Or how did I ask my AI to help me create a blueprint to make my Sales Agent, and make me obsolete, or simply give me time to do what I love to do (chase the smile in the picture)?
Awesome idea. Below is a pragmatic blueprint to create an agentic AI for B2B solution selling in Slovenia, built on your own playbooks and language. I’ve split it into: (1) agent architecture, (2) sales steps the agent runs, (3) conversation frameworks, and (4) which sales materials it should generate/use—each tied back to your materials and the assumptions behind them.
1) Agent architecture (what to build and why)
Primary goal & sub-goals. Encode the agent’s objective as: “Create and progress qualified opportunities that solve urgent, expensive problems for Slovenian B2B buyers, ethically and efficiently.” Sub-goals: opportunity qualification (Why / Why now / Why us), BVA quantification, and guided next best actions. This mirrors your opportunity control lens and prioritizes aspirin-type problems.
Goal alignment + guardrails. Your “AI building” notes stress explicit goal design and alignment; use them to set reward functions (e.g., move deals to “Develop/Propose” only after MEDDIC criteria are satisfied; demote if not). Keep human-in-the-loop “judgment integration” for uncertain cases.
Data foundation (Slovenia-first).
- Sources: your sales corpus (these docs), CRM, website forms, meeting notes, emails, and public firmographics (e.g., local registries).
- Method: build a lightweight ontology of customers, roles, problems, metrics, decision process, constraints, and solution capabilities so the agent “talks your language” and maps content to stages. Follow your ontology + data process guidance (STARTS data quality; privacy principles) to stay compliant.
Tool belt (actions the agent may take).
- CRM read/write (accounts, contacts, activities, opportunities, MEDDIC fields).
- Calendar/email drafting, note-taking, and meeting-minutes autoprep (you already formalized “invitation/minutes”).
- Content generation: one-pagers, BVA summary, “Investment details” tables from your Catalyst templates.
- Slovenian as default language; auto-switch to English when needed (assumption: local buyers prefer Slovene for discovery/negotiation).
Human handoffs. Route to a human when: budget authority unknown, conflicting stakeholders, or when price adjustments/trade-offs are required (per your “impact proposal” and trade rules).
RevOps alignment. Log every agent action to shared dashboards and run a common, end-to-end commercial process (sales–marketing–CS). This reflects your alignment blueprint and ROS mindset.
2) Sales steps the agent runs (with action items)
Pipeline is your standard B2B flow; the agent’s job is to advance only with evidence—your process and checklists reinforce this.
A. Targeting & top-of-funnel (ToFu)
- Use your ICP/TAM and buyer role patterns; personalize outreach around problems and critical moments (RTA/CM).
- Action: draft Slovene outreach emails/LinkedIn messages that hypothesize pains and invite a Needs Discovery Conversation (NDC). (Assumption: your buyers respond better to pain-anchored, concise Slovene copy.)
B. Qualify (Why / Why now / Why us)
- Run your Opportunity Checklist—issues, evidence, impact, context, constraints—before creating an opp. Demote if incomplete.
- Fill early MEDDIC/MEDDPIC fields (metrics, EB, decision process/criteria, pain, champion; paper process, competition).
C. Discovery (NDC) → Develop
- Host structured NDC using your templates; log notes and compute a first-pass Value Map of pains → KPIs.
- Action: produce meeting minutes with agreed next steps and calendar the follow-up (your “perfect meeting” cadence).
D. Envision & quantify value
- Apply your Catalyst flow: Observation → Envisioning (North Star, Challenges & Opportunities) → Business Value Assessment (BVA) → Solution assessment. Agent drafts all workbooks/slides; salesperson validates.
- Action: output Executive Summary + BV Map + Investment Details with Year-on-Year totals.
E. Propose & negotiate
- Create an impact proposal (exec brief → pains → business impact → plan → deliverables → timeline → price → terms → trade-offs). Avoid “discount”; use “price adjustment” rules and ask your four pricing questions.
- Action: suggest next best action (schedule exec readout; confirm paper process; secure EB meeting).
F. Close
- Check Decision steps / when / who / how are satisfied before circulating contracts (your 20-question schema).
G. LAER (Adopt–Expand–Renew)
- After signature, drive Adoption metrics, expansion plays, and renewal cues; watch out for the “three killer Cs” (churn, costs, commoditization).
3) Conversation frameworks the agent must follow
3.1 Needs Discovery Conversation (NDC) – Slovene guided flow
- Start with T-H-E-D question frames (“Povej mi o… / Kako to počnete… / Razložite mi… / Opišite mi…”). Purpose: open, evidence-seeking questions.
- Map to SPIN/NEAT/your Issues–Evidence–Impact–Context–Constraints sequence; summarize with What? So what? Now what? recap. (Assumption: structure increases WTB and reduces “I’ll call you later”).
3.2 MEDDIC checkpoints woven into every call
- The agent keeps a living MEDDIC card per account; if EB or Champion missing, it proposes actions to secure them (e.g., value brief for the EB, mutual action plan for the champion).
3.3 Catalyst envisioning
- Drive North Star statement, How-Might-We questions, proto-personas, and Value Map: pains → observable actions → KPIs → enabling capabilities. (Assumption: quantification de-risks decisions for Slovenian management teams.)
3.4 Objections & negotiation
- Use your four pricing questions; recommend trades (scope, timing, references) rather than price cuts.
3.5 Meeting hygiene
- Always send agendas/invites and circulate decisions/next steps (your templates).
4) Sales materials the agent should auto-create/use (by stage)
Awareness / Interest.
- Short Slovene one-pagers per problem space; website blocks aligned to your page recipe (Who/What/Why should they care + social proof + CTA).
Qualify / Discovery.
- NDC agenda + note-pack using your template.
- Opportunity Checklist page (Why/Why now/Why us) with early metrics.
Develop.
- Journey Map / Day-in-the-Life or Persona sheet (Slovene), ready for workshop.
Propose.
- BVA pack (Executive Summary + BV Map + Investment Details) and a Proposal that follows your impact proposal structure.
Close.
- Mutual Action Plan seeded from your 20-questions checklist; Meeting minutes.
Adopt/Expand/Renew.
- Adoption scorecard (usage KPIs), expansion hypothesis (based on pains solved + VRIO/laddering insights), and renewal brief. (Assumption: sustained value storytelling reduces churn.)
Rollout plan (fast, safe)
- MVP (4–6 weeks of content wiring). Ingest your docs; build ontology; wire CRM + calendar + doc templates; enforce MEDDIC fields; push NDC + minutes automation. (Assumption: the biggest early lift is discipline and hygiene.)
- Quantification phase. Enable Catalyst BVA calculators and Value Maps; standardize proposal/“price adjustment” patterns.
- LAER & insights. Track adoption/renewal signals; surface next-best LAER plays; report via RevOps dashboards and Continuous Enablement (Q-cards/playcards).
Starter “system prompt” for your agent (drop-in)
You are a Principus B2B sales co-pilot for Slovenia. Use Slovene by default. Advance opportunities only when evidence meets MEDDIC and your Opportunity Checklist. In discovery, follow T-H-E-D and log Issues, Evidence, Impact, Context, Constraints. Summarize with “Kaj? Zakaj je pomembno? Kaj zdaj?” Generate meeting invites/minutes and propose next best actions. For value, run Catalyst: draft North Star, Value Map, and a quantified BVA; then prepare Investment Details. Create impact proposals—never say “popust”; use “cenovni prilagodki” with clear trades. After close, drive LAER: adoption KPIs, expansion hypotheses, renewal plans. Escalate to a human if budget authority is unknown, stakeholders conflict, or price adjustments are requested.
(Why: this directly encodes your process and guardrails: Opportunity Checklist, MEDDIC, NDC, Catalyst BVA, proposal rules, and LAER. )
Why this will work (assumptions → sources)
- Process discipline wins. Your “Prospecting→Approaching→NDC→Present→Negotiate→Close→Follow-up” flow is explicit; the agent formalizes and automates it.
- Qualification before acceleration. Your Why/Why now/Why us + MEDDIC reduce wasted cycles—agent enforces it.
- Quantified value beats opinions. Catalyst BVA and Value Maps create a “reason to act,” which your buyers need.
- Post-sale drives profit. LAER structures adoption/expansion/renewal; agent keeps eyes on churn risks.
- AI + human is the model. Your notes emphasize tech for scale and humans for empathy/trust; the agent augments, doesn’t replace.
