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Sales Enablement Assets

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Function
Persona Asset Type
Link
Status
Agent
Name
Source
Sellable
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Content Marketer anticipates customer questions and responses to a new blog post announcing a company rebrand.
Sales Manager anticipates buyer objections and adjusts the sales proposal before a high-stakes pitch meeting.
Head of People predicts employee reactions to policy changes around time-off allowance before a company-wide announcement.
Legal Director anticipates board questions and concerns before presenting a contract risk assessment.
Account Manager predicts enterprise client's reaction to renewal proposal, especially around pricing changes.
Product Manager anticipates stakeholder concerns before presenting roadmap trade-offs to leadership.
The Content Marketing Director ensures whitepapers haven’t inadvertently copied competitor language or existing research before publication.
Support team verifies new help articles don’t duplicate content from other companies’ support sites.
(Product Teams): The Product Marketing Manager ensures product descriptions are original and free of competitor language.
IP Counsel scans contracts and documents for unintentional duplication of copyrighted material.
Sales Enablement checks that competitive battle cards don't inadvertently copy competitor materials.
L&D Manager verifies training materials don't duplicate copyrighted content before internal distribution.
Graduate Student transforms conversational writing into academic language required by professor for literature review.
The Content Marketer transforms an AI-drafted blog post to match the authentic brand voice instead of sounding robotic.
BDRs and AEs personalize outreach emails to sound authentic rather than templated or robotic.
Talent Acquisition makes drafted job descriptions sound human and inviting rather than corporate and stiff.
(Product Teams): Product Manager transforms user research insights into authentic, human language for stakeholder presentations.
Community Manager adds genuine warmth to response templates while maintaining consistency across team.
Compliance Officer adds human touch to policy communications while maintaining required legal language.
Content Manager ensures product launch emails are error-free and on-brand before sending to subscribers.
Recruiter eliminates errors in job descriptions to maintain employer brand quality.
Contract Manager catches errors in legal documents where precision is critical and mistakes are costly.
(Product Teams): Product Manager ensures PRDs (product requirement documents) are clear, accurate, and error-free before sharing with engineering and design teams.
Support Agent drafts polished, professional responses that reflect well on the company, even during high-volume ticket periods.
Account Executive polishes proposal before sending to C-suite prospect to ensure professionalism and credibility.
Social Media Manager adapts a LinkedIn thought leadership post for Instagram’s more casual, creative audience without losing the core message.
HR business leader adjusts the tone of performance feedback from a direct manager to a more diplomatic tone for sensitive conversations.
Legal Counsel translates complex legal terms into plain language for employee handbooks and policies.
(Product Teams): Product Manager adapts technical feature specs for executive meetings using business-focused language.
Customer Success Manager reframes technical explanation in simpler terms so non-technical clients can understand product limitations.
Sales Engineer translates technical product details into business value language for non-technical buyers.
Brand Strategist refines competitive analysis and market positioning to C-suite standards before presenting a repositioning strategy.
Enterprise Account Executive elevates proposals with industry-specific insights and terminology to win strategic accounts.
HR leadership ensures the compensation philosophy document meets professional HR standards and best practices.
(Product Teams): Product Manager validates product strategy with expert review of market analysis and competitive insights.
Technical Writer ensures API documentation meets industry standards and technical accuracy for developer audience.
Total Rewards Manager ensures compensation philosophy document meets professional HR standards and best practices.
Legal Counsel translates complex legal terms into plain language for employee handbook and policies.
Marketing: Draft campaign briefs, project plans, and stakeholder emails based on provided documentation.
Summarize customer inquiries and suggest empathetic, on-brand responses that balance tone and accuracy.
Create personalized outreach messages to prospects based on news articles, business pages, or LinkedIn profiles.
Craft candidate responses, summarize email threads, and ensure inclusive, compliant language in communications.
Marketing Director verifies freelance content is human-written, not AI-generated or repurposed as original work.
Quality Assurance Lead checks vendor-provided knowledge base articles for authenticity before publishing.
Talent Acquisition verifies that candidate application materials are authentic before moving forward in the hiring process.
Legal Operations ensures contract additions are carefully composed and not generic, AI-generated boilerplate.
Sales Operations verifies proposal content maintains authentic voice before customer delivery.
Content Designer ensures UX copy maintains authentic human voice and doesn’t sound AI-generated.
Legal Operations verifies contract language additions are thoughtfully crafted, not AI-generated boilerplate.
PhD Candidate validates methodology section meets rigorous disciplinary standards with subject-matter expertise.
Business School Student understands how professor will interpret case study analysis and prepares for likely questions.
College Student converts essay structure into authentic personal voice before submission.
Research Student finds credible, peer-reviewed sources to support climate change claims with properly formatted citations.
High School Student ensures college application essay reads as authentically theirs before submitting to admissions.
Undergraduate Student checks research paper for unintentional similarities to sources and verifies all citations are included.
College Student reviews essay against rubric and receives feedback on improvements before final submission.
Professor proofreads syllabus and assignment instructions for clarity before distributing to students.
Instructor rewrites complex academic concepts in simpler terms for introductory course students.
Department Chair refines accreditation documentation to meet academic standards and regulatory requirements.
Professor predicts student confusion points and adjusts lecture materials before class.
Adjunct Professor personalizes feedback comments to sound supportive rather than automated.
Graduate TA locates authoritative sources to support course material claims and reading lists.
Department Head checks student work authenticity to uphold academic integrity standards.
Professor checks course materials for unintentional duplication and ensures proper source attribution.
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Framework Considerations

Content - from Kristen
1
Assets - from Kristen
1
Content - from Michelle
1
Matt’s Framework
1
Product overview
Competitive positioning
Discovery & qualification guides
Objection handling
Pitch decks & messaging
Pricing & packaging
Pitch decks & messaging
Competitive positioning
Discovery & qualification guides (ex: BANT)
Pricing & packaging
Objection handling
Why this order works: It mirrors the customer's buying journey—starting with "Do I have this problem?" and ending with "Can we actually implement this?" It also builds from strategy (why/who) to tactics (how/what).
Why
Value Prop
Messaging
Target Persona(s)
Challenges
Discovery Questions
Common Use Cases/proof points
Product overview (What)
Competitive positioning
Demoing
Pricing & packaging
Objection handling
1. Understanding → Demonstration of knowledge
Focus: Comprehension and retention
Outcome: Students can show they've grasped the material through tests, explanations, or presentations
2. Learning → Use and explanation
Focus: Acquisition and articulation
Outcome: Students can both apply what they've learned and explain it to others, showing deeper processing
3. Thinking → Application
Focus: Cognitive engagement and analysis
Outcome: Students can transfer their thinking to new situations and solve problems independently
4. Appreciation → Providing examples
Focus: Recognition and valuing
Outcome: Students can identify instances, make connections, and recognize significance in various contexts

Course Objectives
Seller Learning Objectives
Students will understand...


Students will demonstrate knowledge...

Students will learn...

Students will be able to use and explain...

Students will think...

Students will be able to apply...

Students will have an appreciation...

Students will be able to give examples...

There are no rows in this table
Accredidation

Sales Assessment Requirements
Do we ultimately want separate accreditations for a Sales Associate and an AE?
Sales
Delivery
Consideration Assessment Requirements
Comments
X
X
Written exam (𝒳 passing score - 80%?) - 𝒳 questions
I feel like 80-85% is good
X
X
Shadow 𝒳 sales calls with certified reps
Instead of shadow, listen to 𝒳 anonymized calls. I vote for 2
X
X
Deliver 1 recorded product demo to be blessed by 𝒳
Do we expect this salesperson to do demos?
Is 𝒳 the CSM team, Sales team, or other?
How do we make this scalable?
Is there technology that can help?
X
X
Role-play assessment with sales/delivery manager
I don’t think this is scalable
X
X
Deliver 𝒳 unsupervised sales calls to real prospects (recorded)
This is an interesting option
Is 𝒳 the CSM team, Sales team, or other?
How do we make this scalable?
X
ROI Component
If a salesperson can’t talk about the ROI, the sale is always in jeopardy
X
Building in a sandbox or live environment
This is about showing the work
There are no rows in this table



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