call-debrief

name	call-debrief
description	Post-call debrief. Captures notes, maps to qualification framework, flags gaps, drafts follow-up email. Use when: just got off a call, have call notes to process, need to capture discovery output, want to update qualification status, need a follow-up email, or want to update CRM notes. Triggers: debrief, call notes, just got off, post call, call recap, capture notes, what happened, update MEDDPICC, follow up email after call, notes from meeting, call summary, discovery notes, I just spoke with.
version	1.0.0
user-invocable	true

Call Debrief

⚠️ TIMING RULE: Do this immediately after the call. The best debrief is in the first 15 minutes. Memory degrades fast. Don't wait.

⚠️ DATE RULE: Check currentDate. Notes saved as YYYY-MM-DD-{type}-notes.md.

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STEP 0 — Confirm Context

Ask if not provided:

1. Which account + which contact(s) were on the call?
2. Call type: cold call / intro / discovery / follow-up / AE-led
3. How long did it last?
4. Do you have notes, or should I ask you questions to capture them?

If no notes → run the verbal download guide in Step 2.

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STEP 1 — Read Prior Context

Before capturing notes, read what we knew BEFORE the call:

1. accounts/{account}/account-brief.md → current qualification status
2. accounts/{account}/meetings/{last-brief}.md → what were we trying to learn?
3. accounts/{account}/discovery/ → any prior call notes

Why this matters: The debrief should highlight what CHANGED, not just what was said. Compare before vs. after — that's the signal.

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STEP 2 — Capture Notes (verbal download mode)

If seller is giving notes verbally, guide them through these in order:

Quick Context

• "What happened — in one sentence?"
• "Who spoke the most — them or you?"
• "What was the energy? Engaged / polite / skeptical / rushed?"

Pain Discovery (most important)

• "Did they describe any specific problem or frustration?"
• "What does the current process look like? What breaks?"
• "Did they use words like 'pain', 'frustration', 'annoying', 'broken'?"
• "What have they tried before? What didn't work?"

Qualification Elements

• "Did anyone mention budget, cost, or cost reduction?"
• "Who else needs to be involved in a decision like this?"
• "What criteria will they use to evaluate options?"
• "Is there a timeline or upcoming deadline?"
• "Is there someone internal who's clearly the champion?"
• "What else are they evaluating or already using?"

Momentum

• "Did they agree to a next step? What exactly?"
• "Was there a specific objection? How did it go?"
• "Any quote or thing they said that stood out?"

Objection coaching (AECR check — for every objection mentioned):

• "What was the exact objection?"
• "Did you acknowledge it before responding, or did you jump to the answer?"
• "What did you say back?"
• "How did they respond — did the objection go away, change, or stay?" Reference: references/discovery-frameworks.md Section 7 (AECR) for in-meeting objections.

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STEP 3 — Map to {{QUALIFICATION_FRAMEWORK}}

Map every piece of information to the qualification framework.

Default: MEDDPICC

Letter	Question	Status	Evidence from Call
M — Metrics	What numbers change?	✅/⬜/🚫	Direct quote preferred
E — Economic Buyer	Who approves budget?	✅/⬜/🚫	Name if known
D — Decision Criteria	How will they evaluate?	✅/⬜/🚫	Criteria mentioned
D — Decision Process	Steps to get to yes?	✅/⬜/🚫	Process described
P — Paper Process	Procurement/Legal/Security?	✅/⬜/🚫	Steps mentioned
I — Identified Pain	What specific pain?	✅/⬜/🚫	Quote from call
C — Champion	Who advocates internally?	✅/⬜/🚫	Name + evidence
C — Competition	What else evaluating or using?	✅/⬜/🚫	Competitor(s) named

Status key:

• ✅ Confirmed — we have evidence
• ⬜ Unknown — not yet discussed
• 🚫 Negative — confirmed blocked or won't happen

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STEP 3.5 — MEDDPICC Deal Health Score

Score each MEDDPICC element 0–5 based on evidence from THIS call and prior notes. Use only confirmed evidence. Never guess.

Element	0	1–2	3–4	5	Score
M — Metrics	Unknown	Mentioned vaguely	Quantified in their words	ROI calculated, agreed	/5
E — Economic Buyer	Unknown	Name known	Name + title + involved	Will be in next meeting	/5
D — Decision Criteria	Unknown	Informal list	Formal criteria shared	We map strongly to all	/5
D — Decision Process	Unknown	Steps described	Timeline confirmed	Milestone dates agreed	/5
P — Paper Process	Unknown	Acknowledged exists	Steps described	Timeline confirmed	/5
I — Identified Pain	Unknown	Surface symptom	Business impact confirmed	Personal impact + urgency	/5
C — Champion	Unknown	Ally identified	Actively helping us	Will broker EB access	/5
C — Competition	Unknown	Mentioned vaguely	Competitors named	Our position understood	/5

Composite Score: ___ / 40

Score interpretation:

• 0–15: Pre-qualification — do not advance stage
• 16–19: Early stage — priority: pain and champion
• 20–27: Active opportunity — work all elements
• 28–34: Strong deal — focus on EB + paper process
• 35–40: Close-ready — confirm final decision criteria

Red flag triggers (flag ANY of these immediately):

• Single-threaded (only 1 contact, no champion): ⚠️
• No compelling event (no external urgency driver): ⚠️
• Champion won't/can't broker EB access: ⚠️
• Decision criteria unknown after 2+ discovery calls: ⚠️
• Procurement/legal timeline unknown after verbal yes: ⚠️

Forecast category assignment:

• Commit (>90%): Score 35+/40 + next step confirmed + paper started
• Best Case (>60%): Score 28+/40 + champion active + EB identified
• Upside (<60%): Score 20+/40 + discovery complete + Why Anything ✅
• Not Forecast: Score < 20/40

Forecast Category for this deal: ___

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STEP 4 — 3 Whys Assessment

Why	Status	Evidence
Why Anything (cost of status quo)	✅/⬜
Why {{PRODUCT_NAME}} (capability match)	✅/⬜
Why Now (urgency driver)	✅/⬜

Analysis:

• All 3 ⬜ → Very early. Priority: establish pain first.
• Why Anything ✅, others ⬜ → Next meeting: Why {{PRODUCT_NAME}} and Why Now.
• All 3 ✅ → Strong discovery. Flag for AE to advance.
• Why Now ⬜ → Create urgency in follow-up: find an external event (launch date, fiscal year, competitor announcement).

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STEP 5 — CRM Update Notes

Output this block formatted for copy-paste into CRM (or sync via CRM MCP if configured):

CRM Call Log — {Date}
Call type: {Cold Call / Intro / Discovery / Follow-up}
Duration: {X min}
Attendees: {names + titles}

Summary:
[2-3 sentences: what happened, key finding, next step]

{{QUALIFICATION_FRAMEWORK}} Updates:
- I (Pain): [confirmed/updated to: ...]
- E (Economic Buyer): [identified as: ...]
- C (Champion): [identified as / not yet identified]
- Next Step: [what was agreed]

Stage Recommendation: {Research / Outreach / Engaged / Discovery / Meeting Booked / Qualified}

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STEP 6 — Save Call Notes

File path:

• Discovery/intro/follow-up call → accounts/{account}/discovery/{YYYY-MM-DD}-{type}-notes.md (types: cold-call, intro, discovery, follow-up)
• AE-led meeting → accounts/{account}/meetings/{YYYY-MM-DD}-meeting-summary.md

Call Notes File Structure

# Call Notes — {Company} — {Date}
**Type:** {Cold Call / Intro / Discovery / Follow-up}
**Duration:** {X min}
**Participants:** {Their names + titles} | {{SELLER_NAME}}{, {{AE_NAME}} if present}
**Energy:** {Engaged / Polite / Skeptical / Rushed}

---

**MEDDPICC Score:** ___ / 40 | **Forecast Category:** ___

## What Happened (1-paragraph summary)
[Raw summary before analysis]

## Key Quotes
1. "[Direct quote showing pain or buying signal]"
2. "[Direct quote showing objection or concern]"

## {{QUALIFICATION_FRAMEWORK}} Status (Updated)
[Full table from Step 3]

## 3 Whys Status
[Table from Step 4]

## Gaps to Fill (Next Meeting)
1. [Missing element] → Questions to ask: [...]
2. [Missing element] → Questions to ask: [...]

## Next Step Agreed
[Exactly what was agreed on the call — the literal commitment]

## Deal Health Assessment
- **MEDDPICC Score:** ___ / 40
- **Score trajectory:** ↑ Improving / → Flat / ↓ Declining vs. last call
- **Red flags:** [None / list any triggered]
- **Forecast category:** Commit / Best Case / Upside / Not Forecast
- **Key gap to close next:** [Top 1 element to fill]

## Objections Logged
| Type | Verbatim Quote | Stage | Response Used | Outcome |
|------|---------------|-------|--------------|---------|
| [Timing/Budget/Authority/Trust/Fit/Competition] | "[quote]" | [stage] | [response approach] | [result] |

Note: The "Objections Logged" section is required — it feeds the /objection-mining skill.

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STEP 7 — Draft Follow-up Email

Write this while context is hot. Send within 2 hours of the call.

Subject line options:

• "Following up: [specific topic discussed]"
• "Next steps from our conversation"
• "[Thing you promised to send]"

Body:

[Name],

Thanks for the time today.

To recap what we covered:
- [Key finding 1 — reference their exact words if they shared a pain]
- [Key finding 2 — what we agreed to explore]

[If you promised something: "As promised, here is [resource]."]

Based on [specific thing they said], the most relevant thing for your team is [specific capability or case study].

[Proof point in 1 sentence — MUST come from live search, not memory]:
"[Customer] solved [similar pain] and achieved [metric]." — [source URL]

Next step: [Exactly what was agreed]. I'll send a calendar invite for [time if agreed].

[If next step wasn't clear]: "Would [day/time] work for a [X min] call to go deeper on [specific topic]?"

{{SELLER_NAME}}

Rules:

• Send same day. Ideally within 2 hours.
• Reference at least 1 thing they said specifically (shows you listened)
• One ask only — don't stack multiple CTAs

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STEP 8 — Update account-brief.md

Edit accounts/{account}/account-brief.md:

1. {{QUALIFICATION_FRAMEWORK}} tracker → fill in newly confirmed elements (with date)
2. "Last Interaction" → today's date + one-sentence summary
3. "Stage" → update if it changed
4. "Key Contacts" → add any new names/titles/info
5. "Top Pain Signal" → update if a clearer pain emerged

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STEP 9 — Create CRM Task

Via {{CRM_SYSTEM}} MCP (if configured) or as a paste-ready block:

Create tasks for any commitments made on the call:

• Follow-up email (if not yet sent)
• Resources to send
• Next meeting to schedule
• Research needed for next interaction

Set: account name, due date, priority, assigned to ({{SELLER_NAME}} or {{AE_NAME}}).

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Quality Gates

• Notes saved with today's date in filename
• {{QUALIFICATION_FRAMEWORK}} table filled with call evidence
• 3 Whys assessed (all 3 rows)
• At least 1 direct quote captured
• Next step documented (or flagged as missing with recovery plan)
• "## Objections Logged" section present in call notes file
• Follow-up email drafted and sent (or scheduled same day)
• account-brief.md updated (qualification status + last interaction)
• CRM log notes drafted (paste-ready or synced)
• CRM task created for any commitments made on call
• MEDDPICC deal score calculated (0–40) and recorded in call notes header
• Red flags explicitly surfaced to seller (or "None" confirmed)