@miranda0808/maya-codex 0.1.0

package/payload/.agents/skills/sales-enablement/references/deck-frameworks.md

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+# Sales Deck Frameworks
+
+Detailed slide-by-slide guidance for building sales decks that tell a story and close deals.
+
+## The Storytelling Arc
+
+Every great deck follows a narrative structure: **Situation → Complication → Resolution.**
+
+- **Situation** (Slides 1-3): The world your buyer lives in. Establish shared understanding.
+- **Complication** (Slides 2-3): Why the status quo is no longer sustainable. Create urgency.
+- **Resolution** (Slides 4-11): Your approach, proof, and path forward.
+
+The goal is not to present features. The goal is to make the buyer feel understood, then show them a better way.
+
+---
+
+## Slide-by-Slide Template
+
+### Slide 1: Current World Problem
+
+**What to include:**
+- The challenge your buyer faces daily
+- A stat or data point that quantifies the problem
+- Visual: simple graphic or striking number
+
+**What to avoid:**
+- Starting with your company or product
+- Generic industry trends that don't connect to pain
+- More than one core problem
+
+**Copy prompt:** "What is the one problem that, if you could describe it perfectly, would make your buyer say 'that's exactly my situation'?"
+
+---
+
+### Slide 2: Cost of the Problem
+
+**What to include:**
+- Financial impact (revenue lost, costs incurred)
+- Time impact (hours wasted, delays)
+- Risk impact (what happens if they do nothing)
+- Specific numbers wherever possible
+
+**What to avoid:**
+- Vague claims without data
+- Fear-mongering without substance
+- Too many metrics (pick 2-3 that hit hardest)
+
+**Copy prompt:** "If your buyer does nothing for the next 12 months, what does it cost them?"
+
+---
+
+### Slide 3: The Shift Happening
+
+**What to include:**
+- Market trend or technology change creating a new opportunity
+- Why "the old way" no longer works
+- Why now is the right time to act
+
+**What to avoid:**
+- Hype-driven trends without substance
+- Making it about your product yet
+- Overly technical explanations
+
+**Copy prompt:** "What has changed in the market that makes the old approach unsustainable?"
+
+---
+
+### Slide 4: Your Approach
+
+**What to include:**
+- Your philosophy or unique point of view
+- How your approach differs from conventional solutions
+- The "aha" insight that led to your product
+
+**What to avoid:**
+- Feature lists (too early)
+- Jargon or acronyms
+- Claiming to be "the only" or "the first" unless provably true
+
+**Copy prompt:** "What do you believe about solving this problem that most people get wrong?"
+
+---
+
+### Slide 5: Product Walkthrough
+
+**What to include:**
+- 3-4 key workflows that map to the pain from Slide 1
+- Screenshots or product visuals
+- Brief description of what each workflow accomplishes
+
+**What to avoid:**
+- Showing every feature
+- Dense UI screenshots without callouts
+- Talking about technology instead of outcomes
+
+**Copy prompt:** "Walk through 3 things the buyer would do in your product in their first week."
+
+---
+
+### Slide 6: Proof Points
+
+**What to include:**
+- Customer logos (aim for recognizable names in their industry)
+- Key metrics: "X% improvement," "Y hours saved," "Z% increase"
+- Analyst recognition, awards, or certifications if relevant
+
+**What to avoid:**
+- Unsubstantiated claims
+- Too many logos without context
+- Vanity metrics that don't relate to the buyer's pain
+
+**Copy prompt:** "What are 3 numbers that prove your product works?"
+
+---
+
+### Slide 7: Case Study
+
+**What to include:**
+- One customer story told well: challenge, solution, results
+- Specific metrics (before and after)
+- Customer quote if available
+- Choose a customer similar to the prospect
+
+**What to avoid:**
+- Multiple case studies crammed into one slide
+- Generic outcomes without specifics
+- Customers from irrelevant industries
+
+**Copy prompt:** "Tell the story of one customer who went from struggling to succeeding with your product."
+
+---
+
+### Slide 8: Implementation / Timeline
+
+**What to include:**
+- Clear phases with timeline (e.g., Week 1: Setup, Week 2-3: Integration, Week 4: Live)
+- What's required from their side vs. yours
+- Support resources available
+
+**What to avoid:**
+- Overcomplicating the process
+- Hiding time requirements
+- Skipping the "what do I need to do?" question
+
+**Copy prompt:** "How does a customer get from signing to live? What does each week look like?"
+
+---
+
+### Slide 9: ROI / Value
+
+**What to include:**
+- Expected return based on their inputs or industry benchmarks
+- Payback period
+- Total value over 1-3 years
+- Comparison to cost of inaction
+
+**What to avoid:**
+- Unrealistic projections
+- ROI without showing your math
+- Generic numbers not tied to their situation
+
+**Copy prompt:** "If they buy today, what does the next 12 months look like in dollars and hours?"
+
+---
+
+### Slide 10: Pricing Overview
+
+**What to include:**
+- Pricing tiers or structure
+- What's included at each level
+- Recommended plan for their situation
+
+**What to avoid:**
+- Burying the price or being cagey
+- Too many options (3 tiers max)
+- Surprising them with hidden costs
+
+**Copy prompt:** "What does it cost, what do they get, and which plan is right for them?"
+
+---
+
+### Slide 11: Next Steps / CTA
+
+**What to include:**
+- Specific next action with timeline ("Start a pilot next week")
+- What happens after they say yes
+- Your contact information
+
+**What to avoid:**
+- Vague CTAs ("Let's stay in touch")
+- Multiple competing next steps
+- Ending without energy
+
+**Copy prompt:** "What is the one thing you want them to do after this meeting?"
+
+---
+
+## Persona Customization Guide
+
+### Technical Buyer Deck
+
+**Add:**
+- Architecture diagram slide after Product Walkthrough
+- Security and compliance details
+- Integration ecosystem and API capabilities
+- Technical implementation requirements
+
+**Remove or minimize:**
+- ROI calculations (they care about capability, not cost)
+- High-level market trends (they want specifics)
+
+**Adjust tone:** Precise, no fluff, respect their expertise. Avoid marketing superlatives.
+
+### Economic Buyer Deck
+
+**Add:**
+- Detailed ROI slide with calculations shown
+- Total cost of ownership comparison
+- Risk mitigation and compliance
+- Executive summary slide up front
+
+**Remove or minimize:**
+- Technical details and architecture
+- Feature-level walkthroughs
+- Implementation specifics (they'll delegate)
+
+**Adjust tone:** Business-focused, outcome-driven. Speak in dollars and percentages.
+
+### Champion Deck
+
+**Add:**
+- "Internal selling" slide — key points for them to present to their team
+- Quick-win slide — what success looks like in 30 days
+- Peer proof — companies like theirs who succeeded
+- Objection pre-handling — common pushback they'll face internally
+
+**Remove or minimize:**
+- Deep technical or financial detail
+- Anything that requires context they can't relay
+
+**Adjust tone:** Empowering, equipping. Make them look smart to their boss.
+
+---
+
+## Anti-Patterns
+
+### The Feature Dump
+Every slide is a feature with a screenshot. No story, no "so what," no connection to the buyer's world. Reps click through it; prospects tune out.
+
+### The Wall of Text
+Slides with 200+ words. Nobody reads them during a presentation. If the slide requires reading, it belongs in a leave-behind.
+
+### The Missing Story Arc
+Slides exist in isolation — no narrative flow from problem to solution to proof. The deck feels like a brochure, not a conversation.
+
+### The Generic Screenshot
+Product screenshots without callouts, annotations, or context. The prospect can't tell what they're looking at or why it matters.
+
+### The Premature Demo
+Jumping to product features before establishing the problem. The buyer has no frame of reference for why your features matter.
+
+### The Kitchen Sink
+Trying to address every persona, every use case, every feature in one deck. The result is a 40-slide monster that nobody wants to sit through.

package/payload/.agents/skills/sales-enablement/references/demo-scripts.md

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+# Demo Script Templates
+
+Scene-by-scene templates for different call types, with timing, talk tracks, and interaction guidance.
+
+## Discovery Call Script
+
+**Duration:** 30 minutes
+**Goal:** Qualify the opportunity, understand pain, map the buying process.
+
+### Scene 1: Opening (3 min)
+
+**Talk track:**
+> "Thanks for taking the time, [Name]. I've done some research on [Company] but I'd love to hear from you directly. My goal for today is to understand what you're working on and see if there's a fit — and if there's not, I'll tell you that too. Sound good?"
+
+**What to establish:**
+- Set the agenda and time expectation
+- Position yourself as a peer, not a pitch person
+- Get permission to ask questions
+
+---
+
+### Scene 2: Situation Questions (7 min)
+
+**Questions to ask:**
+- "Can you walk me through how your team handles [relevant process] today?"
+- "What tools are you currently using for this?"
+- "How many people are involved in this workflow?"
+- "How long has this been in place?"
+
+**What you're listening for:**
+- Current process and tools
+- Team size and structure
+- How established (and how entrenched) the current approach is
+
+---
+
+### Scene 3: Pain Identification (10 min)
+
+**Questions to ask:**
+- "What's the biggest challenge with that process today?"
+- "When that breaks down, what happens?"
+- "How much time does your team spend on [specific task] per week?"
+- "What have you tried to fix this?"
+- "If you could wave a magic wand, what would change?"
+
+**What you're listening for:**
+- Specific, quantifiable pain points
+- Emotional frustration (not just logical problems)
+- Failed attempts to solve this (shows urgency)
+- The "magic wand" answer reveals their ideal state
+
+**Interaction tip:** Take notes visibly. Repeat back what you hear: "So if I understand correctly, the biggest issue is [X], which costs you about [Y] per month. Is that right?"
+
+---
+
+### Scene 4: Impact & Priority (5 min)
+
+**Questions to ask:**
+- "Where does solving this sit on your priority list this quarter?"
+- "What happens if you don't solve this in the next 6 months?"
+- "Who else is affected by this problem?"
+- "Is there budget allocated for solving this?"
+
+**What you're listening for:**
+- Priority level (nice-to-have vs. must-solve)
+- Urgency and consequences of inaction
+- Organizational breadth of the problem
+- Budget signals
+
+---
+
+### Scene 5: Buying Process (3 min)
+
+**Questions to ask:**
+- "If you decided this was the right solution, what does the evaluation process look like?"
+- "Who else would be involved in the decision?"
+- "Have you evaluated solutions for this before?"
+- "What's your timeline for making a decision?"
+
+**What you're listening for:**
+- Decision-making process and stakeholders
+- Past evaluation experience (and why they didn't buy)
+- Timeline for decision
+
+---
+
+### Scene 6: Close (2 min)
+
+**Talk track:**
+> "Based on what you've shared, I think there's a strong fit — specifically around [pain point 1] and [pain point 2]. What I'd suggest as a next step is a 30-minute demo where I can show you exactly how we'd address those. I'll customize it to your workflow. Does [specific date/time] work?"
+
+**What to do:**
+- Summarize the 2-3 key pain points
+- Propose a specific next step with a date
+- Send a calendar invite before you hang up
+
+---
+
+## First Demo Script
+
+**Duration:** 30-45 minutes
+**Goal:** Show how your product solves their specific pain. Advance to evaluation/pilot.
+
+### Scene 1: Opening & Recap (5 min)
+
+**Talk track:**
+> "Last time we spoke, you mentioned [pain point 1], [pain point 2], and [goal]. I've put together a demo focused on those three areas. If I've missed anything, flag it and we'll adjust. Sound good?"
+
+**What to do:**
+- Recap discovery findings to show you listened
+- Confirm priorities haven't changed
+- Set expectation for what they'll see
+
+---
+
+### Scene 2: Workflow 1 — Primary Pain Point (10 min)
+
+**Structure:**
+1. Restate the pain: "You mentioned [specific problem]..."
+2. Show the solution: Walk through the workflow step by step
+3. Highlight the outcome: "This means [specific benefit]..."
+
+**Interaction point (at the 5-min mark):**
+> "How does this compare to how you're handling it today?"
+
+**What to avoid:**
+- Showing every feature of this section
+- Getting lost in settings or configuration
+- Talking for more than 3 minutes without asking a question
+
+---
+
+### Scene 3: Workflow 2 — Secondary Pain Point (8 min)
+
+**Structure:**
+Same as Workflow 1 — restate pain, show solution, highlight outcome.
+
+**Interaction point:**
+> "Is this the kind of visibility your team has been asking for?"
+
+---
+
+### Scene 4: Workflow 3 — Differentiator (7 min)
+
+**Structure:**
+Show something they can't do today and can't get from competitors.
+
+**Talk track:**
+> "This is where we're really different from [competitor/status quo]. [Explain the unique capability]. For example, [Customer] uses this to [specific outcome]."
+
+**Interaction point:**
+> "How would your team use this?"
+
+---
+
+### Scene 5: Proof Point (3 min)
+
+**Talk track:**
+> "Let me share a quick example. [Customer similar to them] was in a similar situation — [brief challenge]. After implementing, they saw [specific metrics]. Their [role] said [quote]."
+
+**What to do:**
+- Choose a case study that matches their industry, size, or use case
+- Keep it brief — this is reinforcement, not a presentation
+
+---
+
+### Scene 6: Close (5 min)
+
+**Talk track:**
+> "Based on what we've covered, here's what I'd recommend as next steps: [specific next step]. This typically takes [timeline]. Who else on your team should be involved? I can set up a [follow-up meeting type] for [date]."
+
+**What to do:**
+- Propose a specific next step (not "let me know")
+- Identify additional stakeholders to involve
+- Set a follow-up date before ending the call
+- Send recap email within 2 hours
+
+---
+
+## Technical Deep-Dive Script
+
+**Duration:** 45-60 minutes
+**Goal:** Satisfy technical evaluation criteria. Address architecture, security, and integration concerns.
+
+### Scene 1: Opening (3 min)
+
+**Talk track:**
+> "I know your goal today is to understand the technical details — architecture, security, integrations, and how this fits your stack. I'll walk through each area and leave plenty of time for questions. What's your top priority for this session?"
+
+**Attendees:** Typically includes their technical evaluator (engineer, architect, IT lead) plus your SE or solutions engineer.
+
+---
+
+### Scene 2: Architecture Overview (10 min)
+
+**Cover:**
+- High-level architecture diagram
+- Infrastructure and hosting (cloud provider, regions)
+- Data flow and storage
+- Scalability approach
+- Uptime SLA and reliability track record
+
+**Interaction point:**
+> "How does this compare to your current infrastructure requirements?"
+
+---
+
+### Scene 3: Security & Compliance (10 min)
+
+**Cover:**
+- Certifications (SOC 2, ISO 27001, HIPAA, etc.)
+- Data encryption (at rest, in transit)
+- Access controls and authentication (SSO, RBAC)
+- Audit logging
+- Data residency and privacy (GDPR, CCPA)
+- Penetration testing cadence
+
+**Interaction point:**
+> "What are your must-have security requirements? I want to make sure we address them specifically."
+
+---
+
+### Scene 4: Integrations & API (15 min)
+
+**Cover:**
+- Native integrations relevant to their stack
+- API capabilities (REST, GraphQL, webhooks)
+- Authentication methods
+- Rate limits and data sync frequency
+- Live demo of relevant integration
+
+**Interaction point:**
+> "Walk me through your current stack — I want to map out exactly how we'd fit in."
+
+---
+
+### Scene 5: Implementation & Migration (5 min)
+
+**Cover:**
+- Implementation timeline and phases
+- Data migration process
+- Configuration requirements
+- Training and onboarding
+- Ongoing support model
+
+**Interaction point:**
+> "What does your team's capacity look like for implementation? That helps me scope the right timeline."
+
+---
+
+### Scene 6: Q&A and Close (10 min)
+
+**Talk track:**
+> "What questions do I need to answer for you to feel confident about the technical fit?"
+
+**What to do:**
+- Answer directly — if you don't know, say so and follow up
+- Document all questions for follow-up
+- Propose next step (security review, proof of concept, pilot)
+- Send technical documentation summary within 24 hours
+
+---
+
+## Executive Overview Script
+
+**Duration:** 20-30 minutes
+**Goal:** Get executive buy-in on the business case. Advance to budget approval or decision.
+
+### Scene 1: Opening (2 min)
+
+**Talk track:**
+> "Thanks for your time, [Name]. [Champion] has been evaluating [your product] and the results look strong. I'll keep this focused on the business impact and what a partnership looks like. I know your time is valuable so I'll aim to leave 10 minutes for questions."
+
+**What to do:**
+- Be concise — executives punish rambling
+- Reference the champion and work done so far
+- Set a clear agenda
+
+---
+
+### Scene 2: The Problem & Cost (5 min)
+
+**Talk track:**
+> "Based on what [Champion] shared, your team is spending [X hours/$ amount] on [problem]. That's [annual cost]. It's also creating [secondary impact: risk, delays, churn]. This isn't unique to you — it's an industry-wide challenge, and the companies solving it are seeing [outcome]."
+
+**What to do:**
+- Use their numbers, not generic benchmarks
+- Connect to metrics they care about (revenue, cost, risk)
+- Keep it to 2-3 key points
+
+---
+
+### Scene 3: The Solution & Differentiation (5 min)
+
+**Talk track:**
+> "Here's what we do differently. [One-sentence explanation]. For your team specifically, this means [specific benefit 1] and [specific benefit 2]. [Champion]'s team has already seen [early result or reaction from evaluation]."
+
+**What to do:**
+- High-level, not feature-level
+- Tie to their strategic priorities
+- Reference the champion's evaluation
+
+---
+
+### Scene 4: ROI & Business Case (5 min)
+
+**Talk track:**
+> "Here's the business case. Based on your team's numbers: [walk through ROI calculation]. Expected payback period is [X months]. Over 3 years, the total value is [$ amount]. [Customer similar to them] saw [specific result] within [timeframe]."
+
+**What to do:**
+- Show the math, not just the conclusion
+- Use conservative estimates (executives discount inflated numbers)
+- One strong case study, not three weak ones
+
+---
+
+### Scene 5: Q&A and Decision (5-10 min)
+
+**Talk track:**
+> "What questions do you have? And — assuming the business case holds up, what does the decision process look like from here?"
+
+**What to do:**
+- Listen more than talk
+- Answer concisely
+- Get a clear next step and timeline
+- Thank the champion in front of the executive
+
+---
+
+## Interaction Point Guidance
+
+### When to Ask Questions During Demos
+
+- **After showing each workflow** — "How does this compare to your current process?"
+- **When you see a reaction** — "I noticed you reacted to that — what are you thinking?"
+- **Before moving to the next section** — "Any questions on this before we move on?"
+- **When showing a differentiator** — "How would your team use this?"
+- **At the midpoint** — "Are we covering the right things, or should we adjust?"
+
+### Questions NOT to Ask During Demos
+
+- "Does that make sense?" (patronizing)
+- "Are you still with me?" (implies they're lost)
+- "Isn't that cool?" (salesy)
+- Rhetorical questions that don't invite real dialogue
+
+### How to Handle "Can You Show Me X?"
+
+When a prospect asks to see something during the demo:
+
+1. **If it's quick** — show it now, then return to your flow
+2. **If it's a tangent** — "Great question. Let me note that and show you after the main flow so we stay on track."
+3. **If it's not possible** — "We don't do that today. Here's how customers handle it: [alternative]."
+
+Never say "I'll get back to you" without writing it down and following up within 24 hours.