Real Work

This page sorts my work by how real it is. The rest of this site applies these pieces inside Meridian Intelligence, a hypothetical company. Work from past roles has company and product details removed or changed. For questions about methodology or corrections, see the Contact page.

In brief: eleven pieces, each labeled by status. I’m starting from working drafts, not blank pages. The first job in any role is adapting them to the real company, and testing them is what the first year is for. Short on time? Read the Discovery Questioning Framework and the Opportunity Grading Agent.

How to read the labels

Real, adapted: based on work I did in a past role

Real, informal: work I did in a past role without a formal title or program

Built: a working tool I made (tested on real transcripts where noted)

Designed: a framework or plan I created, ready to pilot with a live team

Delivered live: something I presented to a cohort

At a glance

Done in real roles

Discovery Questioning Framework

How it works: the backbone is the pain funnel (surface, reasons, impact). A transition section reframes the problem and moves to budget and resources. Three timeline questions surface the champion, the competition, and the economic buyer.

What happened: I used it in all my initial discovery calls. The opportunities I created were better qualified, with a named pain, stakeholders, and a timeline recorded from the first call, and fewer stalled late. I didn’t run a controlled comparison, so I treat this as my experience of it, not proof.

Scope: used by me. The version on this site is adapted for Meridian, with illustrative wording and thresholds.

The Trial Framework Charter

What I did: I saw a process gap on a new-business team and wrote the charter on my own initiative.

What happened: the team signed off, it won executive sponsorship, and I presented it across the organization.

Scope: a corporate restructuring ended my role before the full system was built, so it was never piloted. The Blueprint below rebuilds the structure from scratch, with company details removed.

The Cross-Sell Method

What I did: reps had no common approach to cross-selling into existing accounts. I interviewed reps about how they did it and mapped account managers to accounts in my territory, across the organization. Account managers were usually not the buyer personas I sold to, which is why knowing who owned each account mattered.

What happened: roughly 85% of the $750K+ self-sourced pipeline I generated in one quarter came from cross-sell.

Scope: it was designed to speed up cross-sell across all business units, but I was the only one who used it. It was never adopted or tested across a team.

Onboarding and coaching new SDRs

What I did: leadership asked me to coach and onboard about five new SDRs on prospecting and qualifying on cold calls, while I carried a full quota. My own outreach numbers were part of why: an email open rate of about 35 to 45% against a team average of about 15 to 23%, and a reply rate of about 10 to 15% against about 3 to 7%, over three months. Those are my numbers, not the SDRs’.

What happened: one SDR I coached was promoted to Enterprise within 3 to 6 months of my starting to coach him. I don’t claim the coaching caused it.

Scope: I was a peer mentor, not a manager, and the training was informal. That is why the program pages here are labeled as designs.

Built

Interview Coding Workbench

How it works: you paste a transcript and tag it with a stakeholder, group, and round. Claude splits it into chunks of about 250 words and gives each meaningful segment an action-oriented code, with no keyword matching. It then consolidates the codes and your notes into 6 to 10 categories, each with a definition, example codes, and a true count. Every code links back to its interview, and categories are sorted by how many distinct sources support them. A follow-up button generates 5 to 8 questions for the thin or single-source categories. Outputs are a markdown report and a JSON file that a separate Claude Project compares across rounds.

Tested: run on real transcripts, which exposed failures that I fixed.

Smart Brevity Summary Generator

What it does: turns a long report into a short update in a fixed format: a header, the lead, the core impact (internal and external risk), and the bottom line, in 130 words or fewer. It carries over the source’s stated confidence level. The format follows Axios’s Smart Brevity.

Status: built in a past role, and rebuilt here as a Claude project in less than an hour.

Designed

Opportunity Grading Agent

How it works: eight categories add to 100 points: pain clarity, impact, stakeholder identification, stakeholder access, success criteria, budget, timeline, and competition. Impact is weighted lightly, since it’s harder to get reliably, and willingness to coordinate counts more than simply naming stakeholders.

A: 85 to 100. Strong.

B: 70 to 84. Qualified.

C: 50 to 69. At risk.

D: below 50. Unqualified.

A qualified opportunity grades B or higher.

Also does: fills the CRM fields (MEDDPICC fields and Salesforce records) from a consented meeting transcript, so reviewed calls feed the metrics without manual entry.

Builds on: a transcript-to-CRM agent I built at a previous organization, using Glean connected to Salesforce. The grading is designed and still needs to be built.

Needs: a consent process for recording, permission to read and write the company’s Salesforce records, and guidance from RevOps on CRM best practices.

The Adoption Loop

Say what’s changing and why, make the case for the individual, equip people and clear the path, bank an early win and correct fast, then lock it in. It is influenced by change management models including Kotter, ADKAR, and Bridges.

Trial Framework Blueprint

How it works: five stages: intake and success criteria, launch and kickoff (including the platform walkthrough), an expert session, final review, and a decision path. Each stage has content, deliverables, and a communication sequence. A trial doesn’t advance past Stage 1 until the opportunity grades B or higher. Every trial includes on-demand analyst access in the expert session. The decision path ends in Closed/Won, Closed/Lost, Nurture/Re-open, Alternative offer, or Legal/Procurement.

Optional fast path (design only): for a grade A opportunity with success criteria agreed in writing, the economic buyer and champion engaged, and a buyer who confirms they don’t need to evaluate, the trial can be skipped.

The Meridian architecture

The rest of this site. The Meridian Architecture deck is a five-minute overview of how the pieces connect.

Delivered live

The Upfront Contract session

I delivered it live to a panel of senior stakeholders during an interview process. None of them had met the concept before, they took part throughout, and they told me afterward they’d found it useful. It is based on Sandler’s upfront contract. The Training page shows an updated 30-minute version with more practice and recall built in.

Track record in numbers

These are sales results from past roles. They show I’ve carried a quota, so what I build is shaped by how reps actually sell.

Meeting-to-opportunity conversion is the share of meetings I booked that became qualified opportunities.

Ready to start

The Roadmap page lays out the first year and the first 90 days.

What I commit to:

• Start from a baseline, so results can be shown and not just claimed.

• Define every initiative by the outcome it should produce, not the activity.

• No surprises. Leaders hear bad news from me first.

• Say “not yet” when something isn’t the priority, and explain why.

• Share credit with the partners who make it work.

As an enablement specialist: I can start building and delivering from week one: onboarding plans, training sessions, scorecards, coaching support, and tooling.

As an enablement manager: I bring the diagnosis, stakeholder alignment, measurement, and roadmap work to set direction and report to leaders.

If you’re hiring, or running a team with no enablement function, I’d welcome the conversation. Start with the Contact page. For a team without enablement, I’m open to a scoped pilot: baseline first, results shared with your approval.