Sales Playbook

An internal operational document that standardizes how a sales team sells. Covers ICP, value proposition by segment, discovery questions, demo framework, objection handling, qualification criteria, and sales stages.

Syntax

claude-documentation

1. Ideal Customer Profile (ICP)
2. Value proposition by segment
3. Discovery question bank
4. Demo framework
5. Objection handling matrix
6. Qualification criteria (MEDDIC/BANT)
7. Sales stage definitions and exit criteria
8. Competitive battlecards
9. Email and call templates

Example

claude-documentation

// Claude prompt for objection handling section
We sell [product] to [target buyer] in the [industry] space.
Primary differentiators: [list 3].
Top objections we hear:
1. "We already have a solution for this"
2. "The price is too high"
3. "We don't have budget right now"

Generate an objection handling section with:
- Reframe strategy for each objection
- 2 scripted responses per objection
- Discovery question to uncover the real concern behind each