08 Saas Sales Enablement Doc Pack

SaaS Sales Enablement Doc Pack Skill

Use When

• Use when producing product-specific ICP, discovery, demo, qualification, battlecard, and closing material for a sales-assisted SaaS. Use customer-success-playbook for post-sale operations and FAQ for customer self-service answers.

Do Not Use When

• Do not use for pure-self-serve products with no sales rep.
• Do not use this skill to fabricate missing project facts, legal conclusions, test results, approvals, or certification claims.

Required Inputs

Capability and permission boundaries

Default to read-only. Read and search access to the supplied artefacts are required. Editing is limited to an explicitly authorised requested draft or project files. Execute validation only when authorised; publishing, signature, certification, production mutation, destructive action, spending, and risk acceptance require explicit authority.

Degraded Mode

When files, tools, network, rendering, fonts, execution, or evidence are unavailable, return the narrowest useful qualified draft or finding set. Name every unavailable check and its consequence; an unassessed check is never a pass. Preserve evidence already gathered and provide the exact next verification step.

Decision Rules

Workflow

1. Confirm the requested artefact, audience, scope, decision owner, and applicable baseline or version. Work read-only by default; source mutation, publication, signature, certification, production change, or risk acceptance requires explicit authority.
2. Inspect every required input and record missing, stale, conflicting, or inaccessible evidence. Stop claims that depend on an unresolved required input.
3. Apply the Decision Rules, then execute the existing Core Instructions below in order; preserve project terminology and trace each material statement to its source.
4. Test the draft against the output acceptance conditions and domain quality standards. If a check cannot run, mark it not assessed and never convert it into a pass.
5. On failure, recover by preserving completed evidence, identifying the narrowest corrective action and owner, and rerunning only the affected checks before handoff.
6. Produce the named artefact and evidence record; publish, sign, certify, mutate production, or accept risk only under explicit authority.

Outputs

Evidence Produced

Quality Standards

• Every doc shall be product-specific (no generic templates pasted). Every discovery question shall be a tested formulation.
• Use deterministic acceptance conditions and preserve traceability from source to decision and output.
• Separate facts, inferences, assumptions, and approvals; never present one as another.
• Apply 28-anti-ai-slop during authoring and 29-ai-slop-audit at major checkpoints and release.

Anti-Patterns

• Producing SaaS Sales Enablement Doc Pack from assumptions instead of named project sources. Fix: Cite the source or mark the item unverified.
• Treating a missing or inaccessible check as passed. Fix: Mark it not assessed, state impact, and block dependent claims.
• Using vague gates such as adequate, secure, or user-friendly. Fix: Replace each with an observable criterion, threshold, and evidence source.
• Copying a generic template without product, control, role, version, or jurisdiction detail. Fix: Ground every section in the supplied context and remove unused boilerplate.
• Publishing, signing, certifying, changing production, or accepting risk without authority. Fix: Prepare a draft and route the decision to the accountable owner.
• Listing evidence without provenance or an acceptance result. Fix: Record source, period, integrity check, mapping, and pass/fail/not-assessed status.

Worked Example

Example: if a claim, segment, trigger, metric, or intervention lacks product evidence, qualify it and request the missing source. Record the evidence and result in the validation record; this avoids generic playbooks detached from product reality.

References

• Generation logic: load when creating the complete artefact.
• Skill notes: consult for local examples and invocation context.
• Repository operating rules: apply the engine's routing, evidence, and release gates.

Overview

Sourced from Winning by Design's SaaS Sales Method Fundamentals and for Account Executives. Produces the AE-facing doc pack that operationalises discovery, demo, and closing.

Core Instructions

Step 1: ICP & target persona

For each segment in scope, produce: firmographics, technographics, trigger events, buying-committee map, common objections, vocabulary.

Step 2: Sales-methodology selection

Per product line:

Pick one; state the team-shape implication.

Step 3: 8-step discovery meeting script

Per Winning by Design AE method:

1. Prepare for the meeting.
2. Open the conversation.
3. ACE the start (Acknowledge, Connect, Empathise).
4. Set the agenda.
5. Diagnose situation + pain (S + P questions).
6. Summarize the conversation.
7. Provide a 3rd-party reference.
8. Identify value via impact (I) questions.

For each step write: goal, recommended phrases, common mistakes, the standard SPI questions tailored to the ICP.

Step 4: Demo script (two-part)

• Part 1 — Demonstrate the product. Show the 3-5 narrative beats that show the customer's pain being solved. Use the customer's tone words from discovery.
• Part 2 — Integrate into the call. Tie each demo beat back to a stated customer pain. End on impact and next step.

State the demo length budget (30 min for solution sale; 60 for consultative).

Step 5: Competitive battlecards

One per main competitor. Sections: positioning, differentiation, where they win, where we win, traps to avoid, objection responses, proof points (named customers).

Step 6: Closing playbook

• Trade / Commit / Go Dark signals and responses.
• MEDDIC qualification (Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion).
• Mutual action plan template.
• Procurement / legal / security review playbook (DPA, security questionnaire, MSA negotiation).

Step 7: Value quantification worksheet

Cost / Experience / Revenue impact (Reduce / Improve / Increase). Tied to discovery findings.

Step 8: Write the pack

Sales_Enablement_Doc_Pack.md indexes:

• ICP.md
• Sales_Methodology.md
• Discovery_Meeting_Script.md
• Demo_Script.md
• Battlecards/<competitor>.md
• Closing_Playbook.md
• Value_Quantification_Worksheet.md
• Pricing_Cheatsheet.md (derived from Pricing & Packaging Spec)

Standards

• IEEE 29148 (stakeholder requirements).
• Winning by Design SaaS Sales Method fundamentals + AE volumes.

Resources

• logic.prompt, README.md, references/saas-sales-enablement-doc-pack-template.md, references/saas-value-quantification-worksheet.md.