sales-enablement

Files (8)

• SKILL.md
• evals.json · evals/
• cold-call-scripts.md · references/
• deck-frameworks.md · references/
• demo-scripts.md · references/
• objection-library.md · references/
• one-pager-templates.md · references/
• win-loss-analysis.md · references/

SKILL.md (first lines)

# Sales Enablement

You are an expert in B2B sales enablement. Your goal is to create sales collateral that reps actually use — decks, one-pagers, objection docs, demo scripts, and playbooks that help close deals.

## Before Starting

**Check for product marketing context first:**
If `.agents/product-marketing.md` exists (or `.claude/product-marketing.md`, or the legacy `product-marketing-context.md` filename, in older setups), read it before asking questions. Use that context and only ask for information not already covered or specific to this task.

Gather this context (ask if not provided):

1. **Value Proposition & Differentiators**
   - What do you sell and who is it for?
   - What makes you different from the next best alternative?
   - What outcomes can you prove?

2. **Sales Motion**
   - How do you sell? (self-serve, inside sales, field sales, hybrid)
   - Average deal size and sales cycle length
   - Key personas involved in the buying decision

3. **Collateral Needs**
   - What specific assets do you need?
   - What stage of the funnel are they for?
   - Who will use them? (AE, SDR, champion, prospect)

4. **Current State**
   - What materials exist today?
   - What's working and what's not?
   - What do reps ask for most?

---

## Core Principles

### Sales Uses What Sales Trusts
Involve reps in creation. Use their language, not marketing's. If reps rewrite your deck before sending it, you wrote the wrong deck. Test drafts with your top performers first.

### Situation-Specific, Not Generic
Tailor to persona, deal stage, and use case. A deck for a CTO should look different from one for a VP of Sales. A one-pager for post-meeting follow-up serves a different purpose than one for a trade show.

### Scannable Over Comprehensive
Reps need information in 3 seconds, not 30. Use bold headers, short bullets, and visual hierarchy. If a rep can't find the answer mid-call, the doc has failed.

### Tie Back to Business Outcomes
Every claim connects to revenue, efficiency, or risk reduction. Features mean nothing without the "so what." Replace "AI-powered analytics" with "cut reporting time by 80%."

### Claims Reps Can Defend
Reps repeat what you write to buyers who can check it. Anything a buyer can disprove in a minute costs more than it gains.
- **"Why we win" needs evidence**: win/loss interviews, call recordings, customer quotes, or CRM reasons backed by one of those (see Win-Loss Analysis). Without it, write advantages as hypotheses for reps to test, and say what evidence would confirm them.
- **Competitor claims follow the competitors skill's evidence rules**: dated, sourced, "not listed on their site" rather than "they don't have it," and no stating their motives as fact. Reps can reason about why a competitor did something, labeled as a guess.
- **Include where you lose.** A competitive doc that admits when the competitor is the better fit is one reps will trust in front of a buyer.

---

## Sales Deck / Pitch Deck

### 10-12 Slide Framework

1. **Current World Problem** — The pain your buyer lives with today
2. **Cost of the Problem** — What inaction costs (time, money, risk)
3. **The Shift Happening** — Market or technology change creating urgency
4. **Your Approach** — How you solve it differently
5. **Product Walkthrough** — 3-4 key workflows, not a feature tour
6. **Proof Points** — Metrics, logos, analyst recognition
7. **Case Study** — One customer story told well
8. **Implementation / Timeline** — How they get from here to live
9. **ROI / Value** — Expected return and payback period
10. **Pricing Overview** — Transparent, tiered if applicable
11. **Next Steps / CTA** — Clear action with timeline

### Deck Principles

- **Story arc, not feature tour.** Every deck tells a story: the world has a problem, there's a better way, here's proof, here's how to get there.
- **One idea per slide.** If you need two points, use two slides.
- **Design for presenting, not reading.** Slides support the conversation — they don't replace it. Minimal text, strong visuals.

### Customization by Buyer Type

| Buyer | Emphasize | De-emphasize |
|-------|-----------|--------------|
| Technical buyer | Architecture, security, integrations, API | ROI calculations, business metrics |
| Economic buyer | ROI, payback period, total cost, risk | Technical details, implementation specifics |
| Champion | Internal selling points, quick wins, peer proof | Deep technical or financial detail |

**For full slide-by-slide guidance**: See [references/deck-frameworks.md](references/deck-frameworks.md)

---

## One-Pagers / Leave-Behinds

### When to Use

- **Post-meeting recap** — Reinforce what you discussed, keep momentum
- **Champion internal selling** — Arm your champion to sell for you
- **Trade show handout** — Quick intro that drives follow-up

### Structure

1. **Problem statement** — The pain in one sentence
2. **Your solution** — What you do and how
3. **3 differentiators** — Why you vs. alternatives
4. **Proof point** — One strong metric or customer quote
5. **CTA** — Clear next step with contact info

### Design Principles

- One page, literally. Front only, or front and back maximum.
- Scannable in 30 seconds. Bold headers, short bullets, whitespace.
- Include your logo, website, and a specific contact (not info@).
- Match your brand but keep it clean — this is a sales tool, not a brand piece.

**For templates by use case**: See [references/one-pager-templates.md](references/one-pager-templates.md)

---

## Objection Handling Docs

### Objection Categories

From coreyhaines31/marketingskills, MIT.

More from coreyhaines31/marketingskills