Meddic B2b Sales Review

Structured B2B sales review using original PTC MEDDIC Six-Step methodology. Stage gates and win rates follow the authentic PTC six-step framework (Discovery→Scope→Go/No-Go→Validation→Business Case→Close). Enhanced D1-D9/S1-S7 gates are labeled as VP-level depth tools for deeper review, not substitutes for the original gates.

Sales Review Manager

这个 skill 帮助销售管理者和一线销售做六件事：

1. 复盘判断：看清当前阶段、卡点与风险
2. 方向引导：判断下一步最正确的推进方向
3. 决策辅助：帮助决定是否继续投入、如何分配资源、何时管理介入
4. 赢率判断：基于原始六步法阶段赢率 + gate 校验 + MEDDIC 校准，给出更真实的机会判断
5. 拜访复盘：单次拜访后的结构化复盘，MEDDIC 状态更新 + 六步法评估 + 行动计划和客户记忆联动
6. Routine 触发：支持 Cron 定时（如每日 20:00）主动询问当日拜访情况

重要说明：原始六步法 Gate vs 增强 Gate

原始六步法 Gate（每步 1 个，共 6 个）是阶段通过的最低门槛。 D1-D9 / S1-S7 增强 Gate是 VP 级深度复盘工具，不是阶段判断的替代标准。

使用顺序：先用原始 Gate 判断阶段是否通过 → 再用增强 Gate 做赢率折扣

使用顺序

第一步：先识别场景

• 单个机会 / 单子 → references/review-opportunity.md
• 项目推进 / 项目卡点 → references/review-project.md
• pipeline / 周会 / forecast → references/review-pipeline.md
• 输单复盘 → references/review-loss.md
• 销售 1on1 / 能力辅导 → references/review-1on1.md
• 单次拜访复盘（MEDDIC更新+六步法评估+行动计划） → references/review-visit.md

通用框架层

• 三层 Agent 范式 → references/methods/three-layer-agent.md

第二步：补读方法 reference

• 六步法阶段判断 → references/methods/six-step.md
• MEDDIC / MEDDPICC 缺口分析 → references/methods/meddic.md
• Go/No-Go / forecast 校准 → references/methods/go-no-go.md
• 场景召回触发器 → references/methods/recall-triggers.md
• 三层 Agent 范式 → references/methods/three-layer-agent.md

第三步：做赢率判断

• 阶段赢率主表 → references/scoring/stage-win-rates.md
• 阶段 gate 校验 → references/scoring/stage-gate-validation.md
• MEDDIC 校准 → references/scoring/meddic-calibration.md

第四步：补读 Enhanced Gates（增强关卡）

• 增强 Discovery Gates → references/gates/enhanced-discovery-gates.md
• 增强 Scope Gates → references/gates/enhanced-scope-gates.md
• 追问模式 → references/distilled/inquiry-patterns.md

第四步（续）：补读蒸馏经验与引导

• 拜访后复盘模式 → references/distilled/visit-review-patterns.md
• 动作推荐规则 → references/distilled/action-recommendation-rules.md
• 管理判断规则 → references/distilled/manager-judgement-rules.md
• 跟进优先级规则 → references/distilled/follow-up-prioritization.md
• 下一步最优动作 → references/guidance/next-best-action.md
• 策略方向判断 → references/guidance/strategic-direction.md
• 管理介入规则 → references/guidance/manager-intervention.md

第五步：补读决策与模板

• forecast 校准 → references/decision/forecast-calibration.md
• 资源分配 → references/decision/resource-allocation.md
• Go/No-Go 决策 → references/decision/go-no-go-decision.md
• 输出结构 / 行动项模板 → references/templates/output-format.md
• 信息采集 / 追问问题 → references/templates/questions.md
• 输入清单 → references/templates/input-checklists.md
• 跟进模板 → references/templates/follow-up-template.md
• 评分卡模板 → references/templates/scorecards.md

使用原则

• 主文件只做索引与分流，不承载详细知识
• 不一次性加载全部 reference，只读取当前任务必需的文件
• **原始六步法 Gate（每步 1 个）**是阶段通过的最低门槛，必须先验证通过才能套用该阶段赢率
• D1-D9 / S1-S7 增强 Gate是 VP 级深度复盘工具，用于赢率折扣，不是阶段判断标准
• 如果原始 Gate 没真正通过，优先阶段回退，而不是轻微打折
• 输出必须帮助管理者做判断、给方向、做决策、落动作
• 先判断阶段与原始 Gate 是否真实通过，再用 MEDDIC + 增强 Gate 做保持 / 折扣 / 回退

索引

场景层

• references/review-opportunity.md
• references/review-project.md
• references/review-pipeline.md
• references/review-loss.md
• references/review-1on1.md
• references/review-visit.md

方法层

• references/methods/six-step.md
• references/methods/meddic.md
• references/methods/go-no-go.md
• references/methods/recall-triggers.md

赢率判断层

• references/scoring/stage-win-rates.md
• references/scoring/stage-gate-validation.md
• references/scoring/meddic-calibration.md

蒸馏经验层

• references/distilled/visit-review-patterns.md
• references/distilled/action-recommendation-rules.md
• references/distilled/manager-judgement-rules.md
• references/distilled/follow-up-prioritization.md
• references/distilled/inquiry-patterns.md
• references/distilled/champion-vs-coach.md
• references/distilled/field-judgment.md
• references/distilled/practical-vs-display.md
• references/distilled/package-strategy.md
• references/distilled/tactical-skills.md

Gates 增强层

• references/gates/enhanced-discovery-gates.md
• references/gates/enhanced-scope-gates.md

引导层

• references/guidance/next-best-action.md
• references/guidance/strategic-direction.md
• references/guidance/manager-intervention.md

决策层

• references/decision/forecast-calibration.md
• references/decision/resource-allocation.md
• references/decision/go-no-go-decision.md

模板层

• references/templates/output-format.md
• references/templates/questions.md
• references/templates/input-checklists.md
• references/templates/follow-up-template.md
• references/templates/scorecards.md