zime-gtm-skills

Skills validate License: MIT Agent Skills spec Zime

If you're building call-review or deal-inspection tooling in-house, start here. 32 Agent Skills that audit sales call transcripts and CRM exports against GTM rubrics: one file in, one evidence-cited audit out. Runs locally, no credentials, no data leaves your machine. Works with Claude Code, Cursor, Windsurf, OpenAI Codex, or any agent that reads the Agent Skills spec.

Two axes: deal stage (discovery through renewal) and initiative (MEDDICC, BANT, pain identification: frameworks that run at any stage).

The rule every skill here is built on: an uncited finding doesn't ship. Every dimension a skill marks Covered, Partial, or Missed points at a direct quote or timestamp from the transcript in front of it, never a plausible guess dressed up as a finding.

MIT, no gating, no telemetry, no lead capture. Fork it, rewrite the rubrics for your motion, ship it internally: that's the intended use. Built and maintained by Zime; we'd rather hand over the rubrics than argue anyone out of building.

Contributions welcome: see CONTRIBUTING.md. Found a bug or have a question? Open an issue.

See it work

Same synthetic call, same model, two ways: a plain "review this call" prompt with no skill, and deep-discovery against skills/deep-discovery/assets/sample-transcript.txt.

Discovery call feedback — Northwind x Vendor Co:

Strong:
- Quantified pain: 8-10 hrs/week dispatcher time chasing exceptions.
- Got compelling event: lost account last quarter + board-mandated
  ops review this quarter.
- Got economic buyer + threshold: CFO approves anything over $40k/year.

Gaps:
1. No next step. Call ends on rapport with zero concrete action.
2. Budget not probed directly — got the approval threshold, not the
   actual budget range.
3. Timeline vague — "before Q3 planning" never pinned to a date.

No structure that repeats across calls, no consistent evidence format, findings and gaps interleaved with commentary.

1. Pain & business impact — Covered
   "spends probably 8-10 hours a week just chasing down exception
   statuses"

2. Current state & tooling — Covered
   "Dispatchers log exceptions in a shared spreadsheet"

3. Trigger — why now — Covered
   "we lost a mid-size account last quarter over a missed exception,
   and our board asked for a logistics-ops review this quarter"

[... 4. Desired outcome, 5. Decision process — both Covered, trimmed ...]

6. Budget & timeline — Partial
   CFO approval threshold ($40k) surfaced, but that's an approval
   gate, not deal-specific budget. No explicit decision-date beyond
   "before Q3 planning."

7. Procurement & buying path — Covered
   "anything touching our TMS goes through a security review with
   our IT director. Usually takes about three weeks"

[... 8. Competitive landscape, 9. Rapport — both Covered, trimmed ...]

Reads-well-too check: 8/9 Covered, 1 Partial, zero Missed — matches a
call that clearly covered discovery well. No fault-finding bias here.

Highest-leverage next steps:
1. Nail a real budget number, not just the approval gate.
2. Pin a hard decision date, not "before Q3 planning."

Same nine dimensions, every run: a rep gets the same read whoever's on the call, and every Missed or Partial is falsifiable against the transcript next to it.

Run it yourself, nothing of your own required:

git clone https://github.com/zime-ai/zime-gtm-skills.git
cd zime-gtm-skills
claude "run deep-discovery on skills/deep-discovery/assets/sample-transcript.txt"

Quick install

# Claude Code plugin (recommended)
/plugin marketplace add zime-ai/zime-gtm-skills
/plugin install gtm-skills@zime-gtm-skills

# or clone and copy into any agent that reads the Agent Skills format
git clone https://github.com/zime-ai/zime-gtm-skills.git
cp -r zime-gtm-skills/skills/* .agents/skills/

See Installation below for the submodule option and the .claude/skills/ vs .agents/skills/ distinction.

How these fit together

32 skills: 23 stage motions laid out across the deal lifecycle and 9 cross-stage initiative skills.

New business

┌────────────────┐     ┌────────────────┐     ┌────────────────────┐
│ sql-to-qualify │ ──▶ │ deep-discovery │ ──▶ │ meeting-to-qualify │
└────────────────┘     └────────────────┘     └────────────────────┘
                                                         │
                                                         ▼
┌─────────────────────┐     ┌──────────────┐     ┌────────────────┐
│ technical-discovery │ ◀── │ improve-demo │ ◀── │ qualify-to-poc │
└─────────────────────┘     └──────────────┘     └────────────────┘
           │
           ▼
┌─────────────────────┐     ┌─────────────┐     ┌─────────────────────┐
│ pilot-to-conversion │ ──▶ │ poc-success │ ──▶ │ negotiation-closing │
└─────────────────────┘     └─────────────┘     └─────────────────────┘
                                                           │
                                                           ▼

                                                     Post-sale

                                                ┌────────────────────┐     ┌──────────────────┐
                                                │ onboarding-journey │ ──▶ │ customer-success │
                                                └────────────────────┘     └──────────────────┘

Runs alongside, not in the chain:
  • persona-based-discovery — persona-adapted lens on discovery
  • first-call-rampup       — coaching, at any stage
  • churn-prevention        — renewal risk, post-sale
  • upsell-expansion        — expansion opportunity, post-sale

Unlike some agent-skill collections, there's no foundational context skill every other one depends on, and no required order. Each skill is independent: one call transcript (or CRM export) in, one evidence-cited audit out.

Coverage: two dimensions, not one

Stage and initiative are both skills: a flat set, no nesting.

Stage Initiative
new-business-registration Registration n/a
end-client-registration Registration n/a
sql-to-qualify SQL to qualify n/a
deep-discovery Discovery n/a
persona-based-discovery Discovery n/a
meeting-to-qualify Qualify n/a
technical-discovery Technical discovery n/a
improve-demo Demo n/a
qualify-to-poc Qualify to POC n/a
pilot-to-conversion Pilot n/a
poc-success POC/pilot exit n/a
negotiation-closing Negotiation n/a
prospect-pipeline-check Prospect pipeline n/a
qualify-pipeline-check Qualify pipeline n/a
evaluation-pipeline-check Evaluation pipeline n/a
poc-pilot-pipeline-check POC/pilot pipeline n/a
negotiation-pipeline-check Negotiation pipeline n/a
won-pipeline-check Won pipeline n/a
first-call-rampup Any (coaching) n/a
onboarding-journey Onboarding n/a
customer-success Post-sale review n/a
churn-prevention Renewal risk n/a
upsell-expansion Expansion n/a
meddicc Any MEDDICC
meddpicc Any MEDDPICC
faint Any (early) FAINT
sandler Any Sandler Submarine
challenger Any Challenger Sale
bant Any (early) BANT
pain-finder Any Identify pain
next-step-commitment Any Next step commitment
adoption-leaderboard Any (post-sale) Behavior adoption

Roadmap. Other named methodologies and motions aren't built yet. See ROADMAP.md, or contribute one.

Where this stops

Everything here runs on one file, in one session, with no memory. That's a design ceiling, and it's worth knowing before you build on it:

  • One call at a time. You point a skill at a transcript. Auditing every call an org makes, as it happens, is a pipeline problem, not a rubric problem.
  • Snapshot, not trend. Each run is independent. Nothing here tracks the same rubric across a rep's quarter, a team, or a pipeline over time.
  • Reads exports, never writes back. A CRM .csv goes in. Nothing updates a deal record or feeds a forecast.
  • Rubrics are hand-written, not calibrated. These dimensions come from experience and community correction, not from regression against your own won/lost data. A sound default, not a model fit to your motion.
  • No rep or manager surface. This is an engineer running a command. Assignment, coaching loops, adoption tracking are out of scope.

Past that ceiling you're building a platform, not a skill, and that's a much larger piece of work. It's the problem Zime works on.

Available skills

New business

Skill Audits Input
new-business-registration A new-logo deal-registration record for completeness — entity identification, duplicate/conflict check, source attribution, ICP fit, expiry window CRM export (.csv) or transcript
end-client-registration A partner/reseller's end-client deal registration — partner identity, end-client entity kept distinct, engagement scope, conflict check against direct pipeline, permission to engage, commercial terms, expiry CRM export (.csv) or transcript
sql-to-qualify Whether a freshly-assigned SQL is a real opportunity — right contact, pain in their own words, rough budget/urgency fit, competitive awareness, concrete next meeting transcript or CRM export
deep-discovery Early-stage discovery call quality — pain, trigger, decision process, budget/timeline, procurement, competition, rapport transcript (.txt/.vtt/.json/.md) or CRM export (.csv)
persona-based-discovery Whether a discovery call was actually tailored to the buyer persona in the room — role ID, pain framing, proof points, objection handling, next step transcript or CRM export
meeting-to-qualify Whether a deal is real — authority, budget plausibility, urgency, fit, competitive situation, concrete next step transcript or CRM export
technical-discovery Whether a POC is set up to succeed — current stack, future-state fit, scope clarity, technical stakeholders, resourcing transcript or CRM export
improve-demo Demo quality — tailoring, stakeholder presence, engagement, competitive differentiation, clear next step transcript or CRM export
qualify-to-poc Whether a POC kickoff is set up to succeed before it starts — success criteria, technical scope, stakeholder commitment, timeline/exit criteria, resourcing transcript or CRM export
pilot-to-conversion Pilot/POC health — plan alignment, technical readiness, user engagement, results against criteria, conversion path transcript or CRM export
poc-success A completed POC/pilot's exit review — each success criterion verdict-ed with evidence, end-user validation, sponsor sign-off, production-readiness blockers, commercial next step transcript or CRM export
negotiation-closing Late-stage deal momentum — pricing reaction, procurement progress, contracting awareness, closure timeline transcript or CRM export
first-call-rampup New-rep foundational technique — opening, open-ended questioning, pain uncovering, pitch clarity, rapport transcript only
prospect-pipeline-check A prospect-stage pipeline export for deals with no two-way engagement — no reply, no meeting held, single-threaded and unanswered, aged with no activity CRM export (.csv) or connector
qualify-pipeline-check A pipeline export for deals advanced past Qualify with no economic buyer, stated pain, budget signal, next step, or a close date that fits the procurement cycle CRM export (.csv) or connector
evaluation-pipeline-check A pipeline export for technical evaluations running with no success criteria, technical champion, or end date — plus evaluations running long or stalled against the export's own norms CRM export (.csv) or connector
poc-pilot-pipeline-check A pipeline export for POCs and pilots with no written exit criteria, conversion date, or executive sponsor, and POCs already past their own end date CRM export (.csv) or connector
negotiation-pipeline-check A pipeline export for negotiation-stage deals with no paper process started, no approver on a discount, no named signer, or a close date that has already slipped CRM export (.csv) or connector
won-pipeline-check A closed-won export for missing handoff data — CS owner, kickoff date, signed value/term, contract reference — and won/close date inconsistencies CRM export (.csv) or connector

Post-sale

Skill Audits Input
onboarding-journey New-customer onboarding health — setup experience, sentiment, engagement, milestone clarity transcript or CRM export
customer-success Periodic QBR/health-review depth — value vs. original goals, usage breadth, issue resolution, strategic alignment transcript or CRM export
churn-prevention Renewal risk — value realization, usage depth, champion strength, sentiment, service friction transcript or CRM export
upsell-expansion Expansion readiness — account health check first, opportunity clarity, champion strength, strategic alignment transcript or CRM export

Initiative (cross-stage)

Skill Audits Input
meddicc MEDDICC coverage — Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion, Competition transcript or CRM export
meddpicc MEDDPICC coverage — MEDDICC plus Paper Process: legal/procurement/security review, signature path, redlines transcript or CRM export
faint FAINT coverage — Funds, Authority, Interest, Need, Timing, for buyers with no articulated need yet transcript or CRM export
sandler Sandler Submarine coverage — bonding & rapport, up-front contract, pain, budget, decision, fulfillment, post-sell transcript or CRM export
challenger Challenger Sale coverage — teach, tailor, take control, and the commercial-teaching pitch arc transcript or CRM export
bant BANT coverage — Budget, Authority, Need, Timeline — lighter-weight, early-stage qualification transcript or CRM export
pain-finder Ranked pain points with confidence and evidence transcript
next-step-commitment Whether a call ended in a real, dated, two-sided commitment vs. a vague "we'll circle back" transcript or CRM export
adoption-leaderboard Ranks reps by adoption of five fixed winning behaviors (rapport, upsell signals, renewal risk, customer experience, value realization) across recent calls, lowest first transcript or connector

All 23 stage motions are covered; the initiative set is 9 skills today. New skills welcome, see CONTRIBUTING.md. For how these are tested, and what that testing can and can't prove, see EVALS.md.

Repository structure

zime-gtm-skills/
├── .claude-plugin/
│   ├── marketplace.json       # /plugin marketplace add zime-ai/zime-gtm-skills
│   └── plugin.json
├── skills/
│   └── skill-name/
│       ├── SKILL.md          # required
│       ├── references/       # optional, the rubric lives here
│       ├── assets/           # synthetic sample transcript/CSV
│       └── evals/            # declarative evals.json
├── validate-skills.sh         # local, zero-dep frontmatter/layout check
├── scripts/                    # check-docs-sync.sh, scan-content.py, pr-prep.sh
├── tests/                      # fixture tests for the validators above
├── evals/                       # eval methodology assets, see EVALS.md
├── CONTRIBUTING.md
├── MAINTAINING.md              # process + decisions, for picking this repo back up
├── ROADMAP.md                  # what's built, what's next
├── LICENSE
└── README.md

FAQ

Do I need an API key or any credentials? No. Every skill is a markdown rubric your agent reads and applies to a file you already have. Nothing here calls out to a service, and nothing you feed a skill leaves your machine beyond whatever your agent's own model call already sends.

My agent isn't picking up the skill. Claude Code reads .claude/skills/, not .agents/skills/ — if you installed via Option 2 or 3 below for Claude Code specifically, copy (or symlink) into .claude/skills/ instead. For other agents, confirm they read the Agent Skills spec format and that the skill directory is where that agent expects it.

A skill's output doesn't look right. If it's the rubric itself — a missed dimension, a wrong classification — that's the most useful kind of issue, see CONTRIBUTING.md. If it's install or tooling breaking, open a bug report.

Installation

Option 1: Claude Code plugin

/plugin marketplace add zime-ai/zime-gtm-skills
/plugin install gtm-skills@zime-gtm-skills

Option 2: Clone and copy

git clone https://github.com/zime-ai/zime-gtm-skills.git
cp -r zime-gtm-skills/skills/* .agents/skills/

Or copy just the one skill you want: cp -r zime-gtm-skills/skills/deep-discovery .agents/skills/.

[!TIP] Claude Code reads .claude/skills/, not .agents/skills/ — see the FAQ if your agent isn't picking the skill up.

Option 3: Git submodule

git submodule add https://github.com/zime-ai/zime-gtm-skills.git .agents/zime-gtm-skills

Update later with git submodule update --remote.

Built by Zime

Zime builds sales-call analytics; this repo is the rubric layer we'd rather hand over than gatekeep. If it's useful, a star helps other GTM/RevOps teams find it. Business inquiries: [email protected].

License

MIT, see LICENSE.

Maintained by Zime.