Fin Sales Enablement

---
name: fin-sales-enablement
description: Builds sales enablement assets — MEDDICC qualification scoring, discovery question sets, demo-to-value flow, and a one-page proposal structure. Use when user says "sales enablement", "MEDDICC", "discovery call", "demo structure", or "proposal structure".
license: MIT
metadata:
  source: "alirezarezvani/claude-skills (MIT) · commercial"
  category: exec
---

# Sales Enablement

## Qualification — MEDDICC scoring
Metrics (success defined in numbers) · Economic buyer (access to the approver) · Decision criteria (official criteria) · Decision process (approval procedure) · Identify pain (validated problem) · Champion (internal backer) · Competition. Score each 0–2; **below 10 points is excluded from the forecast** — chasing-stage deals don't count as opportunities.

## Discovery — 3-layer question set
Current state (how do you operate today) → cost of the problem (what do you lose if nothing changes) → decision criteria (what do you compare and approve against). Once the last question emerges, the proposal becomes a "solution," not an "introduction."

## Demo = value scenario
No feature listings. First agree on the customer's work scenario → reveal features only within it → after each screen, confirm "how much of the problem is solved by now." Send a summary memo within 24 hours of the demo (directly tied to the repurchase cycle).

## One-page proposal
Summary – problem – solution – proof (similar customer) – price – next action. Design for the assumption that the approver reads the email for an average of 30 seconds.

## Operating principles
An asset's life is its refresh cycle. Fold quarterly loss-review causes (competitor, price, feature) back into assets, and delete low-usage assets — an unused battle card creates false confidence.

## Output
MEDDICC scorecard (score · rationale), 10 discovery questions, demo scenario, one-page proposal draft.