@monoes/monomindcli 2.15.3 → 2.15.5

package/org-skills/sales-enablement/SKILL.md

@@ -0,0 +1,362 @@
+---
+name: sales-enablement
+description: "When the user wants to create sales collateral, pitch decks, one-pagers, objection handling docs, or demo scripts."
+tags: ["sales","writing"]
+tools: []
+license: MIT
+source: https://github.com/coreyhaines31/marketingskills
+source_path: "skills/sales-enablement"
+source_commit: 5b2c0007766c6a1cf1d53fd8fc73e979e0821022
+---
+# 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%."
+
+---
+
+## 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
+
+| 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 you different?" |
+| Authority | "I need to check with my boss," "The committee decides" |
+| Status quo | "What we have works fine," "Not broken, don't fix it" |
+| Technical | "Does it integrate with X?," "Security concerns," "Can it scale?" |
+
+### Response Framework
+
+For each objection, document:
+
+1. **Objection statement** — Exactly how reps hear it
+2. **Why they say it** — The real concern behind the words
+3. **Response approach** — How to acknowledge and redirect
+4. **Proof point** — Specific evidence that addresses the concern
+5. **Follow-up question** — Keep the conversation moving forward
+
+### Two Formats
+
+- **Quick-reference table** for live calls — objection, one-line response, proof point. Fits on one screen.
+- **Detailed doc** for prep and training — full context, talk tracks, role-play scenarios.
+
+**For the full objection library**: See [references/objection-library.md](references/objection-library.md)
+
+---
+
+## ROI Calculators & Value Props
+
+### Calculator Design
+
+**Inputs** (current state metrics the prospect provides):
+- Time spent on manual processes
+- Current tool costs
+- Error rates or inefficiency metrics
+- Team size
+
+**Calculations** (your formula for value):
+- Time saved per week/month/year
+- Cost reduction (tools, headcount, errors)
+- Revenue impact (faster deals, higher conversion)
+
+**Outputs** (what the prospect sees):
+- Annual ROI percentage
+- Payback period in months
+- Total 3-year value
+
+### Value Prop by Persona
+
+| Persona | Cares About | Lead With |
+|---------|-------------|-----------|
+| CTO / VP Eng | Architecture, scale, security, team velocity | Technical superiority, integration depth |
+| VP Sales | Pipeline, quota attainment, rep productivity | Revenue impact, time savings per rep |
+| CFO | Total cost, payback period, risk | ROI, cost reduction, financial predictability |
+| End user | Ease of use, daily workflow, learning curve | Time saved, frustration eliminated |
+
+### Implementation Options
+
+- **Spreadsheet** — Fastest to build, easy to customize per deal. Works for inside sales.
+- **Web tool** — More polished, captures leads, scales better. Worth building if deal volume is high.
+- **Slide-based** — ROI story embedded in the deck. Good for executive presentations.
+
+---
+
+## Demo Scripts & Talk Tracks
+
+### Script Structure
+
+1. **Opening** (2 min) — Context setting, agenda, confirm goals for the call
+2. **Discovery recap** (3 min) — Summarize what you learned, confirm priorities
+3. **Solution walkthrough** (15-20 min) — 3-4 key workflows mapped to their pain
+4. **Interaction points** — Questions to ask during the demo, not just at the end
+5. **Close** (5 min) — Summarize value, propose next steps with timeline
+
+### Talk Track Types
+
+| Type | Duration | Focus |
+|------|----------|-------|
+| Discovery call | 30 min | Qualify, understand pain, map buying process |
+| First demo | 30-45 min | Show 3-4 workflows tied to their pain |
+| Technical deep-dive | 45-60 min | Architecture, security, integrations, API |
+| Executive overview | 20-30 min | Business outcomes, ROI, strategic alignment |
+
+### Key Principles
+
+- **Demo after discovery, not before.** If you don't know their pain, you're guessing which features matter.
+- **Customize to their use case.** Use their terminology, their data (if possible), their workflow.
+- **Leave time for questions.** A demo where the prospect doesn't talk is a demo that doesn't close.
+
+**For full script templates**: See [references/demo-scripts.md](references/demo-scripts.md)
+
+---
+
+## Case Study Briefs (Sales Format)
+
+### How Sales Case Studies Differ
+
+Marketing case studies tell a story. Sales case studies arm reps with fast-access proof. Keep them short, outcome-focused, and tagged for retrieval.
+
+### Structure
+
+1. **Customer profile** — Industry, company size, buyer role
+2. **Challenge** — What they were struggling with (2-3 sentences)
+3. **Solution** — What they implemented (1-2 sentences)
+4. **Results** — 3 specific metrics (before/after)
+5. **Pull quote** — One sentence from the customer
+6. **Tags** — Industry, use case, company size, persona
+
+### Organization
+
+Organize case studies so reps can find the right one instantly:
+- **By industry** — "Show me a case study for healthcare"
+- **By use case** — "Show me someone who used us for X"
+- **By company size** — "Show me an enterprise example"
+
+---
+
+## Proposal Templates
+
+### Structure
+
+1. **Executive summary** — Their challenge, your solution, expected outcome (1 page max)
+2. **Proposed solution** — What you'll deliver, mapped to their requirements
+3. **Implementation plan** — Timeline, milestones, responsibilities
+4. **Investment** — Pricing, payment terms, what's included
+5. **Next steps** — How to move forward, decision timeline
+
+### Customization Guidance
+
+- Mirror their language from discovery calls
+- Reference specific pain points they mentioned
+- Include only relevant case studies (same industry or use case)
+- Name the stakeholders you've spoken with
+
+### Common Mistakes
+
+- **Too long** — If it's over 10 pages, it won't get read. Aim for 5-7.
+- **Too generic** — Templated proposals signal low effort. Customize the exec summary at minimum.
+- **Burying the price** — Don't make them hunt for it. Be transparent and confident.
+
+---
+
+## Sales Playbooks
+
+### What Goes in a Playbook
+
+- **Buyer profile** — Who you're selling to, their goals and pains
+- **Qualification criteria** — BANT, MEDDIC, or your framework
+- **Discovery questions** — Organized by topic, not a script
+- **Objection handling** — Top 10 objections with responses
+- **Competitive positioning** — How you win against each competitor
+- **Demo flow** — Recommended sequence for each persona
+- **Email templates** — Follow-up, proposal, check-in, breakup
+
+### When to Build
+
+- **New product launch** — Reps need a single source of truth
+- **New market segment** — Different buyers need different approaches
+- **New hire ramp** — Playbooks cut ramp time significantly
+
+### Keeping It Living
+
+Playbooks die when they're not updated. Review quarterly, get input from top reps, and remove anything outdated. Assign an owner — if nobody owns it, it rots.
+
+---
+
+## Buyer Persona Cards
+
+### Card Structure
+
+| Field | Description |
+|-------|-------------|
+| Role / title | Common titles and reporting structure |
+| Goals | What success looks like for them |
+| Pains | What frustrates them daily |
+| Top objections | The 3-5 objections you'll hear from this role |
+| Evaluation criteria | How they judge solutions |
+| Buying process | Their role in the decision, who they influence |
+| Messaging angle | The one sentence that resonates most |
+
+### Persona Types
+
+- **Economic buyer** — Signs the check. Cares about ROI and risk.
+- **Technical buyer** — Evaluates the product. Cares about capabilities and integration.
+- **End user** — Uses it daily. Cares about ease and workflow fit.
+- **Champion** — Advocates internally. Needs ammunition to sell for you.
+- **Blocker** — Opposes the purchase. Understand their concern to neutralize it.
+
+---
+
+## Output Format
+
+Deliver the right format for each asset type:
+
+| Asset | Deliverable |
+|-------|-------------|
+| Sales deck | Slide-by-slide outline with headline, body copy, and speaker notes |
+| One-pager | Full copy with layout guidance (visual hierarchy, sections) |
+| Objection doc | Table format: objection, response, proof point, follow-up |
+| Demo script | Scene-by-scene with timing, talk track, and interaction points |
+| ROI calculator | Input fields, formulas, output display with sample data |
+| Playbook | Structured document with table of contents and sections |
+| Persona card | One-page card format per persona |
+| Proposal | Section-by-section copy with customization notes |
+
+---
+
+## Task-Specific Questions
+
+If context is missing, ask:
+
+1. What collateral do you need? (deck, one-pager, objection doc, etc.)
+2. Who will use it? (AE, SDR, champion, prospect)
+3. What sales stage is it for? (prospecting, discovery, demo, negotiation, close)
+4. Who is the target persona? (title, seniority, department)
+5. What are the top 3 objections you hear most?
+
+---
+
+## Tool Integrations
+
+For partner sales enablement, see the [tools registry](../../tools/REGISTRY.md):
+
+| Tool | What It Does | Guide |
+|------|-------------|-------|
+| **Introw** | Partner engagement tracking, deal registration, mutual action plans | [introw.md](../../tools/integrations/introw.md) |
+
+---
+
+## Related Skills
+
+- **competitors**: For public-facing comparison and alternative pages
+- **copywriting**: For marketing website copy
+- **cold-email**: For outbound prospecting emails
+- **revops**: For lead lifecycle, scoring, routing, and pipeline management
+- **pricing**: For pricing decisions and packaging
+- **product-marketing**: For foundational positioning and messaging

package/org-skills/sales-enablement/references/deck-frameworks.md

@@ -0,0 +1,263 @@
+# 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.