Challenger

Challenger Sale Audit

Audits a sales conversation against the Challenger Sale's core claim: the reps who win complex deals teach the buyer something they didn't already know, tailor that teaching to the specific stakeholder in front of them, and take control of the conversation instead of deferring entirely to the buyer's stated agenda. Unlike a discovery-focused skill, this one scores whether the rep pushed a point of view, not just whether they asked good questions.

When to use this

• A rep is skilled at discovery but the deal stalls on "we'll think about

it" — check whether any call actually taught the buyer something.

• Prepping a rep for a call where the buyer is defending the status quo or

comparing on price, where a generic pitch will lose.

• A manager wants to know if a call restated the buyer's own stated problem

back to them, or introduced a reframe the buyer didn't already hold.

Modes

Transcript mode (.txt, .vtt, .json, .md)

claude "run challenger on ./calls/acme-call.txt"

Read the transcript, then score it against references/rubric.md. For Teach, Tailor, and Take control, output:

• Status — Covered / Partial / Missed / Not applicable to this call
• Evidence — a direct quote from the transcript
• Note — one line, only if Partial or Missed

Then check the call against the commercial-teaching pitch arc (Warmer, Reframe, Rational Drowning, Emotional Impact, New way, Our solution/a-ha): list which steps appeared, which were skipped, and whether the reframe step introduced a genuine insight or just repeated what the buyer already said.

Close with the single biggest missed teaching opportunity on this call — a moment where the buyer stated a problem or assumption and the rep could have reframed it but didn't.

CSV mode (.csv)

claude "run challenger on ./exports/pipeline.csv"

Structural hygiene sweep, not a call-quality claim — say so explicitly. Flag deal rows with no logged teaching moment, insight, or point-of-view field populated. Output a table: deal name, deal value, gap, sorted by deal value descending.

Sample data

assets/sample-transcript.txt is a synthetic mid-stage call — run the skill against it first.

What this does not do

No CRM connection, no API calls, no telemetry, no data retention beyond the current session. It reads the file you point it at and nothing else.

Source & license

This open-source skill is cataloged on AgentStack and links to its original source — we do not rehost the code.

• Author: zime-ai
• Source: zime-ai/zime-gtm-skills
• License: MIT
• Homepage: https://zime.ai

Install and usage instructions live in the source repository linked above.