Memory library
A copy/paste library of memory snippets you can add to Attive to keep answers consistent across your workspace.
How to use
- Copy one snippet per memory (keep them small and specific)
- Replace placeholders like
[[COMPANY_NAME]] - Tag and categorize them so others can find them later
Search
Categories (click to filter)
| Memory | Category | Preview | Actions |
|---|---|---|---|
| Company snapshot | Company & ICP | [[COMPANY_NAME]] sells [[PRODUCT_CATEGORY]] to [[ICP_DESCRIPTION]]. Primary buyer persona: [[PRIMARY_PERSONA]]. Secondary personas: [[SECONDARY_PERSONAS]]. Typical deal size: [[AC… | |
| ICP boundaries (fit rules) | Company & ICP | ICP fit rules: - Best fit: [[BEST_FIT_CRITERIA]] - Not a fit: [[NOT_FIT_CRITERIA]] - Enterprise vs mid-market boundary: [[BOUNDARY_RULE]] When asked to segment accounts/opps, use … | |
| Competitors and positioning | Company & ICP | Competitive context: - We most often compete with: [[COMPETITORS]] - Our top differentiators: [[DIFFERENTIATORS]] - Common reasons we win: [[WIN_REASONS]] - Common reasons we lose… | |
| Brand voice (writing style) | GTM messaging & tone | Writing style: - Tone: [[TONE]] (e.g. direct, calm, confident) - Keep it concise; prefer bullets over long paragraphs. - Avoid hype and vague claims ("revolutionary", "game-changi… | |
| Outbound messaging constraints | GTM messaging & tone | Outbound rules: - Keep cold outbound under [[WORD_LIMIT]] words. - Lead with a single clear insight + specific CTA. - Do not include more than [[MAX_QUESTIONS]] questions. - No at… | |
| Objection handling (high-level) | GTM messaging & tone | Objection handling: - Price: anchor on [[VALUE_ANCHOR]] and propose [[PRICING_PATH]] (e.g. pilot, phased rollout). - Build vs buy: emphasize [[BUILD_VS_BUY_POINTS]]. - Security: s… | |
| Stage mapping (pipeline reporting) | Stage & Pipeline | Pipeline stage mapping: - Stage 1 = [[STAGE_1_DEFINITION]] - Stage 2 = [[STAGE_2_DEFINITION]] - Stage 3 = [[STAGE_3_DEFINITION]] - Closed Won / Closed Lost definitions follow CRM … | |
| “Healthy pipeline” definition | Definitions & metrics | Definition: "healthy pipeline" A pipeline/opportunity is "healthy" if: - Next step is scheduled within [[NEXT_STEP_DAYS]] days, AND - Latest activity within [[ACTIVITY_DAYS]] days… | |
| Key metric glossary | Definitions & metrics | Metric glossary: - Activation = [[ACTIVATION_DEFINITION]] - Expansion = [[EXPANSION_DEFINITION]] - Churn = [[CHURN_DEFINITION]] - NRR = [[NRR_DEFINITION]] - Time-to-value = [[TTV_… | |
| Source of truth (data) | Data conventions & caveats | Source of truth: - CRM (Salesforce/HubSpot) is the source of truth for accounts, opportunities, stage, and forecast. - Product analytics is the source of truth for usage/engagemen… | |
| Data freshness and limitations | Data conventions & caveats | Data caveats: - Data latency: [[LATENCY]] (e.g. "up to 24h") - Known gaps: [[KNOWN_GAPS]] - Known messy fields: [[MESSY_FIELDS]] When presenting numbers, include the time window a… | |
| Field semantics (CRM) | Data conventions & caveats | CRM field semantics: - "Owner" means [[OWNER_DEFINITION]]. - "Next step" means [[NEXT_STEP_FIELD_DEFINITION]]. - "Stage" changes are logged in [[STAGE_HISTORY_SOURCE]]. Use these … | |
| Default response format | Output format preferences | Default response format: 1) TL;DR (1–2 bullets) 2) Key findings (3–7 bullets) 3) Recommended next steps (3 bullets) 4) Assumptions + open questions Keep the full response under ~[… | |
| Tables and breakdowns | Output format preferences | When presenting a breakdown, prefer a small table with: - Segment - Count - % of total - Notes (drivers) Only include the top [[TOP_N]] segments, then group the rest as "Other". | |
| Sensitive data handling | Privacy & safety | Privacy rules: - Do not include personal data (PII) unless explicitly provided and required. - Do not invent numbers, customer names, or quotes. - If asked to infer something sens… | |
| Safe redaction default | Privacy & safety | Redaction default: When generating examples, use placeholders like [[CUSTOMER_NAME]] and do not use real people’s names or emails. | |
| Weekly pipeline review structure | Team workflows | Weekly pipeline review: - Time window: [[WINDOW]] - Always include: stage movement, stuck deals, slipped close dates, and top risks. - Highlight: 3 biggest wins, 3 biggest risks, … | |
| Customer health summary structure | Team workflows | Customer health summaries: - Usage: [[USAGE_SIGNALS]] - Value realized: [[VALUE_SIGNALS]] - Risks: [[RISK_SIGNALS]] - Next actions: [[NEXT_ACTIONS_DEFAULT]] Avoid blame; focus on … | |
| MEDDPICC - Competition | Sales Qualification | Look for mentions of other vendors, in-house solutions, current tools, or discussions around "build vs. buy." Identify comparisons and unique selling points. Present a final score… | |
| MEDDPICC - Metric | Sales Qualification | Identify explicit discussions around quantifiable business outcomes, ROI, and current costs. Look for numbers, percentages, and monetary values. Score 0-3 (No metrics), 4-6 (Gener… | |
| MEDDPICC - Champion | Sales Qualification | Identify individuals actively helping, arranging meetings, sharing internal information, expressing enthusiasm, and advocating. Score 0-3 (No champion), 4-6 (Interest but no advoc… | |
| MEDDPICC - Paper Process | Sales Qualification | Identify discussions around contracts, legal teams, procurement, vendor onboarding, and contractual terms. Score 0-3 (No discussion), 4-6 (Vague mentions), 7-9 (Specific departmen… | |
| MEDDPICC - Decision Process | Sales Qualification | Look for discussions about timelines, approval steps, involved departments, and purchasing journey. Score 0-3 (No discussion), 4-6 (General mentions), 7-9 (Few key steps mentioned… | |
| MEDDPICC - Decision Criteria | Sales Qualification | Identify specific features, functionalities, technical requirements, business outcomes, and evaluation criteria. Score 0-3 (Vague/no criteria), 4-6 (General feature list), 7-9 (Sp… | |
| MEDDPICC - Economic Buyer | Sales Qualification | Look for mentions of titles, roles, or individuals responsible for budget allocation and strategic decisions. Score 0-3 (No mention), 4-6 (General "management" mentions), 7-9 (Eco… | |
| MEDDPICC - Implicating the Pain | Sales Qualification | Look for explicit statements about negative consequences of current situation, risks of doing nothing, or missed opportunities. Score 0-3 (No pain points), 4-6 (General pain witho… | |
| MEDDPICC - Overall Score | Sales Qualification | Consolidate individual MEDDPICC component scores to provide composite score out of 10 for each deal | |
| PQUAP Framework | Sales Qualification | Pain (critical pain-point uniquely solvable), Quantified & Understood (pain surfaced, desired state understood, delta quantified), Authority (person with authority/credibility to … | |
| Deal Health - Activities (Last 10 Days) | Deal Health | Look for engagement through emails, calls, meetings in last 10 days. Score: >15 activities (10 pts), 10-15 (8 pts), 6-10 (6 pts), 2-6 (4 pts), <2 (2 pts) | |
| Deal Health - Multi-threading/Stakeholder Engagement | Deal Health | Track distinct stakeholders engaged (decision-makers, champions, economic buyers, influencers, users). Score: Economic buyers identified (10), Decision makers not EB (8), Champion… | |
| Deal Health - Opportunity Stage | Deal Health | Score based on stage: Negotiation/Review (9/10), Proposal/Price Quote (8/10), POC (4/10), Qualified/Demo/Discovery (0/10) | |
| Deal Health - Deal Stalling | Deal Health | Days in current stage without movement. Score: <20 days (9), 20-30 (8), 30-40 (7), 40-50 (5), >50 (3) | |
| Deal Health - Opportunity Age | Deal Health | Age since creation. Score: <30 days (10), 30-60 (9), 61-90 (8), 91-150 (6), >150 (4) | |
| Deal Health - Sentiment | Deal Health | Classify sentiment as Extremely Positive (10), Positive (8), Neutral (6), Negative (4) based on conversational intelligence | |
| Deal Risk Assessment Framework | Deal Health | Low Risk: Strong PQUAP, meeting stage requirements, aligned timeline, preferred vendor, executive engagement. Medium: PQUAP gaps, stage misalignment, timeline uncertainty. High: W… | |
| Engagement Score (1-10) | Deal Health | Frequency (2 pts): touchpoint count. Quantity (2 pts): total activities. Seniority (2 pts): highest stakeholder level. Breadth (2 pts): unique contacts. Quality (2 pts): sentiment… | |
| SQL Definition | Funnel Definitions | Sales Qualified Lead = opportunity when "Opportunity Created date" is filled in OR Deal in Stage 1/S1/first stage of Sales Pipeline | |
| SQO Definition | Funnel Definitions | Sales Qualified Opportunity = opportunity where "Qualified Date" field is not blank. Can also refer to contact with "Became Sales Accepted Date" filled | |
| Demo Definition | Funnel Definitions | Demos = Salesforce events where "Activity Type" = "Demo". Tracked by "Outcome": Not Started, Qualified (success + opp created), Disqualified, Disqualified-Geo, Canceled, No Show | |
| Lead Conversion Journey | Funnel Definitions | Track lead status progression: Cold → New → Pursuing → Demo Scheduled → Qualified (opp created). Alternative paths: Nurture, Disqualified, Disqualified-Geo, Unreachable. Each with… | |
| Lead Status - Company Level | Funnel Definitions | New: No one from this company has been contacted yet; In Progress: Outreach has started — Active selling motion underway, open deal; Qualified or Nurture: ICP-confirmed company — … | |
| Lead Status - Contact Level | Funnel Definitions | New: No outreach has been made to this contact; Attempted to Contact: First attempts made (email, call, LinkedIn) — Awaiting response; Scheduling Meeting: Contact responded positi… | |
| Lead Source Attribution | Funnel Definitions | Categorize by Outbound (AE/SDR Outbound), Marketing (Events, Email, Search, Social), Partner, Unknown (not_captured) | |
| Opportunity Stages & Progression | Stage & Pipeline | Define clear stages with exit criteria: Stage 0 (Qualifying) → Stage 1 (Discovery) → Stage 2 (Value) → Stage 3 (Evaluation) → Stage 4 (Closing) → Closed Won/Lost. Include specific… | |
| Pipeline Definition | Stage & Pipeline | Pipeline = value of open opportunities. Include: Stages 1-4, Opportunity Types = "New Business" OR "Additional Lines". Exclude: Stage 0, Closed Won/Lost, other types | |
| Qualified Pipeline Definition | Stage & Pipeline | Define Qualified Pipeline as deals in Stage 3 and beyond in the sales process. | |
| Closed Won Definition | Stage & Pipeline | Key Field for Closed Won Analysis: Primary field: Use Date entered Closed won Sales pipeline to filter deals that ENTERED the Closed Won stage during a specific timeframe; Fallbac… | |
| Closed Won Stages | Stage & Pipeline | Define which stages = "Closed Won" (may include multiple: Proposal Signed, Approval Requested, Ready to Invoice, Invoice Sent, Closed Won) | |
| Date Field Definitions for Deal Analysis | Stage & Pipeline | Closed Won Analysis: When analyzing "closed won" deals for a specific period, use the "Date entered Closed won Sales pipeline" field to filter deals that ENTERED the Closed Won st… | |
| Pipeline Segmentation | Stage & Pipeline | Pipeline Analysis: When analyzing closed won deals, always segment by pipeline type: "Sales Pipeline" (for New Business deals), "Cross-sell Pipeline" (for existing customer expans… | |
| Stage Definitions & Opportunities | Stage & Pipeline | 1) Qualification or S1 or Stage 1; 2) Discovery or S2 or Stage 2; 3) Solution, Tech & Value or S3 or Stage 3; 4) Proposal or S4 or Stage 4; 5) Decision or S5 or Stage 5; 6) Negoti… | |
| Preferred reporting currency | Financial Metrics | Reporting currency: - Preferred reporting currency = [[CURRENCY_CODE]] (e.g. USD, EUR, GBP). - All reports and summaries must present monetary values in [[CURRENCY_CODE]]. - If so… | |
| ARR Calculation | Financial Metrics | ARR = ((Total Contract Value) / (Term Months - Prorated Months Off) * 12). Net New ARR = (ARR - Expected ARR), minimum 0. If negative = Churn | |
| Forecast Categories | Financial Metrics | Pipeline = BestCase + Commit + MostLikely + Won. Likely = (MostLikely * 50%) + Commit + Won. Commit = Commit + Won. Forecast = (Commit * 75%) + Won | |
| Key Business Metrics | Financial Metrics | ARR/MRR recognition, Quota attainment (Closed Won $/Quota), Pipeline generation (New pipeline $/Period), Conversion rates (Won/Total), Average deal size, Forecast accuracy | |
| Customer ARR | Financial Metrics | Customer revenue, or customer ARR, is dictated by the "Total Closed ARR' field on the account. If a customer churns, the amount churned comes from the same field. | |
| Fiscal Year Definition | Time Periods | Fiscal year starts February 1st. Example: opportunity won February 2, 2025 = closed in Q1 FY2026 | |
| Quarter Definitions | Time Periods | Q1 = Jan-Mar, Q2 = Apr-Jun, Q3 = Jul-Sep, Q4 = Oct-Dec. When ambiguous, assume current quarter. Use full notation (Q3 2025) in outputs | |
| Time Period Definitions for Reporting | Time Periods | Standard Time Periods: Use calendar year. This Year: Calendar year for the current year. Last 12 Months: Rolling 12 months from today | |
| Quarter Definitions (ParcelLab) | Time Periods | Q2 2025 = April 1 - June 30, 2025. Use datetime ranges: >= datetime('2025-04-01T00:00:00') and < datetime('2025-07-01T00:00:00'). In general: Q1: January - March, Q2: April - June… | |
| Team Structure & Territories | Team & Territory | Define team hierarchy, manager relationships, territory assignments (geographic, account ownership), quota rules, split commission criteria | |
| AE Quota Assignments | Team & Territory | Define individual AE quotas (Annual $X, Quarterly $Y), Team quotas, calculation methods, what counts toward quota, timing rules | |
| Team Definition | Team & Territory | Team refers to the user's Role name and their manager. This includes active and inactive users. When referring to "SEs" or "Sales Executives" it pertains to anyone with a role nam… | |
| Sales Segment (line size) | Team & Territory | Accounts have a field on them called Sales Segment, which include the values SMB (small and medium sized business), MM (mid-market sized business), and ENT (enterprise sized busin… | |
| GTM or Account Segmentation | Team & Territory | We split our GTM by these segments: "Enterprise", "Mid Market", "Shopify". You can find the data in the custom field "GTM Segment" | |
| Account Regions | Team & Territory | We split our GTM also by the following Regions: "US - CAN", "Europe", "LATAM", "MEA - APAC". You can find the splits in the custom field "Account Region". When Account Region is "… | |
| Teams and Sub Teams | Team & Territory | When we analyze opportunity performance by team, that means that we're typically looking at bucketing sales reps by the field "Manager". When we analyze opportunity performance by… | |
| Sales Team (effective 8/1/2024) | Team & Territory | Sales rep: Caam Finch, Sub Team: MM AE; Sales rep: Remii Rivers, Sub Team: MM AE; Sales rep: Justin Kramer, Sub Team: MM AE; Sales rep: Blake Veenendaal, Sub Team: MM AE; Sales re… | |
| Sales Velocity | Performance Metrics | Formula: (# Opportunities × Average Deal Value × Win Rate %) / (Avg Sales Cycle Days × 100). Use new business deals only | |
| Win Rate Calculation | Performance Metrics | % of opportunities closed won over total closed in period. Include only Stage 3+ opportunities, exclude Stage 1-2 | |
| Average Sales Cycle | Performance Metrics | Days elapsed from opportunity created/Stage 1 entry to close date for closed won bookings. Calculate average across period | |
| Customer Definition | Customer Definitions | Active Customer: Subscription status 'Active' + Plan ≠ Free. Churned: Status moved Cancelled from Active + Plan ≠ Free + invoice raised. Prospects: All others | |
| Customers | Customer Definitions | Customers are defined as companies with lifecycle stage = "Customer" | |
| Churned Account | Customer Definitions | An account is considered churned when the "Type" field on the account = Churned | |
| Definition of Renewal | Customer Definitions | In our insurance brokerage business, the use of the term "Renewal" refers to the date by which an employer starts a new 1 year period on the plans of insurers. Each year they enga… | |
| Customer Tenure Calculation | Customer Definitions | Customer Start Date: Use the Close Date of the first Won opportunity (any type) for that Account. Customer End Date (for churned customers): Use the Close Date of the last Won opp… | |
| Churn and Customer Status Definitions | Customer Definitions | Churn Identification: Churned Customers: Accounts with Type = "Previous Customer"; Active Customers: Accounts with Type = "Customer"; Churn Indicators: Account Type changes from "… | |
| Customer Size | Customer Definitions | When referring to a customer's size, we look specifically to make sure we're only talking about accounts with a type of either "Customer" or "Churned", and then refer to the accou… | |
| Conversational Intelligence | Conversational Intelligence | Leverage Gong call transcripts, email content, task descriptions for timeline discussions, urgency language, competitive mentions, stakeholder engagement, sentiment | |
| Scheduled Next Steps | Conversational Intelligence | Track scheduled tasks/events (meetings, calls) with date, time, timezone, type, and objective. Include stated next steps from emails/calls | |
| Product Attachment/Mix | Product Definitions | Our business has two new product areas that we're interested in tracking in our analyses, "Agents" and "RSA" (formerly known as RSU). Opportunities that have attached Opportunity … | |
| Products on opportunities | Product Definitions | We use opportunity products to log which products we try to sell to to an institution. Our products work the following way: Assay: Physical product that needs to be shipped. We ha… | |
| Products | Product Definitions | Products are added to opportunities (opportunity product) and to Orders (Order product). There are different product families: Assay: Physical kit only. Will be used together with… | |
| Channel Definitions | Channel & Attribution | We assign a channel to each opportunity based on the Lead Source and Type assigned to the opportunity. If Type = New Business and Lead Source equals AE Networking, AE Outreach, Co… | |
| Lead Source Categories | Channel & Attribution | We categorize "Lead Source" by the picklist option on the opportunity object. For a few of these picklist options (Inbound Leads and Referral), it's important we also look at the … | |
| Market Segmentation | Company & ICP | Define segments by employee count: Micro (50-500), Small (501-1K), Mid-Market (1K-5K), Large (5K-10K), Enterprise (10K-50K), Global Enterprise (50K+) | |
| Company Segments | Company & ICP | When someone is asking about Segments of deals or customers or companies, use these segments below to find data in the graph: 1-XXL (Double Extra Large), 2-XL (Extra Large), 3-L (… | |
| Company Size Field Values | Company & ICP | Market Segmentation - System Values Available: **Company Size Property (Primary Segmentation):** 1-XXL (Double Extra Large), 2-XL (Extra Large), 3-L (Large), 4-M (Medium), 5-S (Sm… | |
| Real Workspaces Exclusion | Data conventions & caveats | Exclude test workspaces (prefix 'test-'), Modern Solutions, Modern Solutions Ltd., space-x, tryout from analysis | |
| Product Hook | Product & Messaging | A product hook is a strategically crafted concept or mechanism that: • Grabs attention quickly (emotionally or intellectually), • Communicates value immediately, and • Creates a p… | |
| Contact's Campaign History | Marketing & Attribution | When referencing a contact's campaign history, we're looking at all of the campaigns associated with a contact, including the campaign name, the campaign type, their campaign stat… | |
| Sales process (stages, progression, goals, etc) | Basic Setup | Define your sales stages, stage progression criteria, and goals for each stage | |
| Sales methodology (e.g MEDDIC) | Basic Setup | Document your qualification framework (MEDDIC, BANT, PQUAP, etc.) | |
| Team definitions (AE, CSM, etc) | Basic Setup | Define role types, responsibilities, and how they map to your org structure | |
| Target (e.g reps quotas) | Basic Setup | Set individual and team quotas by period | |
| Deal types (renewal, new biz, etc) | Basic Setup | Define opportunity types and how they're categorized | |
| Deal amount quantification (ARR, MRR, Bookings) | Basic Setup | Document how you calculate deal value and revenue metrics | |
| Segmentation definition (size, territory, industry) | Basic Setup | Define how you segment accounts (SMB, MM, ENT, etc.) | |
| List of competitors | Basic Setup | Document your competitive landscape | |
| Calendar vs Fiscal quarters | Basic Setup | Define your fiscal year structure and quarter boundaries | |
| Currency conversion | Basic Setup | Document multi-currency handling if applicable | |
| Funnel metrics (e.g MQLS, SQLs, Opps, CVRs) | Basic Setup | Define each funnel stage and conversion metrics | |
| Case studies | Basic Setup | Reference key customer success stories for AI context |