--- name: deal-execution description: Accelerate deal velocity and close rates through proposal generation, CPQ, contract management, objection handling, and mutual action plans. Use when creating proposals, generating quotes, managing contracts, overcoming objections, building mutual action plans, handling competitive displacement, or managing closing urgency and discounts. Triggers on phrases like "create proposal", "generate quote", "send contract", "handle objection", "competitive battlecard", "mutual action plan", "MAP", "closing strategy", "discount approval", "negotiation tactics". --- # Deal Execution & Closing Accelerate deal velocity through intelligent automation of proposals, quotes, contracts, objection handling, and closing processes. ## Deal Execution Workflow ### Phase 1: Automated Proposal Generation 1. **Select proposal template** based on deal type: - New logo acquisition - Expansion / upsell - Competitive displacement - Renewal with add-ons - Professional services engagement 2. **Auto-populate from CRM data**: - Company details, logo, executive contacts - Pain points identified in discovery - Current state vs. desired state - Decision criteria and success metrics 3. **AI generates customized proposal**: ```markdown Proposal Structure: ├─ Executive Summary (AI-written, references prospect's specific challenges) ├─ Current State Assessment (from discovery call notes) ├─ Proposed Solution │ ├─ Scope of work / features included │ ├─ Implementation timeline │ └─ Success metrics and KPIs ├─ Pricing & ROI │ ├─ Pricing table (products, quantities, terms) │ ├─ ROI calculation (with prospect's data) │ └─ Payment terms and options ├─ Proof Points │ ├─ 2-3 relevant case studies (same industry/size) │ ├─ Customer testimonials │ └─ Third-party validation (Gartner, G2) ├─ About Us │ ├─ Company overview │ └─ Implementation approach └─ Next Steps (sign here, onboarding kickoff) ``` 4. **Proposal tracking and engagement**: - Track: views, time spent per page, shares with internal stakeholders - Alert rep when proposal is viewed or shared externally - Auto-reminder if not viewed within 48 hours - A/B test proposal formats to optimize conversion ### Phase 2: Quote & CPQ Automation 1. **Product selection and pricing calculation**: - Select products/services from catalog - Auto-calculate: list price, volume discounts, term discounts, promotions - Apply territory-specific pricing rules - Calculate taxes, shipping, setup fees 2. **Approval workflow** (based on discount thresholds): ``` Discount Approval Matrix: ├─ 0-10% discount → Auto-approved ├─ 11-20% discount → Manager approval ├─ 21-30% discount → VP Sales approval ├─ 31-40% discount → CRO + CFO approval └─ >40% discount → CEO approval + strategic justification ``` 3. **Quote generation and delivery**: - Generate professional quote PDF with branding - Include validity period (typically 30 days) - E-signature option for instant acceptance - Track: sent, viewed, downloaded, shared, accepted, countered 4. **Re-quote and revision tracking**: - Log each revision with changes highlighted - Track revision-to-close correlation - Flag deals requiring >3 revisions for coaching ### Phase 3: Contract Generation & E-Signature 1. **Auto-generate contract from accepted quote**: - Pre-fill: parties, contacts, products, pricing, terms - Insert appropriate legal clauses (data security, SLA, liability) - Apply industry-specific terms (HIPAA, SOC 2, GDPR addendums) - Include termination, renewal, escalation clauses 2. **Internal review routing** (if required): - Legal review for non-standard terms - Finance review for payment terms exceptions - Security review for custom SLAs - Parallel routing to minimize delay 3. **Customer e-signature**: - Route via DocuSign / Adobe Sign - Track: sent, opened, in-progress, completed - Auto-reminders at 48 hours and 72 hours - Negotiation mode for redline changes 4. **Post-execution triggers**: - Store signed contract in repository - Trigger onboarding/provisioning workflow - Create renewal reminder (120 days before expiration) - Update CRM deal to "Closed-Won" with all metadata ### Phase 4: Objection Handling 1. **Objection detection** (from emails, calls, chat): - Real-time detection via conversation intelligence - Surface relevant responses from knowledge base 2. **Common objection frameworks**: ```markdown ### "Too Expensive" Response framework: - Acknowledge: "I understand budget is a factor" - Reframe to value: "Let's look at the ROI — customers typically see X payback in Y months" - Provide proof: Case study showing 3x ROI - Options: Payment plan, phased implementation, pilot program - Concession: "What budget range were you thinking?" ### "We're Happy with Current Vendor" Response framework: - Validate: "That's great — it means you've invested in a solution" - Uncover: "What's one thing you wish they did better?" - Differentiate: "Here's where we're different on [key criteria]" - Switching incentive: Migration support, data export assistance, pilot option ### "Not the Right Time" Response framework: - Acknowledge timing: "Totally understand — when WOULD be the right time?" - Cost of waiting: "What's the cost of the current problem persisting 6 more months?" - Soft commitment: "Can we do a quick assessment now and revisit in Q3?" - Stay top of mind: Monthly check-in, relevant content sharing ### "Need to Think About It" Response framework: - Clarify: "What specifically are you thinking through?" - Separate concerns: "Is this about the solution, the timing, or something else?" - Provide decision framework: "What criteria will you use to decide?" - Set next step: "Let's schedule a follow-up for Friday to discuss your thoughts" ### "Send It to Legal / Procurement" Response framework: - Validate: "Of course — standard process" - Expedite: "Can you share who we should connect with?" - Prepare them: "I'll send a one-pager to make their review easier" - Timeline: "What's your typical review timeline?" ``` 3. **Objection library management**: - Continuously updated from win/loss data - Tagged by: deal stage, industry, competitor, product - Track which responses lead to deal advancement - Reps can submit new objections and responses ### Phase 5: Mutual Action Plan (MAP) 1. **Create shared action plan** post-discovery: ```markdown ## Mutual Action Plan: Acme Corp **Deal Owner**: Jane Smith, VP Ops **Deal Value**: $185,000 **Target Close Date**: March 31, 2025 | # | Milestone | Owner | Side | Target Date | Status | |---|-----------|-------|------|-------------|--------| | 1 | Discovery complete | Rep + Jane | Both | Feb 5 | ✅ Done | | 2 | Technical demo | SE + IT Team | Both | Feb 12 | ✅ Done | | 3 | Security review | Legal | Buyer | Feb 19 | 🔄 In Progress | | 4 | ROI validation | Rep | Seller | Feb 19 | 🔄 In Progress | | 5 | CFO alignment call | Jane | Buyer | Feb 26 | ⏳ Pending | | 6 | Proposal review | Jane + Rep | Both | Mar 5 | ⏳ Pending | | 7 | Contract negotiation | Legal | Both | Mar 12 | ⏳ Pending | | 8 | Executive sign-off | CEO | Buyer | Mar 20 | ⏳ Pending | | 9 | Contract signed | Jane | Buyer | Mar 31 | ⏳ Pending | |10 | Kickoff meeting | Rep + Jane | Both | Apr 3 | ⏳ Pending | ``` 2. **MAP management**: - Shared view accessible by both parties - Auto-reminders for upcoming/overdue milestones - Status updates trigger forecast adjustments - Escalate to manager if 2+ milestones at risk - Celebrate milestones with prospect (builds relationship) ### Phase 6: Competitive Displacement 1. **Identify incumbent**: - From discovery call or research - Cross-reference with technographic data 2. **Pull competitor battlecard**: - Strengths and weaknesses - Pricing comparison - Feature gaps - Common customer complaints - Switching cost assessment 3. **Displacement strategy**: - Lead with differentiated strengths (not competitor's weakness) - Offer migration support / data export assistance - Position as lower risk with pilot/trial option - Share customer defection stories - Provide ROI comparison ### Phase 7: Closing Urgency & Discount Management 1. **Urgency tactics** (escalate appropriately): - Time-limited pricing: "Annual prepay discount if signed by month-end" - Bonus services: "Free implementation support if started this quarter" - Price increase notice: "Rates increasing 10% next quarter" - Capacity limits: "Only 2 implementation slots remaining this quarter" 2. **Discount management**: - Calculate max allowable discount based on deal economics - Track discount-to-close correlation - Tie discounts to concessions (case study, reference, longer term) - Flag "discount given but deal didn't close" for learning - Prefer non-discount urgency when possible ## Templates & Frameworks ### Proposal Tracking Scorecard ```markdown ## Proposal Performance Tracker ### Proposal Metrics | Metric | Current | Target | |--------|---------|--------| | Avg. time to create | 2.5 hrs | <1 hr | | Proposal view rate | 78% | >85% | | Avg. time spent viewing | 6 min | >8 min | | Proposals shared internally | 34% | >40% | | Win rate after proposal sent | 32% | >40% | | Avg. revisions per deal | 2.3 | <2.0 | ### Top-Performing Proposal Elements 1. ROI calculator included (42% win rate) 2. Custom executive summary (38% win rate) 3. Case study from same vertical (36% win rate) 4. Video walkthrough included (35% win rate) ``` ### Negotiation Playbook ```markdown ## Negotiation Framework — BATNA Approach ### Before Negotiation 1. Define your BATNA (Best Alternative to a Negotiated Agreement) 2. Identify their likely BATNA 3. Determine your walk-away point 4. Map concessions you can make (ranked by cost) 5. Identify what they value most (non-price terms) ### During Negotiation 1. Listen first — understand their priorities 2. Anchor high (but credible) 3. Make concessions only in exchange for something 4. Use "If...then..." framing: "If we can do X, then would you be able to Y?" 5. Take it to higher authority for major concessions 6. Never concede without getting something back ### Concession Trading Matrix | We Give | We Get In Return | |---------|-----------------| | 10% discount | Annual prepay + case study | | Extended payment terms | Reference customer access | | Free training | Longer contract term | | Additional user seats | Faster decision timeline | ``` ## Integration Points ### Proposal & CPQ Tools - **PandaDoc**: Proposal generation, e-signature, tracking analytics - **Proposify**: Dynamic proposals with content modules, A/B testing - **Salesforce CPQ / DealHub**: Integrated quote-to-cash with complex pricing - **DocuSign**: E-signature with workflow automation and tracking ### Contract Management - **Ironclad**: Contract lifecycle management, AI review, negotiation - **Agiloft**: CLM with template management and compliance - **ContractPad**: Simplified contract creation and management - **DocuSign CLM**: End-to-end contract lifecycle ### Pricing & Revenue Management - **Vendavo**: Price optimization, margin management - **Pricefx**: CPQ with AI-driven pricing recommendations - **Reveal (formerly Zilliant)**: Dynamic pricing and promotions ### Conversation Intelligence (Objection Detection) - **Gong.io**: Real-time objection detection and response suggestions - **Chorus**: Keyword-based objection tracking - **SalesGPT / custom LLM**: Real-time conversation coaching ## Edge Cases ### Enterprise/Government Deals - **RFP/RFQ process**: Map proposal to RFP requirements; track compliance matrix; include required forms and certifications - **Multiple evaluation rounds**: Track criteria weighting; prepare for each round separately; debrief after each round - **Procurement involvement**: Prepare procurement one-pager; pre-brief on value; involve early rather than late - **Long sales cycles (6-18 months)**: Maintain MAP visibility; quarterly executive reviews; regular value reinforcement ### International Deals - **Multi-currency pricing**: Auto-convert with real-time FX rates; lock in rate at quote time - **Localization**: Translate proposal; adjust legal terms per jurisdiction; comply with local regulations - **Payment terms by region**: Net 30 (US) vs. Net 60 (EU) vs. Letter of Credit (EMEA) - **Tax considerations**: VAT, GST, withholding tax by country ### Complex Pricing Models - **Usage-based / consumption**: Model projected usage; include caps and overage rates; set auto-rollover alerts - **Tiered pricing**: Clarify tier boundaries; auto-calculate at each tier; show savings at higher tiers - **Marketplace revenue share**: Model both sides; include minimum guarantees; track take-rate assumptions - **Custom enterprise pricing**: Require executive approval; document justification; ensure margin compliance ### Contract Exceptions - **Non-standard terms**: Flag for legal review within 24 hours; track approval SLA; escalate if delayed - **Redline negotiation**: Track changes; compare to template baseline; flag high-risk clauses - **Master + PO structure**: Establish MSA first; automate PO processing; track PO-to-target utilization - **Auto-renewal management**: Send renewal notice 120 days prior; track renewal pricing; flag at-risk renewals ## Output Dashboards ### Deal Execution Dashboard - Proposal-to-close conversion rate by template - Average quote-to-close cycle time - Contract cycle time (quote to signed) - Discount frequency and average discount % by rep - Objection frequency by type and deal stage - MAP milestone completion rate - Competitive win rate by incumbent - Internal approval SLA compliance - Proposal engagement metrics (view rate, time spent, shares) ### Rep Deal Pipeline View - Active deals with stage, value, close date, health score - Deals requiring immediate action (objection, negotiation, contract) - Upcoming MAP milestones - Pending approvals and status - Recent competitor activity per deal ### Manager Oversight View - Team deal velocity and conversion rates - Discount utilization by rep (with alerts for over-discounting) - Contract bottleneck identification (where deals slow down) - Objection patterns across the team - Coaching opportunities based on deal behavior ## Trigger Phrases - "create a proposal for" - "generate a quote for" - "send contract to" - "objection: too expensive" - "handle this objection" - "competitive battlecard" - "displacement strategy" - "mutual action plan" - "build a MAP for" - "negotiation tactics" - "discount approval" - "closing strategy for" - "contract review status" - "proposal tracking" - "CPQ quote" - "e-signature workflow" - "BATNA analysis" - "concession trade-off"