Sales Enablement

# 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?

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## 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%."

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## 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)

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## 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)

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## Objection Handling Docs

### Objection Categories

| Category | Examples | |----------|----------| | Price | "Too expensive," "No budget this quarter," "Competitor is cheaper" | | Timing | "Not the right time," "Maybe next quarter," "Too busy to implement" | | Competition | "We already use X," "What makes