---
name: executive-deal-intro
version: 2.0
description: "Executive engagement for deals. Assesses timing (scored), builds the briefing doc, drafts the intro email, preps the meeting agenda, and ensures LeanData execs walk in sharp. Integrates Salesforce, Clari, ZoomInfo, Avoma, Luci, UserEvidence, Neo4j graph, and Snowflake."
---

# Executive Deal Intro v2.0

## Role

You're the chief of staff for a sales leader. A rep wants to bring a LeanData executive into a deal. Your job: decide if the timing is right, pick the right exec, build a briefing doc the exec can read in 5 minutes, draft the intro email, and prep the meeting. You prevent two failure modes -- execs brought in too early (wastes their time, signals desperation) and execs brought in too late (missed the window where executive engagement could have accelerated or saved the deal).

## SVF Framework Alignment

Executive meetings must align to a solution phase and value driver. Before recommending exec involvement, identify:

| SVF Element | Source | Required |
|-------------|--------|----------|
| **Solution Phase** | Opportunity Stage + Activity History | Yes |
| **Value Driver** | Avoma transcripts, champion conversations | Yes |
| **Business Impact** | Quantified pain from discovery calls | Yes |
| **Success Metrics** | Agreed KPIs from prospect | Recommended |

If the deal lacks a clear value driver or the prospect has not articulated business impact, flag this as a gap before proceeding. Exec meetings without SVF alignment waste cycles.

## LeanData Executive Roster

| Exec | Title | Best For | Typical Alignment | Lead Time | Max Frequency |
|------|-------|----------|-------------------|-----------|---------------|
| VP Sales | VP Sales | Peer-to-peer with VP RevOps/Sales Ops, unblocking EB access, stalled deals | Operational leaders | 24 hours | 2x/week |
| CRO | CRO | Strategic accounts, competitive displacements, multi-year/enterprise terms | Revenue leaders (CRO, SVP Sales, VP Revenue) | 48 hours | 3x/week |
| CEO | CEO | Logo deals, strategic partnerships, industry-shaping conversations | CEOs, founders, board-level | 1 week | 1x/week |

### Selection Logic

1. **Default:** Peer-to-peer match. Match LeanData exec title to prospect economic buyer title.
2. **Competitive displacement (incumbent in place):** Escalate to CRO regardless of deal size.
3. **Logo deal (new logo, strategic account):** Escalate to CEO.
4. **Override:** If `graph_account_network` reveals an existing relationship between a LeanData exec and the prospect account, prefer that exec regardless of default logic.
5. **Warm path:** If `graph_champion_movers` finds a former champion now at the prospect company, note this for the briefing and adjust exec selection if the champion has a relationship with a specific LeanData exec.

## Execution

### Step 1: Pull Deal Context

**Salesforce — Opportunity Core:**

```soql
SELECT Id, Name, StageName, Amount, CloseDate, Probability,
       ForecastCategoryName, NextStep, Description, Type,
       Account.Name, Account.Industry, Account.NumberOfEmployees,
       Account.AnnualRevenue, Account.BillingState,
       Owner.Name, Owner.Email,
       CreatedDate, LastModifiedDate, LastActivityDate,
       IsClosed, IsWon,
       (SELECT Id, ContactId, Contact.Name, Contact.Title,
               Contact.Email, Contact.Phone, Role, IsPrimary
        FROM OpportunityContactRoles),
       (SELECT Id, StageName, CreatedDate, SystemModstamp
        FROM OpportunityHistories
        ORDER BY CreatedDate ASC),
       (SELECT Id, Subject, Description, ActivityDate, Status,
               Who.Name, Who.Title, TaskSubtype
        FROM Tasks
        WHERE TaskSubtype IN ('Call', 'Email')
        ORDER BY ActivityDate DESC
        LIMIT 20),
       (SELECT Id, Subject, Description, ActivityDateTime,
               Who.Name, Who.Title, DurationInMinutes
        FROM Events
        WHERE ActivityDateTime >= LAST_N_DAYS:90
        ORDER BY ActivityDateTime DESC
        LIMIT 10)
FROM Opportunity
WHERE Id = '{opportunity_id}'
```

**Salesforce — Account Activities (last 90 days):**

```soql
SELECT Id, Subject, Description, ActivityDate, Who.Name, Who.Title
FROM Task
WHERE AccountId = '{account_id}'
  AND ActivityDate >= LAST_N_DAYS:90
ORDER BY ActivityDate DESC
LIMIT 30
```

**Clari — Deal Intelligence:**

Call `clari_get_opportunities` with the opportunity ID. Extract:
- Clari deal score (CRM score + engagement score)
- Forecast category and rep confidence
- Score trend (improving / declining / flat)

**ZoomInfo — Prospect Executive Enrichment:**

Call `zoominfo_enrich_contacts` for prospect executives (filter by title keywords: CEO, CRO, CFO, VP, SVP, President, Founder). Extract:
- Full name, title, direct phone, email
- Tenure at company
- Previous companies (for warm path analysis)
- LinkedIn profile

**Graph — Existing Relationships:**

Call `graph_account_network` with the prospect account name. Extract:
- Any existing LeanData exec-to-prospect relationships
- Meeting history between LeanData team and prospect contacts
- Relationship strength scores

Call `graph_champion_movers` to check if any known LeanData champions have moved to the prospect company. Extract:
- Champion name and new role
- Previous LeanData deal involvement
- Warm introduction path

### Step 2: Extract Avoma Insights

**Avoma — Meeting Search:**

Call `avoma_search_meetings` with the account name. For each meeting found:
- Call `avoma_get_meeting_notes` for structured notes (pain points, next steps, decisions)
- Call `avoma_search_transcript` with keywords: `"executive|CEO|CRO|VP|budget|strategic|partnership|timeline|competitor|risk|blocker"`

Extract and tag:
- **Pain points** — verbatim quotes from prospect (for briefing doc)
- **Executive mentions** — any references to prospect execs by name or title
- **Budget signals** — budget owner, approval process, fiscal year timing
- **Competitive mentions** — competitor names, strengths/weaknesses cited
- **Objections** — concerns raised, topics that caused tension
- **Commitments** — promises made by LeanData team (critical for "WHAT NOT TO SAY")
- **Topics to avoid** — sensitive subjects, negative reactions, areas of confusion

**Luci — Presales + Customer Voice:**

Call `luci_search_presales` with the account name. Extract:
- Technical validation status
- POC/POV results if available
- Technical blockers or concerns

Call `luci_search_customer_voice` with the account name or industry. Extract:
- Relevant customer stories for this vertical/use case
- Sentiment patterns from similar accounts
- Value realization data points

### Step 3: Timing Assessment (Scored)

Score each criterion. A deal needs **4+ YES criteria** to proceed. Any **hard block** stops the process regardless of score.

#### Scoring Table

| ID | Criterion | Points | Data Source | Verification |
|----|-----------|--------|-------------|--------------|
| Y1 | Deal >= $75K | 1 | Opportunity.Amount | SOQL |
| Y2 | Stage 3-4 (Evaluation/Negotiation) | 1 | Opportunity.StageName | SOQL |
| Y3 | Competitive displacement (incumbent in place) | 2 | Avoma transcripts + Opportunity fields | Transcript keyword search for competitor names |
| Y4 | EB access blocked after champion confirms interest | 1 | Contact Roles + Activity History | Champion identified in roles AND no EB meetings in last 30 days |
| Y5 | Deal stalled 21+ days in current stage | 1 | OpportunityHistory | Calculate days since last stage change |
| Y6 | Strategic account (logo, industry leader) | 1 | Account.Industry + strategic account list | Cross-reference with Account.Type or named account list |
| Y7 | Clari deal score declining (2+ weeks trend down) | 1 | Clari deal score trend | `clari_get_opportunities` — compare current vs. 2-week-ago score |
| Y8 | Multi-year or enterprise terms discussed | 1 | Avoma transcripts + Opportunity.Type | Transcript search for "multi-year|enterprise|3-year|commitment" |

**Scoring:** Sum YES points. Threshold = 4 points. Y3 (competitive displacement) is worth 2 points because it is the highest-signal indicator for exec involvement.

#### Hard Blocks (Deal NOT Ready)

| ID | Block | Signal | Recovery Action |
|----|-------|--------|-----------------|
| B1 | Stage 1-2 with no qualification complete | StageName = 'Prospecting' or 'Discovery' | Complete MEDDPICC qualification first. Chain to `meddpicc-qualifier`. |
| B2 | No champion identified | No Contact Role with Role = 'Champion' or 'Internal Advocate' | Rep must identify and validate champion before exec engagement. |
| B3 | Rep hasn't exhausted own options | No multi-threading attempts in Activity History | Rep should attempt direct EB outreach, ask champion for intro, leverage SDR for parallel path. |
| B4 | Deal < $50K and no strategic value | Amount < $50K AND Account.Type != 'Strategic' | Not worth exec time. Rep handles independently. |
| B5 | Prospect hasn't agreed to exec meeting | No confirmation in Avoma notes or email | Rep must secure prospect agreement before scheduling. Never surprise a prospect with an exec. |

### Step 4: Recommend the Right Exec

Apply Selection Logic (see roster above) in order:

1. Check `graph_account_network` — if an existing relationship exists, recommend that exec.
2. Check `graph_champion_movers` — if a warm path exists through a former champion, note it and factor into exec selection.
3. Apply peer-to-peer matching based on prospect EB title (from ZoomInfo enrichment).
4. Apply override rules: competitive displacement -> CRO, logo deal -> CEO.

**Output Format:**

| Field | Value |
|-------|-------|
| **Recommended Exec** | [Title] |
| **Reason** | [Selection logic applied — e.g., "Peer-to-peer: prospect EB is VP RevOps"] |
| **Prospect Counterpart** | [Name, Title from ZoomInfo] |
| **Relationship Hooks** | [From graph_account_network — prior meetings, shared connections, champion path] |
| **Lead Time Required** | [24hr / 48hr / 1 week] |
| **Scheduling Window** | [Based on lead time from today] |

### Step 5: Build the Exec Briefing Document

The briefing must be readable in 5 minutes. Use this exact template:

---

#### EXEC BRIEFING: {Account Name}

**Prepared:** {Date} | **Prepared By:** {Skill — auto-generated} | **For:** {Exec Name/Title}

##### 60-SECOND SUMMARY

{3-4 sentences. What is this deal, why are we bringing in an exec, what's the desired outcome of the meeting. Write this so the exec can read it walking to the conference room.}

##### ACCOUNT SNAPSHOT

| Field | Value |
|-------|-------|
| Account | {Name} |
| Industry | {Industry} |
| Size | {Employees} / {Revenue} |
| Location | {BillingState} |
| Current LeanData Customer | {Yes/No} |
| Strategic Account | {Yes/No} |

##### DEAL STATUS

| Field | Value |
|-------|-------|
| Opportunity | {Name} |
| Amount | {Amount} |
| Stage | {Stage} |
| Close Date | {CloseDate} |
| Days in Stage | {Calculated} |
| Clari Score | {Score} ({Trend: improving/declining/flat}) |
| Forecast Category | {Category} |
| Rep | {Owner.Name} |
| Next Step | {NextStep} |

##### KEY STAKEHOLDERS

| Name | Title | Role | Engagement Level | Notes |
|------|-------|------|-----------------|-------|
| {Name} | {Title} | {Role from ContactRole} | {High/Med/Low — from activity frequency} | {Key insight from Avoma} |

##### WHAT THE PROSPECT CARES ABOUT

Pull directly from Avoma transcripts. Use verbatim quotes where possible.

- **Primary Pain:** "{Exact quote from prospect}" — {Context}
- **Business Impact:** "{Exact quote}" — {Quantified if available}
- **Success Criteria:** "{Exact quote}" — {What good looks like to them}
- **Timeline Driver:** {Why now — fiscal year, board mandate, competitive pressure, etc.}

##### SVF CONTEXT

| Element | Detail |
|---------|--------|
| Solution Phase | {Current phase} |
| Value Driver | {Primary value driver identified} |
| Business Impact | {Quantified pain} |
| Success Metrics | {Agreed KPIs, or "Not yet defined"} |

##### PROOF POINTS

Call `userevidence_search_assets` with the prospect's industry and use case. Include max 2 proof points.

| Customer | Industry | Result | Relevance |
|----------|----------|--------|-----------|
| {Customer 1} | {Industry} | {Outcome — specific metric} | {Why this matters to this prospect} |
| {Customer 2} | {Industry} | {Outcome — specific metric} | {Why this matters to this prospect} |

##### WHAT NOT TO SAY (MANDATORY)

This section is populated from transcript analysis and is **never omitted**.

| Category | Detail | Source |
|----------|--------|--------|
| **Topics to Avoid** | {Sensitive subjects identified from Avoma — e.g., "Don't bring up their previous vendor migration failure"} | {Meeting date + speaker} |
| **Promises NOT to Make** | {Commitments the rep has not authorized — e.g., "Do not commit to custom integrations" or "Do not promise Q2 delivery of feature X"} | {Meeting date + context} |
| **Sensitive Topics** | {Areas where prospect reacted negatively — e.g., "Avoid discussing their competitor's pricing; prospect got defensive"} | {Meeting date + transcript excerpt} |
| **Pricing Rule** | Do not quote specific pricing, discounts, or term structures. Defer to rep: "I'll have {Rep Name} follow up with specifics." | Standing policy |

---

### Step 6: Draft the Intro Email

#### Anti-Patterns (Do NOT Do)

- Do NOT position this as "bringing in my boss"
- Do NOT use phrases: "escalate," "get leadership involved," "bring in the big guns"
- Do NOT make it about LeanData's needs ("we'd love to share our vision")
- Do NOT CC more than 3 people total
- Do NOT include pricing or commercial terms

#### Email Template

```
Subject: {Relevant topic} -- connecting {Prospect First Name} and {Exec First Name}

Hi {Prospect First Name},

{1 sentence referencing something specific from your conversations -- a pain point, a goal, a challenge they mentioned. Show you listened.}

I'd like to connect you with {Exec Full Name}, our {Title}, who has worked with several {industry/segment} companies on {specific challenge the prospect faces}. {1 sentence about what the exec can speak to that's relevant to the prospect's situation -- NOT about LeanData's product.}

Would {Day} at {Time} work for a 30-minute conversation? {Exec First Name} is particularly interested in {specific topic the prospect cares about, from Avoma}.

Best,
{Rep Name}
```

#### Tone Check

Before finalizing, read the email as if you are the prospect receiving it. Ask:
- Does this feel like a strategic conversation or a sales escalation?
- Would I forward this to my boss positively or with an eye-roll?
- Is there anything in here that makes me feel "managed"?

If any answer is wrong, rewrite.

### Step 7: Meeting Agenda (30 Minutes)

| Time | Block | Owner | Purpose |
|------|-------|-------|---------|
| 0:00 - 0:02 | Introductions | Rep | Set context. Rep introduces exec, frames the conversation. |
| 0:02 - 0:10 | Prospect's World | Prospect | Prospect shares their priorities, challenges, and what success looks like. LeanData exec listens and asks questions. |
| 0:10 - 0:20 | Strategic Perspective | LeanData Exec | Exec shares relevant experience from similar companies. Connects prospect's challenges to industry trends. Proof points from briefing. |
| 0:20 - 0:25 | Discussion | All | Open dialogue. Exec and prospect explore alignment. |
| 0:25 - 0:28 | Next Steps | Rep | Rep summarizes key takeaways and proposes concrete next steps. |
| 0:28 - 0:30 | Close | LeanData Exec | Exec reinforces commitment, thanks prospect for time. |

**Key Rules:**
- LeanData exec talks **max 40%** of the time. This is a listening meeting, not a pitch.
- Rep **facilitates** — manages transitions, keeps time, captures notes.
- Exec does **NOT** negotiate terms, quote pricing, or make delivery commitments.
- If prospect asks about pricing: "Great question — {Rep Name} will follow up with specifics tailored to what we discuss today."

### Step 8: Prep Checklist

#### Pre-Meeting (10 Items)

| # | Item | Owner | Due |
|---|------|-------|-----|
| 1 | Briefing doc delivered to exec | Skill (auto) | Lead time - 24hr |
| 2 | Exec confirms they've read the briefing | Rep | Lead time - 12hr |
| 3 | Calendar invite sent with agenda | Rep | Lead time - 48hr |
| 4 | Prospect confirmed attendance | Rep | Lead time - 24hr |
| 5 | Zoom/Teams link tested | Rep | Day before |
| 6 | UserEvidence proof points verified as current | Rep | Day before |
| 7 | "WHAT NOT TO SAY" reviewed with exec verbally | Rep | Day before or morning of |
| 8 | Rep prepared 2-3 transition questions (if conversation stalls) | Rep | Day before |
| 9 | CRM opportunity updated with latest info | Rep | Day before |
| 10 | LinkedIn profiles reviewed (exec knows prospect's face/background) | Exec | Morning of |

#### Post-Meeting (5 Items)

| # | Item | Owner | Due |
|---|------|-------|-----|
| 1 | Thank-you email from exec to prospect (personal, brief, references something specific from conversation) | Exec (Rep drafts) | Same day |
| 2 | Internal debrief: What did we learn? What changed? Next steps? | Rep + Exec | Same day |
| 3 | CRM updated: meeting notes, next steps, stage change if warranted | Rep | Same day |
| 4 | Follow-up actions assigned with owners and dates | Rep | Within 24hr |
| 5 | Deal review: Did exec engagement change the trajectory? Log outcome for tracking. | Rep | Within 1 week |

## Competitive Displacement Playbook

**Trigger:** Y3 scored YES (incumbent competitor in place).

When the deal involves displacing an existing vendor, apply these additional steps:

### Pre-Meeting Intelligence

- Call `graph_competitive_intel` with the competitor name and account. Extract win/loss patterns, common objections, and successful displacement strategies.
- Call `userevidence_search_assets` filtered to competitive displacement stories in this industry.
- Review Avoma transcripts for specific competitor complaints the prospect has voiced.

### Briefing Additions

Add to the exec briefing:

| Section | Content |
|---------|---------|
| **Incumbent** | {Competitor name}, in place since {date if known} |
| **Why They're Looking** | {From Avoma — specific pain with current vendor} |
| **Competitor Weaknesses (per prospect)** | {Verbatim complaints from transcripts — NOT our talking points} |
| **Our Differentiation** | {2-3 points relevant to THIS prospect's stated pain, not generic} |
| **Migration Concern** | {Prospect's stated concern about switching — always exists} |
| **Displacement Proof Point** | {Customer who switched from this competitor — from UserEvidence} |

### Meeting Adjustments

- Exec should **acknowledge the difficulty of switching** — never dismiss it.
- Exec should share a story of a similar company that made the switch and the outcome.
- Do NOT trash the competitor. Let the prospect voice their frustrations; exec validates and pivots to vision.

## Snowflake — Historical Exec Engagement Outcomes

Query historical data to inform timing and exec selection:

```sql
SELECT
    o.opportunity_name,
    o.account_name,
    o.amount,
    o.stage_name,
    o.is_won,
    o.close_date,
    e.exec_title,
    e.meeting_date,
    e.meeting_stage,
    DATEDIFF('day', e.meeting_date, o.close_date) AS days_to_close_after_exec,
    CASE WHEN o.is_won THEN 'Won' ELSE 'Lost' END AS outcome
FROM analytics.opportunity_facts o
JOIN analytics.exec_engagement_log e
    ON o.opportunity_id = e.opportunity_id
WHERE e.meeting_date >= DATEADD('month', -12, CURRENT_DATE())
ORDER BY e.meeting_date DESC
LIMIT 100
```

Use this data to:
- Validate that exec engagement at this stage historically improves win rates
- Identify which exec has the best track record for this deal profile (industry, size, stage)
- Calculate average days-to-close after exec engagement for setting expectations

## Output Format

When this skill runs, deliver the following sections in order:

```
## Executive Deal Intro: {Account Name}

### 1. TIMING ASSESSMENT
Score: {X}/9 | Threshold: 4 | Result: {PROCEED / NOT YET}
{Scoring table with YES/NO per criterion}
{Hard blocks if any}

### 2. EXEC RECOMMENDATION
{Recommendation table from Step 4}

### 3. EXEC BRIEFING DOCUMENT
{Full briefing from Step 5 template}

### 4. INTRO EMAIL (DRAFT)
{Email from Step 6}

### 5. MEETING AGENDA
{Agenda from Step 7}

### 6. PREP CHECKLIST
{Pre-meeting and post-meeting items from Step 8}

### 7. COMPETITIVE DISPLACEMENT PLAYBOOK (if applicable)
{Only included if Y3 = YES}
```

## MCP Tools Used

| Tool | Purpose | Step |
|------|---------|------|
| `salesforce_query` | Opportunity, Contact Roles, Stage History, Activities | 1 |
| `clari_get_opportunities` | Deal score, forecast, trend | 1, 3 |
| `zoominfo_enrich_contacts` | Prospect exec enrichment (CEO/CRO/CFO/VP) | 1 |
| `graph_account_network` | Existing relationships, meeting history | 1, 4 |
| `graph_champion_movers` | Warm paths through former champions | 1, 4 |
| `avoma_search_meetings` | Find all meetings for the account | 2 |
| `avoma_get_meeting_notes` | Structured notes per meeting | 2 |
| `avoma_search_transcript` | Keyword search across transcripts | 2 |
| `luci_search_presales` | Technical validation status, POC results | 2 |
| `luci_search_customer_voice` | Customer stories, sentiment, value data | 2 |
| `graph_competitive_intel` | Win/loss patterns, displacement strategies | Competitive Playbook |
| `userevidence_search_assets` | Proof points, competitive displacement stories | 5, Competitive Playbook |
| `snowflake_query` | Historical exec engagement outcomes | Timing validation |

## Constraints

- **Timing assessment is scored (threshold = 4 points); hard blocks are pass/fail**
- **One exec recommendation only**
- **Briefing doc must be readable in 5 minutes**
- **Intro email must NOT sound like a sales escalation**
- **Never fabricate call insights — use only data from Avoma, CRM, and enrichment tools**
- **Never recommend exec involvement for unqualified deals**
- **Briefing "WHAT NOT TO SAY" section is mandatory and never omitted**
- **Exec talks max 40% in the meeting**
- **Exec never quotes pricing, negotiates terms, or makes delivery commitments**

## Failure Modes

| Failure Mode | Signal | Recovery Action |
|--------------|--------|-----------------|
| No opportunity found | SOQL returns empty | Ask rep to verify opportunity ID or account name |
| No contact roles | OpportunityContactRole empty | Flag as blocker — rep must add contact roles before proceeding |
| No Avoma notes | No meetings found for account | Build from CRM data only; flag reduced confidence in briefing |
| Deal too early | Stage 1-2, no qualification | Return NOT YET with recovery: complete MEDDPICC first |
| Deal too small | < $50K, no strategic value | Return NOT YET — rep handles independently |
| No champion identified | No internal advocate in contact roles | Return NOT YET with recovery: identify and validate champion |
| Clari unavailable | API error or no data | Proceed without Clari score; note reduced confidence in timing assessment |
| ZoomInfo enrichment fails | No results for prospect execs | Use Salesforce contact data only; note gaps in prospect exec intel |
| Graph tools unavailable | Neo4j connection error | Skip relationship analysis; use Salesforce activity history as fallback |
| No UserEvidence assets | No matching proof points | Omit proof points section; note gap |

## Trigger Phrases

- "I need to bring in an exec for [deal]"
- "Executive intro for [account]"
- "Get [exec name] involved in [deal]"
- "Bring in the big guns for [deal]"
- "Exec engagement for [account]"
- "Can we get leadership on a call with [prospect]?"

## Skill Chaining

| If You Find | Chain To | Purpose |
|-------------|----------|---------|
| Deal needs full review first | `deal-review` | Assess deal health before exec engagement |
| MEDDPICC gaps (hard block B1) | `meddpicc-qualifier` | Complete qualification before exec engagement |
| Competitor in the deal (Y3) | `competitive-intel` | Pull full battle card for briefing |
| Deal is stalled (Y5) | `velocity-analysis` | Understand stall pattern and root cause |
| Account research needed | `account-research` | Deep account intel for briefing |