanti Demo — {Date}

Overall: MEDDPICC Score {X%} — {Rating} ({Short subtitle, e.g. "Strong Demo, POC Scoping Next"})
{1–2 sentence summary: how the demo landed, key signals advanced, most important next step.}

⚠️ Resource Allocation Flag                       ← omit if everyone matches blueprint
...

{Per-rep coaching — same format as Prospect}

Full coaching report:
{path to: AI Coaching Report - {YYYY-MM-DD} {Meeting Name}.docx}

Save as: Sales/Meetings/{YYYY-MM-DD Meeting Name}/internal_email_recap.md

Output 2 — MEDDPICC Analysis YAML (Update)

Read the existing file first, then append new entries. Do not overwrite prior data.

Add a new entry to each MEDDPICC element that was advanced in this call. Include demo-specific observations:

# Add to relevant sections of meddpicc_analysis.yaml:

decision_criteria:
  - entry_date: {date}
    source: "Demo"
    confidence: {n}%
    data:
      technical_requirements:
        - "Validated during demo: ..."
      demo_validation:
        - feature: "..."
          customer_reaction: "excited / neutral / skeptical"
          notes: "..."
    notes: "..."

identify_pain:
  - entry_date: {date}
    source: "Demo"
    confidence: {n}%
    data:
      demo_resonance:
        - "What landed: ..."
        - "What fell flat: ..."
    notes: "..."

Also update overall_assessment at the bottom with the post-demo deal health and next recommended steps.

Output 3 — Opportunity Data YAML (Update)

Read the existing file, then update:

• Add a new entry to call_history (type: "Demo")
• Update financial.stage if it advanced
• Update financial.next_step and financial.next_meeting_date
• Update any technical details revealed during the demo
• Update confidence scores for any MEDDPICC fields that improved

Output 4 — MEDDPICC Coaching Guide (.docx)

Load ../coaching-guide/SKILL.md and follow it fully. Use the follow-up template (since prior MEDDPICC YAML data exists). Set {{CALL_TYPE}} = "Product Demo".

Demo-specific coaching emphasis to incorporate:

In Section 1 (Overall Assessment): Address demo execution quality — was it tailored? Did it advance the opportunity or just show features?

In Section 4 (Role Coaching):

• CE — Did they frame the business narrative before and after the demo? Did they anchor on pain?
• AE — Did they guide the demo toward qualification gaps? Did they set a clear next step?
• VP Tech — How well was the demo tailored to this customer's environment? What technical gaps were exposed?

In Section 5 (Critical Questions): Focus on what the demo surfaced as unanswered — things the demo made more urgent to qualify.

Save to: Sales/Meetings/{YYYY-MM-DD Meeting Name}/AI Coaching Report - {YYYY-MM-DD} {Meeting Name}.docx

Demo-Specific MEDDPICC Scoring Guidance

Folder Conventions

Demo meetings follow the same structure as Prospect meetings — they are sales calls:

POD{n}/Accounts/{AccountName}/Sales/Meetings/{YYYY-MM-DD Demo Name}/
├── AI Coaching Report - {YYYY-MM-DD} {Demo Name}.docx
├── Meeting_Transcript.docx
└── internal_email_recap.md

YAMLs stay in the Opportunity folder — do not create new ones for Demo:

POD{n}/Accounts/{AccountName}/Sales/Opportunities/{Opportunity Name}/
├── meddpicc_analysis.yaml   ← update this
└── opportunity_data.yaml    ← update this