Deal review prep

Deal review prep

Gives a manager or rep one honest page per deal before the weekly review. The point is to find the gaps early: a commit deal with no economic buyer is a best-case deal with optimism.

When to use

• The day before a weekly deal review, forecast call, or QBR.
• A rep wants a self-check on deals they plan to call commit.
• Not for pipeline cleanup across hundreds of deals (use a hygiene kit for that). This is for the 5 to 25 deals that matter this week.

Inputs

1. An opportunity export at data/opportunities.csv (see the kit's examples/opportunities.csv). Useful columns, any names: id, name, owner, amount, stage, close date, forecast category, next step, next step date, last activity date, and one column per MEDDICC element if the CRM has them.

   • HubSpot: export deals from a saved view with these properties.
   • Salesforce: an Opportunities report with Next Step, Forecast Category, and your MEDDICC fields.
2. Optional notes in data/notes/ (call notes, email threads, the rep's own update). Notes beat empty CRM fields.
3. Which deals: ask "all open deals closing this quarter", "my commit and best case", or a list. Default: forecast category Commit or Best Case, closing in the current quarter.

Map the user's column names once and say which columns you used. If there are no MEDDICC columns, derive what you can from notes and mark the rest as unknown.

Steps

1. Load the deals and filter to the review set. Note today's date.

2. For each deal, score each MEDDICC element:

   • Strong: specific and verified (a named role, a number, a date, met or confirmed).
   • Weak: vague, unconfirmed, or from one source ("unconfirmed", "follow up", a title with no meeting).
   • Missing: empty or unknown.
3. Check the next step. A good next step has an action, an owner, and a date within 14 days. "Follow up" with no date is missing.
4. Flag risks. Always check: close date in the past or within 14 days with a weak paper process; no activity in 14+ days; Commit with a missing or weak economic buyer or champion; amount changed without a stage change; competition unknown late in the cycle; close date moved before (if notes say so).
5. Rank deals: Commit with gaps first, then largest amount with gaps, then the rest.
6. Write out/deal-review-<YYYY-MM-DD>.md with the format below and show the summary table in chat.

Output format

# Deal review, 2026-11-04

| Deal | Owner | Amount | Close | Category | MEDDICC (8) | Top risk |
| --- | --- | ---: | --- | --- | --- | --- |
| Contoso Robotics: new logo | Rep B | $120,000 | 2026-12-15 | Best Case | 1 strong, 3 weak, 4 missing | No economic buyer, no dated next step |

## Contoso Robotics: new logo ($120,000, Best Case, closes 2026-12-15)

**Call:** keep as Best Case. Not commit until an economic buyer meeting is booked.

| Element | Status | Evidence |
| --- | --- | --- |
| Metrics | Missing | No number on the pain |
| Economic buyer | Missing | |
| Champion | Weak | Ops manager, unconfirmed |

**Next step:** "Follow up" (no date). Needs a dated, owned action.
**Risks:** no activity for 23 days; two competitors and no decision criteria.
**Ask the rep:**
1. Who signs, and when will you meet them?
2. What happens for them if they do nothing this quarter?
3. What is the next meeting on the calendar?

Guardrails

• Only use facts from the export and notes. Mark anything you inferred as "inferred".
• Do not change any CRM record. If the user wants updates, list them as suggested edits.
• Keep the tone coaching, not blaming. Gaps are questions for the rep, not verdicts.
• Do not paste the whole export into chat. Summaries only.

Deal review prep

Builds one page per deal for your weekly deal review: MEDDICC gaps, the real next step, risks, and the three questions to ask the rep. Deals with the biggest gaps rise to the top, so the meeting spends time where it matters.

Who it is for

Sales managers, founders running the forecast call, and reps who want to pressure-test their own commit deals. Works with HubSpot, Salesforce, or any CRM that exports CSV.

Example

Input: examples/opportunities.csv (three deals).

Output (out/deal-review-2026-11-04.md), summary row:

Then a page per deal with each element scored strong, weak, or missing, the evidence, and questions for the rep.

What it can access

• Reads data/ (plus the kit's own examples/), writes out/. No scripts, no network, no CRM writes.

Setup

None. Export your open opportunities to data/opportunities.csv and drop any call notes in data/notes/.