Phase 1 Sales Materials - COMPLETE ✅
Completion Date: November 2025 Status: Ready for Sales Team Deployment
What's Included
Phase 1 delivers the foundation materials needed to enable a sales team to start selling PulsePlus immediately.
1. Core Messaging Framework
File: messaging/CORE_MESSAGING_FRAMEWORK.mdWhat it includes:
- 3 elevator pitches (30-sec, 60-sec, 2-min)
- Value propositions for 8 buyer personas (CHRO, CFO, CIO, L&D, Sales VP, IT Director, Engineering VP, Change Management)
- 6 key differentiators (Privacy-First, AI-Powered, Research-Backed, Comprehensive, Integration, Transparent Pricing)
- Key messages for 5 use cases (OCM, Recruiting, IT Service Desk, Agile Dev, Sales)
- Proof points and statistics from Microsoft, IBM, Deloitte research
Use it for: Discovery calls, demos, proposals, competitive situations
2. Master Demo Script
File: demo/MASTER_DEMO_SCRIPT.mdWhat it includes:
- 30-60 minute demo flow (4 acts)
- Pre-demo checklist
- Feature walkthroughs for all 9 core features
- Customization guidance by industry
- ROI calculator demo
- Q&A handling
- Next steps framework
- Post-demo follow-up template
Use it for: Product demonstrations, sales certifications, demo practice
3. Email Outreach Templates
File: email-templates/COLD_OUTREACH_SEQUENCES.mdWhat it includes:
- 5 cold outreach sequences (HR Leaders, Change Management, Recruiting, IT Service Desk, Sales)
- 4 emails per sequence (initial, follow-up, value-add, breakup)
- Demo follow-up template
- Proposal follow-up template
- Went-dark reactivation template
- Personalization token guide
- Email best practices
Use it for: Prospecting, outbound campaigns, follow-ups
4. Discovery Question Bank
File: discovery/DISCOVERY_QUESTION_BANK.mdWhat it includes:
- 98 discovery questions organized by SPIN framework
- Situation questions (company context, current state)
- Problem questions (pain points by category)
- Implication questions (financial, operational, strategic impact)
- Need-Payoff questions (vision, value of solving)
- BANT qualification questions (Budget, Authority, Need, Timeline)
- Technical and integration questions
- Competitive intelligence questions
- Note-taking template
- Red flags and green flags to listen for
Use it for: Discovery calls, qualification, needs analysis
5. Proposal Template
File: proposal/PROPOSAL_TEMPLATE.mdWhat it includes:
- Executive summary
- Customer challenges section
- Proposed solution
- Implementation plan
- Success metrics & ROI calculator
- Pricing table (subscription + implementation)
- Why PulsePlus (differentiators)
- Customer success stories
- Terms & conditions
- Next steps and signature page
- Appendices (features, integrations, security)
Use it for: Formal proposals, business case development, contract negotiations
6. Sales Onboarding Program
File: onboarding/SALES_ONBOARDING_30-60-90.mdWhat it includes:
- Complete 90-day onboarding plan
- Week-by-week curriculum
- 4 certification programs (Product, Discovery, Demo, Closing)
- Daily activities and targets
- Onboarding buddy program
- Manager coaching schedule
- Success metrics dashboard
- Troubleshooting guide
Use it for: Onboarding new sales reps, sales training, skill development
7. Sales Presentation Deck Outline
File: presentation/SALES_DECK_OUTLINE.mdWhat it includes:
- 60+ slide master deck structure
- 8 sections: Opening, Solution, Industry Solutions, Differentiators, Customer Success, ROI & Pricing, Implementation, Closing
- Slide-by-slide content specifications
- Visual guidelines and brand standards
- Customization guidelines
- Delivery tips and best practices
- Appendix slides (technical, industry, pricing)
Use it for: Building PowerPoint/Google Slides decks, executive presentations, board meetings
How to Use These Materials
For New Sales Reps
- Start with Onboarding Program (30-60-90 day plan)
- Memorize Core Messaging Framework (personas and value props)
- Practice Master Demo Script until certified
- Use Email Templates for prospecting
- Study Discovery Question Bank before calls
- Reference Proposal Template for first deals
For Sales Managers
- Use Onboarding Program to train new hires
- Coach reps using Demo Script and Discovery Questions
- Review proposals against Proposal Template
- Build custom decks from Sales Deck Outline
For Sales Ops
- Load Email Templates into Outreach/Salesloft
- Add Discovery Questions to Salesforce opportunity fields
- Create Proposal Template in PandaDoc/Proposify
- Build Sales Deck in PowerPoint/Google Slides
Metrics to Track
Email Effectiveness
- Open rate (target: 25-35%)
- Reply rate (target: 5-10%)
- Meeting booked rate (target: 2-5%)
Demo Effectiveness
- Demo → Proposal conversion (target: 40-60%)
- Average demo duration (target: 45-60 min)
- Q&A quality score (1-5 scale)
Proposal Effectiveness
- Proposal → Close conversion (target: 25-40%)
- Average time to decision (target: 2-4 weeks)
- Discount rate (target: <15%)
Onboarding Effectiveness
- Time to first demo (target: <30 days)
- Time to first closed deal (target: <90 days)
- Certification pass rate (target: 100%)
What's Next: Phase 2
Timeline: Month 3-4 Focus: Industry-specific materials and competitive intelligence
Phase 2 Deliverables:
- Industry-specific one-pagers (5 industries)
- Industry-specific demo scripts
- ROI calculator tool (Excel)
- Competitive battlecards (top 5 competitors)
- POC/Pilot proposal template
- Technical evaluation materials
- Case study template
Questions or Feedback?
Contact: Sales Enablement Team Slack: #sales-enablement Review Cadence: Monthly based on sales team feedback
Phase 1 Status: ✅ COMPLETE Total Pages: 2,700+ lines of production-ready sales content Ready for: Immediate sales team deployment