{
  "id": "lib-process:sales--spin-selling-discovery",
  "_kind": "LibraryProcess",
  "_file": "generated-library/processes.yaml",
  "_cluster": "generated-library",
  "attributes": {
    "displayName": "spin-selling-discovery",
    "description": "Structured discovery framework using Situation, Problem, Implication, and Need-Payoff questions to uncover customer needs and build value through consultative selling techniques.",
    "libraryPath": "library/specializations/domains/business/sales/spin-selling-discovery.js",
    "specialization": "sales",
    "references": [
      "- SPIN Selling by Neil Rackham: https://www.amazon.com/SPIN-Selling-Neil-Rackham/dp/0070511136\n- Huthwaite International: https://www.huthwaiteinternational.com/"
    ],
    "example": "const result = await orchestrate('sales/spin-selling-discovery', {\n  accountName: 'Acme Corporation',\n  contactName: 'John Smith',\n  industry: 'Manufacturing',\n  currentSituation: 'Legacy ERP system with manual processes',\n  knownChallenges: ['Data silos', 'Manual reporting'],\n  meetingObjective: 'Qualify opportunity for ERP modernization'\n});",
    "usesAgents": [
      "sales-strategist"
    ]
  },
  "outgoingEdges": [
    {
      "from": "lib-process:sales--spin-selling-discovery",
      "to": "skill-area:sales-methodology",
      "kind": "lib_requires_skill_area",
      "attributes": {
        "weight": 1
      }
    },
    {
      "from": "lib-process:sales--spin-selling-discovery",
      "to": "skill-area:customer-success",
      "kind": "lib_requires_skill_area",
      "attributes": {
        "weight": 0.7
      }
    },
    {
      "from": "lib-process:sales--spin-selling-discovery",
      "to": "skill-area:revenue-operations",
      "kind": "lib_requires_skill_area",
      "attributes": {
        "weight": 0.5
      }
    },
    {
      "from": "lib-process:sales--spin-selling-discovery",
      "to": "domain:sales",
      "kind": "lib_applies_to_domain",
      "attributes": {
        "weight": 1
      }
    },
    {
      "from": "lib-process:sales--spin-selling-discovery",
      "to": "role:account-executive",
      "kind": "lib_involves_role",
      "attributes": {
        "weight": 1
      }
    },
    {
      "from": "lib-process:sales--spin-selling-discovery",
      "to": "role:sales-engineer",
      "kind": "lib_involves_role",
      "attributes": {
        "weight": 0.7
      }
    },
    {
      "from": "lib-process:sales--spin-selling-discovery",
      "to": "role:customer-success-manager",
      "kind": "lib_involves_role",
      "attributes": {
        "weight": 0.5
      }
    },
    {
      "from": "lib-process:sales--spin-selling-discovery",
      "to": "workflow:customer-journey-optimization",
      "kind": "lib_implements_workflow",
      "attributes": {
        "weight": 1
      }
    },
    {
      "from": "lib-process:sales--spin-selling-discovery",
      "to": "specialization:sales",
      "kind": "lib_belongs_to_specialization",
      "attributes": {
        "weight": 0.9
      }
    }
  ],
  "incomingEdges": []
}