sales-enablement · diff

v1.0.0 to v1.0.0

1 added, 1 removed. Audit A to A.

---

name: sales-enablement

description: >-

Create sales collateral that reps actually use — pitch decks, one-pagers,

battlecards, objection docs, demo scripts, talk tracks, and playbooks. Use when

the user wants to create sales materials, build a pitch deck, write a one-pager,

create objection handling docs, or arm their sales team. Triggers on: "sales

enablement", "pitch deck", "one-pager", "sales collateral", "battlecard",

"sales deck", "objection doc", "sales playbook", "demo script", "leave-behind",

"talk track", or any request about creating materials for sales teams.

license: MIT

compatibility: Claude Code, Jesse, Codex, Hermes, Windsurf, OpenCode, Gemini CLI, Copilot, Zed, VS Code, Goose

metadata:

version: "1.0.0"

author: LeadMagic

category: sales-revops

tags: [sales-enablement, pitch-decks, battlecards, collateral]

related_skills: [pipeline-management, pitch-deck-builder, one-pager-builder, battlecard-builder, demo-scripts, objection-handling, meeting-prep]

frameworks:

- "Winning by Design — GTM Playbook Development Kit"

- "Winning by Design — SPICED Qualification"

- "Force Management Command of the Message"

- "Corporate Visions Messaging Frameworks"

- "Andy Whyte — MEDDICC Scorecard"

- "Force Management — MEDDICC Methodology"

---

# Sales Enablement

## Overview

Sales enablement materials are tools, not documents. If a rep can't find the

right asset in 30 seconds during a call, it might as well not exist. The best

enablement is concise, persona-specific, and structured for rapid access.

This skill coordinates the creation of a complete sales enablement package:

pitch deck, one-pagers per persona, objection handling docs, demo scripts,

and a GTM playbook aligned to the sales process defined in `pipeline-management`.

Load `pipeline-management` first if no stage definitions exist — enablement

assets must map to specific stages (Goal, Actions, Exit Criteria) and SPICED

fields, not float as disconnected PDFs.

## When to Use

- "Create a sales enablement package for our new product"

- "Build a pitch deck"

- "Write a one-pager for our champion"

- "Create objection handling docs"

- "Build a sales playbook"

- "Arm our reps with competitive materials"

## Authoritative Foundations

- **Winning by Design — GTM Playbook Development Kit.** The sales playbook is

the operational layer of the sales process. Each playbook section maps to a

pipeline stage: what to do (Actions), what evidence to capture (Exit Criteria),

and which SPICED questions to ask. Reps use the playbook; managers inspect

against the same criteria in deal reviews.

- **Winning by Design — SPICED.** Discovery questions, demo framing, and

proposal language should elicit Situation, Pain, Impact, Critical Event, and

Decision — organized by stage, not as a flat script.

- **Force Management — Command of the Message.** Before Scenario → PBOs →

Required Capabilities → Defensible Differentiators. Every asset traces to this

for message consistency across deck, one-pager, and battlecard.

- **Corporate Visions.** "Why change" → "why you" → "why now" progression

converts better than feature-forward presentations.

## Prerequisites

- Positioning and messaging defined (use positioning-messaging)

- ICP and personas documented (use icp-scoring)

- Competitive intelligence gathered (use competitive-intel)

## Step-by-Step Process

### Phase 1: Asset Inventory

Determine what's needed:

|---|---|---|---|

### Phase 2: Asset Creation by Persona

Every asset should be persona-aware. A deck for a CTO has different content,

examples, and proof points than one for a VP of Sales.

|---|---|---|---|

### Phase 3: GTM Playbook Structure (WbD-Aligned)

The playbook mirrors `pipeline-management` stage definitions. Structure by stage:

| Playbook Section | Maps To | Contents |

|---|---|---|

| ICP & Personas | Pre-Target | Who we sell to, disqualifiers |

| Stage 1–2: Target & Connect | Target, Connect | Outreach templates, Situation questions |

| Stage 3: Discovery | Discovery | SPICED question bank, Impact quantification |

| Stage 4: Solution | Solution | Demo scripts per persona, Champion development |

| Stage 5–6: Proposal & Negotiate | Proposal, Negotiation | Pricing talk track, Andy Whyte MEDDICC scorecard (0/1/2), Champion test card |

| Objection Handling | All stages | Top objections by stage, not generic list |

| Competitive Positioning | Solution onward | Battlecards with talk tracks |

| Handoff to CS | Closed Won | AE → CS package template (SPICED summary) |

| CRM Quick Reference | All stages | Stage names, exit criteria fields, conversion targets |

Each section must reference the Exit Criteria fields reps populate in CRM.

Managers and reps use the same document for execution and inspection.

## Output Format

Sales enablement package:

```

# Sales Enablement Package: [Product/Feature]

## Assets Produced

- [ ] Pitch Deck (10 slides, 3 persona variants)

- [ ] One-Pagers (CTO, VP Sales, Champion)

- [ ] Battlecards (Competitor A, B, C)

- [ ] Objection Handling Doc (6 categories, 30+ objections)

- [ ] Demo Script (3 variants: first demo, deep-dive, exec overview)

- [ ] ROI Calculator

- [ ] Case Studies (2-3, sales format)

- [ ] Sales Playbook (central reference)

## Access

- Deck: [link]

- Playbook: [link]

- All assets: [folder]

```

## Quality Check

- [ ] Playbook sections map to pipeline stages from `pipeline-management`

- [ ] SPICED questions organized by stage with CRM field names

- [ ] Every asset references the core positioning and messaging framework

- [ ] Assets are persona-specific (not one-size-fits-all)

- [ ] Reps can find any asset in under 30 seconds

- [ ] Battlecards include talk tracks, not just feature comparisons

- [ ] Demo script tested with a live audience

- [ ] All metrics and claims verified and sourceable

## Common Pitfalls

1. **One deck for everyone.** A CTO and a VP Sales care about different

things. If your deck works for both, it works for neither.

2. **Feature dumps as decks.** Slides that list features without connecting

them to customer problems are skipped. Every slide answers "so what?"

3. **No talk tracks in battlecards.** A feature comparison table without

language the rep can actually say in a call isn't a battlecard —

it's a reference doc.

4. **Assets nobody can find.** PDFs buried in a Drive folder. Build a

single access point (Notion, SharePoint, dedicated Slack channel).

5. **Static assets.** Enablement degrades monthly. Schedule quarterly

reviews to update metrics, add new competitors, and retire stale decks.

## Execution Artifacts

- `references/framework-notes.md` — Named frameworks and reference tables

- - `references/force-management-playbook.md` — Repo root: Command of the Message, alignment cadence

- `templates/output-template.md` — Deliverable shell for agent output

- `scripts/check-output.py` — Lightweight deliverable validator

+ - `references/force-management-playbook.md` — Repo root: Command of the Message, alignment cadence

## Related Skills

- **pipeline-management**: Sales process and stage definitions (prerequisite)

- **pitch-deck-builder**: Detailed slide-by-slide deck construction

- **battlecard-builder**: Competitive battlecard creation

- **demo-scripts**: Demo script writing

- **objection-handling**: Objection taxonomy and response frameworks

- **positioning-messaging**: Foundation positioning these assets draw from