Sales teams · Enterprises and independent professionals
Be better prepared for every customer conversation, with stronger evidence to move each opportunity forward.
From customer research and needs validation to business case and handover at signing, SoloHarness provides agent consulting, training and ongoing implementation support. We map out your sales work together and embed AI into material preparation, evidence verification and team collaboration to raise work quality and reduce duplicated effort.
Organize every step of the sales work, from discovering the customer's situation to negotiating and closing.
Customer research, lead screening, and initial conversations help form an opportunity. Once the opportunity is formed, evidence and collaboration are organized along the six-step path, serving sales revenue, profit contribution, and customer delivery value. Click a node to reach the work site, then expand each task.
Current example: Step 1 · Discover | Customer research and visit preparation
Meeting the client tomorrow—get your preparation solid today.
Before the first visit, sales needs to understand what the customer is currently pushing forward, who will join the conversation, what each person cares about, and which questions are worth confirming on-site.
Give the Agent the customer name, visit contact, and meeting purpose.It gathers materials around organizational background, public statements by leadership, relevant tenders, business news and historical interactions, retaining sources and dates; then organizes concerns from the perspectives of different participants.
The preparation package is delivered through the agreed WeChat or Feishu channel.Client briefs with sources, opening topics, on-site questions and a short discussion PPT, all in one place. Sales reads, verifies, adjusts, and leads the conversation with their own judgment and words.
Customer research → Visit preparation → On-site discussion → Confirm needs and next steps
Value flow · Visit preparationTurn the customer context into targeted communication and next steps
Capability networkInformation verification, customer understanding, stakeholder judgment, topic organization and material presentation
Technology stackAgent retrieval and information extraction, authorized client records, material generation, and message delivery
More solid preparation quality
Clearer sources, more complete coverage, materials that fit participants better, and more targeted discussion questions.
Reduce repetitive pre-meeting effort
Connect scattered searching, material consolidation and document preparation, leaving more energy for client conversations and requirement confirmation.
01
Discover
Discover the customer context
Discover the customer's situation, business problems, relevant participants, and possible driving relationships, and judge whether there is an opportunity worth exploring further.
Work inputs Customer name, public information, authorized communications and meeting records
1.1Research the customer's organization, business model, recent changes, and public interests＋
Required capabilities
Context research, information gathering and verification
The AI's specific actions
The Agent searches public materials, news, tenders and organizational information around the customer name and business scope; extracts key facts and retains source links, dates and items to be verified for sales to check
Deliverables
Customer situation brief, source list, questions to verify
Quality changes
Information coverage is more structured and sources are easier to trace
Efficiency changes
Reduce scattered searching and repeated consolidation
1.2Map out the first point of contact and potentially relevant decision-making, user and champion roles＋
Extract roles, relationship clues, and each party's possible concerns from authorized customer materials, public information, and meeting records; distinguish inference from confirmed information
Deliverables
Stakeholder map draft, role concern hypotheses
Quality changes
Clearer basis for role judgments, reducing the risk of treating assumptions as facts
Efficiency changes
Reduce time spent manually organizing people-related leads
1.3Prepare the opening, discovery questions, and meeting goals for the first conversation＋
Combine customer context and sales input to generate opening topics, open-ended discovery questions and conversation goals; adjust the wording by audience, with the sales rep selecting, editing and confirming.
Conversation content is closer to the customer's context, questions are more focused
Efficiency changes
Reduce last-minute preparation and repeated material assembly
1.4Organize problems, impact, motivations, and follow-up leads from conversation records＋
Required capabilities
Listening and information distillation, probing and verification
The AI's specific actions
From authorized meeting minutes or transcripts, extract the client's own words, problems, impact, motivations and unconfirmed items, tagging the corresponding evidence snippets; the salesperson corrects the interpretation
Deliverables
Meeting notes, problem and impact signals, unconfirmed items
Quality changes
Improved record structure and traceability, reducing omissions and post-meeting reorganization
Efficiency changes
Reduce time spent after meetings comparing verbatim quotes with minutes line by line
1.5Identify potential champions and plan follow-up relationship building＋
Compare evidence of stakeholder statements, actions and scope of influence, organize clues on willingness to drive and influence, relationship gaps and verifiable questions; sales judges relationships based on the evidence
Deliverables
Champion candidates and evidence, relationship follow-up suggestions
Quality changes
More transparent basis for judgment, more specific follow-up actions
Efficiency changes
Reduce repeated recall and organization from memory
Next-step judgment Based on customer conversations, confirm opportunities worth exploring further and move into problem and scope discussions.
02
Scope
Clarify the problem and scope
Clarify the problem scope, expected results, participation boundaries and advancement consensus with the customer, forming a jointly verifiable opportunity description.
Work inputs Interview records, customer feedback, confirmed problems and goals
2.1Gain an in-depth understanding of the current situation, business problems, and their scope of impact＋
Required capabilities
Inquiry verification, problem structuring, customer-perspective understanding
The AI's specific actions
Organize interview notes by current state, problem, affected parties, frequency, existing responses and evidence; flag missing information and generate follow-up probing questions for sales and the customer to confirm
Deliverables
Current state and problem analysis, impact evidence, supplementary question list
Quality changes
Problem descriptions are more complete and distinguish facts from assumptions
Efficiency changes
Reduce post-meeting summarization and repeated follow-up questions
2.2Confirm the client's motivation to push forward, target outcomes and expected timeline＋
Required capabilities
Motivation assessment, value reasoning, inquiry verification
The AI's specific actions
Summarize client statements and meeting notes, extract driving reasons, expected outcomes, timelines, and sources; flag contradictory or unverified claims
Deliverables
Driving motivation and goal record, timeline, items to be confirmed
Quality changes
A clearer evidence chain for goals and motivations
Efficiency changes
Reduce repeated information searches across meetings
2.3Build a concise shared statement of the problem, impact and goals with the client＋
Required capabilities
Consensus building, audience communication, information synthesis
The AI's specific actions
Draft the problem statement and goal description based on confirmed information, provide wording differences for comparison; preserve the customer's original meaning, with the salesperson and customer confirming
Deliverables
Summary of issues and goals confirmed by both parties
Quality changes
More consistent external messaging, clearer handovers
Efficiency changes
Reduce rework caused by version and wording differences
2.4Define project scope, boundaries, involved parties and evaluation criteria＋
Extract in-scope and out-of-scope items, affected processes, participating roles and evaluation criteria from the communication materials, and generate a to-be-confirmed matrix; the salesperson verifies the commitment boundaries and confirms with the customer
Deliverables
Draft project scope, boundaries, and evaluation criteria checklist
Quality changes
Gaps and ambiguities in scope surface more easily
Efficiency changes
Reduce back-and-forth material comparison and follow-up clarification costs
2.5Meet the parties involved in the investment or decision and prepare the presentation and discussion＋
Required capabilities
Audience adaptation, decision-path analysis, results communication
The AI's specific actions
Based on decision-maker priorities, reorganize confirmed issues, impact, goals, scope and open items into a briefing and agenda; prepare a feedback record structure for the customer to confirm decisions
Deliverables
Decision-maker briefing, agenda sheet, feedback record templates
Quality changes
Reporting focuses on confirmed information and pending decisions
Efficiency changes
Reduce the work of repeatedly creating materials for different audiences
Next-step judgment Both parties confirm the problem, objectives and boundaries, and hand the opportunity description to the investment review.
03
Go/No-Go
Decide whether to commit resources
Based on opportunity evidence, decide whether to continue investing sales resources, what conditions need to be filled in, or whether to pause. The authorized owner makes the stage judgment based on the evidence.
Work inputs Opportunity files, customer commitments, purchasing signals, and team review rules
3.1Summarize the current state of the opportunity, customer issues, relationship momentum, and existing evidence＋
Required capabilities
Evidence management, information synthesis, opportunity judgment
The AI's specific actions
Extract opportunity fields and evidence references from authorized CRM, meeting records and customer materials, show missing items, outdated information and source conflicts for the owner to review
Deliverables
Opportunity evidence summary, gap and conflict list
Quality changes
Review materials are more complete and clearly sourced
Efficiency changes
Reduce pre-meeting searching and duplicate data entry
3.2Verify whether the customer is willing to invest time, personnel and necessary collaboration＋
Required capabilities
Probing and verification, commitment identification, relationship assessment
The AI's specific actions
Extract explicit commitments, conditional statements, and unconfirmed items from customer communication records, present them with source evidence, and flag points that need customer verification
Deliverables
Customer willingness to invest and commitment records, issues to be verified
Quality changes
Commitments and intentions are less easily confused, and judgments have a stronger basis
Efficiency changes
Reduce the manual work of going through records item by item
3.3Determine whether the decision path, budget direction, evaluation criteria, and procurement conditions can be explored＋
Required capabilities
Decision path analysis, business judgment, inquiry and verification
The AI's specific actions
Based on opportunity materials, organize decision roles, budget signals, evaluation criteria, procurement steps and their evidence status; list items to be confirmed and approval status for the owner to verify
Deliverables
Draft decision and procurement path, budget and criteria signals, unknowns
Quality changes
Opportunity conditions and information gaps are more visible
Efficiency changes
Reduce cross-referencing between multiple records
3.4Form a review recommendation and conditions for continuing, pausing, or stopping investment＋
Required capabilities
Evidence synthesis, risk judgment, decision communication
The AI's specific actions
Organize evidence, risks, conditions to be validated and resource needs according to the team's review rules, and generate a review summary; the owner reviews the evidence and makes the judgment
Deliverables
Go/No-Go review package, owner's decision and rationale, follow-up conditions
Quality changes
Clearer decision basis and accountability records
Efficiency changes
Reduce time spent preparing review materials and writing post-meeting notes
3.5Turn unmet conditions into follow-up actions with owners and deadlines＋
Required capabilities
Task breakdown, collaborative progress, status management
The AI's specific actions
Extract open conditions from the review conclusion, draft actions, owners, target dates and required evidence; after confirmation, write to the authorized task or CRM system and read back to verify
Deliverables
Conditional follow-up list, task records, system write-back receipts
Quality changes
Clearer handover and tracking status
Efficiency changes
Reduce manual transcription, missed reminders and status lookups
Next-step judgment The responsible person chooses to continue, add conditions, pause or stop; after additional evidence, it can be re-reviewed.
04
Validate Solution
Validate solution and evidence
Validate the fit and performance evidence of candidate solutions around the customer's problem, identify limitations and risks, and build confidence in the solution.
Work inputs Goals, evaluation criteria, testing and feedback records confirmed by both parties
4.1Turn customer problems, goals and evaluation criteria into validation questions＋
Required capabilities
Validation design, problem structuring, goal alignment
The AI's specific actions
Bring together the issues, goals, and evaluation criteria confirmed by both sides, and draft observable validation questions, required data, and how judgments will be made; confirmed jointly by sales, delivery, and the customer
Deliverables
Validation objectives and evaluation criteria, list of data to be collected
Quality changes
Validation scope and success criteria are clearer
Efficiency changes
Reduce repeated alignment and ad-hoc definition
4.2Design the validation scope, scenarios, participants, schedule, and responsibilities＋
Generate a draft validation plan based on customer boundaries and available resources, specifying scenarios, samples, roles, timing, dependencies and exception handling; the relevant owners review and approve
Deliverables
Validation plan, responsibility assignments, and dependency list
Quality changes
More complete plan elements and clearer handoffs
Efficiency changes
Reduce manual schedule assembly and repeated communication
4.3Prepare the materials and processes needed for demos, pilots, or proofs of concept＋
Required capabilities
Solution articulation, preparation and organization, audience adaptation
The AI's specific actions
Based on confirmed scenarios, organize demo scripts, configuration notes, data requirements and customer question lists; cite existing materials and flag facts and configurations that require professional review
Deliverables
Demo or pilot preparation package, scripts, and materials checklist
Quality changes
The correspondence between materials and customer scenarios is clearer
Efficiency changes
Reduce last-minute scrambling for materials and cross-version searching
4.4Run validation and record observations, feedback, deviations and limitations＋
Classify authorized test records, feedback, and meeting minutes according to the evaluation criteria, link the original evidence, and mark deviations, limitations, and uncovered situations; professionals confirm the interpretation
Deliverables
Validation records, feedback classification, deviations and limitations list
Quality changes
Result records are easier to trace and compare
Efficiency changes
Reduce time spent manually organizing raw feedback
4.5Review validation results and confirm customer acceptance, open issues and next steps＋
Summarize evidence and results against agreed criteria, distinguishing items that are met, not met, and cannot be determined; generate a customer review agenda and items to confirm, for sales and the customer to confirm
Deliverables
Validation review summary, customer feedback and recognition records, follow-up items
Quality changes
Conclusions link more clearly to evidence, and open items are easier to track
Efficiency changes
Reduce repeated summaries and post-meeting clarifications
Next-step judgment Confirm validation results against the agreed criteria; unresolved issues go back for supplementary validation.
05
Business Case
Build the business case
Turn confirmed problems, validation evidence and expected value into a business rationale the client can evaluate, stating assumptions, costs, benefits and uncertainties.
Work inputs Customer baseline, validation evidence, costs and implementation conditions
5.1Gather customer baselines, problem impacts and their data sources＋
Required capabilities
Data verification, evidence management, value reasoning
The AI's specific actions
From authorized materials, extract baseline metrics, periods, units, applicable definitions and criteria, and sources, check for missing items or inconsistent definitions and criteria, and raise verification questions; confirmed by the client and salesperson
Deliverables
Baseline data table, definitions and criteria notes, sources and missing items
Quality changes
More transparent data definitions and sources
Efficiency changes
Reduce cross-checking across multiple files and rework from inconsistent definitions and criteria
5.2Establish value calculation assumptions, distinguishing known facts from parameters to be validated＋
Required capabilities
Hypothesis management, business analysis, prudent judgment
The AI's specific actions
Separate customer-confirmed data, validation results and parameters still to be estimated; list formulas, units, sources of assumptions and applicable conditions, and have sales and the customer confirm the applicable definitions and criteria for expected benefits
Deliverables
Value hypothesis list, calculation input sheet, parameters to be confirmed
Quality changes
Calculation logic is more reviewable and easier to recalculate
Efficiency changes
Reduce repeated building of calculation structures
5.3Calculate expected value, cost and scenario differences＋
Use deterministic spreadsheets or scripts to calculate benefits, costs, and different assumption scenarios according to confirmed formulas, showing formulas, inputs, and validation results; personnel review the values and applicable scope
Deliverables
Recomputable value calculation table, scenario comparison
Quality changes
The calculation process is more consistent and results are reviewable
Efficiency changes
Reduce manual formula errors and repeated calculations
5.4Integrate validation results, business value and implementation conditions into a business case＋
Required capabilities
Evidence synthesis, value communication, solution coordination
The AI's specific actions
Organize validation evidence, value hypotheses, costs, implementation dependencies and constraints into an argument structure; keep evidence citations and mark inferences, and have sales confirm the external messaging
Deliverables
Business case draft, evidence index, dependency and risk list
Quality changes
Arguments and evidence align more clearly, making omissions and inconsistencies easier to spot
Efficiency changes
Reduce repetitive preparation of reporting materials
5.5Report to management and record feedback, challenges, and decision conditions＋
Reorganize the summary and alternative scenarios around management's concerns, and prepare the evidence needed to respond to challenges; after the meeting, extract feedback, conditions, owners, and open questions from the minutes for sales to verify
Deliverables
Management reporting materials, feedback, and decision condition records
Quality changes
Reporting structure better fits the audience, feedback is traceable
Efficiency changes
Reduce pre-meeting revisions and post-meeting organizing
Next-step judgment Confirm the business rationale, assumptions and decision conditions with the customer, and prepare for procurement and commercial negotiation.
06
Negotiate & Close
Negotiate, close and hand over
Coordinate disagreements around commercial, procurement and delivery terms, form an authorized and executable customer commitment, and complete a clear handover to the subsequent responsible team.
Work inputs Procurement documents, approved quotes, contract versions and customer commitments
6.1Summarize the client's purchasing process, contract requirements, decision-makers and key dates＋
Required capabilities
Decision path analysis, process management, information verification
The AI's specific actions
Extract process steps, requirements, participants, timelines and sources from authorized customer communications, procurement documents and opportunity records, and flag unconfirmed information and conflicts
Deliverables
Procurement path and requirements list, timeline, items to be confirmed
Quality changes
Process information is more complete and sources are traceable
Efficiency changes
Reduce searching across emails, files and meeting notes
6.2Compare customer conditions against internal pricing, scope, delivery and risk boundaries＋
Against the approved quote, proposal and contract materials, flag condition differences, impact, items requiring authorization and the responsible team one by one; submit commitment changes through the authorization process.
Deliverables
Condition difference table, approval and negotiation items list
Quality changes
Differences and authorization boundaries are more prominent
Efficiency changes
Reduce manual version-by-version comparison and risk of missed items
6.3Prepare negotiation topics, negotiable items, bottom lines and escalation paths＋
Organize the issues, options, impacts, and escalation conditions according to internally authorized business rules, and generate a negotiation preparation sheet; the sales lead approves the strategy and boundaries
Deliverables
Negotiation prep sheet, authorization scope and escalation path
Quality changes
More systematic agenda preparation, clearer authorization conditions
Efficiency changes
Reduce pre-meeting consolidation and cross-team confirmation wait times
6.4Record negotiation outcomes, commitments, conditions and unresolved disagreements＋
Extract mutual commitments, applicable conditions, owners, timing and unresolved disagreements from authorized meeting records or manual input; retain the original basis and have the relevant people confirm it
Deliverables
Negotiation minutes, commitments and disagreement ledger
Quality changes
Commitments and conditions are more accurate and traceable
Efficiency changes
Reduce post-meeting record rebuilding and missed follow-ups
6.5Organize and verify consistency across the contract, quote, and final scope＋
Required capabilities
Document comparison, detail verification, version management
The AI's specific actions
Compare clauses, amounts, scope, dates and liability fields across authorized document versions, flagging discrepancies, omissions and version conflicts; legal, sales and authorization owners review and finalize
Reduce manual page-by-page comparison and version mix-ups
6.6Confirm signing progress and hand over customer commitments and background to the delivery team＋
Required capabilities
Handover management, collaborative advancement, information organization
The AI's specific actions
Summarize signing status, customer goals, confirmed scope, key relationships, commitments, risks, dependencies and next steps by object profile, and generate a handover package; after the responsible person confirms permissions, write it into the system and read it back for verification
Deliverables
Signing status record, delivery handover package, owner and next-step checklist
Quality changes
Handovers are more complete, and the next team gets up to speed on the opportunity background faster
Efficiency changes
Reduce repeated questions, manual entry and unclear responsibilities
Next-step judgment The authorized owner confirms commercial commitments and signing status, and hands over context and responsibility to the delivery team.
Let context accumulate continuously along the opportunity
Individual preparation, connected to team collaboration.
Sources, meeting notes, tasks and versions are stored around customers, projects and opportunities. The Agent assembles context for the current task and supports retrieval, information extraction, candidate analysis and draft generation; value calculations use spreadsheets or scripts that can be recomputed. Sales, delivery, legal and the responsible owner jointly confirm professional interpretations, commercial authorization and customer commitments.
Confirmed follow-up tasks are executed through an authorized CRM or task system, and read back for verification after writing; through the remote invocation gateway, retrieval, organization and follow-up capabilities are used within agreed permissions. Team Agent handoffs retain the object, evidence, owner and next step; confirmed methods are saved as reusable work steps (Skills), and actions triggered automatically under agreed conditions (Hooks) are set up, for example reminding the owner on the follow-up date.
Start with your sales work
Map the value flow together and find the entry point for AI.
Bring your industry, sales approach, and a slice of your daily work. Together we'll look at what needs to be delivered, which capabilities it relies on, and how AI can support preparation, judgment, and collaboration.
Add me on WeChat and let's talk about the one piece of work you want to improve first.
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