Activation Lever: Content Velocity
Sales content is everywhere and nowhere. Case studies live in Google Drive. Battle cards are in Slack. That testimonial video? Someone has the link. Reps spend 5+ hours per week hunting for content instead of selling.
The problem isn't that content doesn't exist. It's that content isn't organized in a way that makes it findable when you need it. A rep preparing for a call with a skeptical CFO shouldn't have to remember which folder has the ROI case study.
This prompt transforms scattered sales content into a structured, tagged library you can actually search. Tag by persona, tag by pain point, tag by use case. Then when you need "something for a VP of Sales worried about forecast accuracy," you can find it in seconds.
Today’s prompt is the setup. Tomorrow is the payoff. In Day 8, we will show you how to query this library and match content to specific prospects. But you can't match what isn't organized. Start here.
How to use this prompt
What you'll need:
- Your existing sales content (case studies, battle cards, one-pagers, testimonials, research)
- 30-60 minutes to gather and process your core assets
- A place to store the output (spreadsheet or doc works fine)
Step-by-step:
- 1
Gather your sales content (start with your 10-15 most-used pieces)
- 2
Copy the prompt below into your AI tool
- 3
Paste or upload each piece of content
- 4
Review the structured output and adjust tags as needed
- 5
Add entries to your master library (spreadsheet or doc)
- 6
Repeat until your core content is tagged
The Prompt
You are an expert sales enablement specialist who organizes content for maximum findability. Your task is to transform raw sales content into a structured, tagged library entry that reps can search and match to prospect situations.
CONTEXT: WHY CONTENT TAGGING MATTERS
Sales teams have content. What they lack is findability. A rep preparing for a call needs to answer: "What content is relevant to THIS prospect's situation?" Without tags and structure, that question requires memory, tribal knowledge, or luck.
A well-tagged library lets reps search by:
- Persona (who is this content for?)
- Pain point (what problem does it address?)
- Use case (when should I use this?)
Every piece of content you process should answer: "When a rep needs this, what would they search for?"
STANDARD ENTRY FORMAT:
For each piece of content, produce this structure:
=====================================
TITLE: [Clear, descriptive title]
CONTENT TYPE: [Case Study | Battle Card | One-Pager | Testimonial | Research | Video | Presentation]
DATE CREATED/UPDATED: [Month Year - important for version control]
SOURCE LOCATION: [Where the original lives - URL, folder path, or system]
PERSONA TAGS: [Select 1-3]
#CFO | #VP-Sales | #VP-Marketing | #Sales-Manager | #Enablement | #IT | #Procurement | #End-User | #Executive | #Ops
PAIN POINT TAGS: [Select 1-3]
#Forecasting | #Rep-Productivity | #Onboarding | #Competitive-Deals | #Pipeline-Quality | #Coaching | #Tech-Adoption | #Reporting | #Retention | #Scaling
USE CASE TAGS: [Select 1-2]
#Discovery-Prep | #Objection-Handling | #ROI-Justification | #Executive-Meeting | #Competitive-Displacement | #Proof-Point | #Technical-Validation | #Proposal-Support
SUMMARY: [3-4 sentences]
What is this content about? What's the key takeaway? Why would a rep use it?
Write for someone who hasn't seen the content. Lead with the "so what."
KEY PROOF POINTS: [Bullet 3-5 specifics]
• [Specific stat, result, or quote with attribution]
• [Another concrete data point]
• [Quantified outcome if available]
• [Notable company name or credibility element]
BEST FOR:
[One paragraph: What prospect situation makes this content relevant? What conversation is the rep having? What objection might this address?]
CONVERSATION TRIGGER:
"When a prospect says [specific thing], use this content because [reason]."
USAGE NOTES:
[Optional: Any caveats, context needed, or time-sensitivity. Flag if content is dated or vendor-biased.]
=====================================
TAGGING GUIDELINES:
Persona Tags - Ask: "Who is the decision-maker or influencer this content speaks to?"
- Use 1-3 tags maximum
- Primary tag = the main audience
- Secondary tags = adjacent stakeholders who'd find it relevant
Pain Point Tags - Ask: "What problem does this content help solve?"
- Match to how prospects describe their challenges
- Use their language, not your internal jargon
- 1-3 tags maximum
Use Case Tags - Ask: "At what moment in the sales process would a rep reach for this?"
- Be specific about the conversation context
- 1-2 tags maximum
QUALITY CHECKS BEFORE OUTPUT:
- [ ] Title is clear and searchable (not "Case Study v3 Final")
- [ ] Date is included (for version control)
- [ ] Summary works standalone (makes sense without reading original)
- [ ] Proof points are specific (numbers, names, results - not generalities)
- [ ] Tags match how reps would actually search
- [ ] Conversation Trigger is concrete and actionable
- [ ] Best For section describes a real prospect scenario
YOUR TASK:
Process the content I provide and output a structured library entry following the format above. If the content is low quality (no specific results, purely promotional, outdated), flag it and recommend whether to include or skip.
STEP 1: ANALYZE THE CONTENT
Review what I've provided and extract:
- Core message or argument
- Specific proof points (stats, quotes, results)
- Target audience signals
- Problem/solution framing
- Any credibility elements (company names, expert sources, data)
STEP 2: GENERATE THE STRUCTURED ENTRY
Create the full library entry following the standard format. Select appropriate tags based on the content.
STEP 3: FLAG ANY ISSUES
Note if:
- Content is outdated (more than 18 months old without evergreen value)
- Content lacks specific proof points
- Content is too promotional to be credible
- Content needs updating before use
---
INPUT:
Content to Process:
[Paste the content, upload the document, or provide the URL]
Content Type (if known):
[Case Study | Battle Card | One-Pager | Testimonial | Research | Other]
Any Additional Context:
[Optional: When was this created? Who uses it? Any known gaps?]
What Success Looks Like
Input Example:
Content: DataFlow Inc. Case Study
DataFlow is a 500-person SaaS company that struggled with forecast accuracy.
Their VP of Sales, Sarah Chen, was presenting to the board with ±20% variance every quarter. Pipeline reviews took 15 minutes just to reconcile conflicting data from reps. After implementing our platform, they achieved ±8% forecast accuracy within 90 days. Sarah now spends pipeline reviews on strategy, not data cleanup. "I finally feel confident walking into board meetings," she said.
Output Example:
=====================================
TITLE: DataFlow Inc. - Forecast Accuracy Transformation
CONTENT TYPE: Case Study
DATE CREATED/UPDATED: October 2024
SOURCE LOCATION: [Google Drive - Case Studies folder]
PERSONA TAGS: #VP-Sales #Executive
PAIN POINT TAGS: #Forecasting #Pipeline-Quality #Reporting
USE CASE TAGS: #ROI-Justification #Executive-Meeting
SUMMARY:
DataFlow, a 500-person SaaS company, reduced forecast variance from ±20% to ±8% in 90 days. Their VP of Sales was losing credibility in board meetings due to inaccurate forecasts. The transformation eliminated 15 minutes of data reconciliation from every pipeline review, freeing time for strategic discussion.
KEY PROOF POINTS:
• Forecast accuracy improved from ±20% to ±8% in 90 days
• 500-person SaaS company (mid-market relevance)
• 15 minutes saved per pipeline review on data reconciliation
• VP of Sales quote: "I finally feel confident walking into board meetings"
• Board-level visibility into the problem (executive relevance)
BEST FOR:
Prospects where the VP of Sales or CRO is frustrated with forecast accuracy and losing credibility with their board or CEO. Particularly strong when the prospect mentions wasting time reconciling data or dreading board meetings. Works well for mid-market SaaS companies (300-1000 employees).
CONVERSATION TRIGGER:
"When a prospect says 'our forecasts are always off' or 'I hate board meetings because I can't defend my numbers,' use this case study because it shows rapid improvement (90 days) with a relatable emotional outcome."
USAGE NOTES:
Strong for mid-market SaaS. May need different case study for enterprise or non-tech verticals. Sarah Chen approved for attribution.
=====================================
Creator’s Note: Why this Works
The Findability Problem
Most sales content fails not because it's bad, but because no one can find it when they need it. A rep is prepping for a call in 20 minutes. They know a case study exists. They can't remember where. They search Slack, Google Drive, the CRM. Nothing. They wing the call without it.
The fix isn't more content. It's structured content with tags that match how reps actually think. When prepping for a skeptical CFO, a rep should be able to search "CFO + ROI-Justification" and find exactly what they need.
Tag for How Reps Search
The tagging system only works if it matches how reps think about their deals. That's why the tags are organized by:
Persona: Who am I meeting with? Pain Point: What's their problem? Use Case: What moment am I in?
These three dimensions cover most search scenarios. A rep knows they're meeting with a VP of Sales (persona), who's struggling with rep productivity (pain point), and they need something for objection handling (use case). Three tags, instant match.
Start With Your Greatest Hits
Don't try to tag everything. Start with the 10-15 pieces your team actually uses. The case studies that close deals. The battle cards that win competitive situations. The one-pager everyone asks for.
Tag those first. Get the system working. Then expand.
The Conversation Trigger
The most underrated field in the template is "Conversation Trigger." It answers: when a prospect says X, use this content.
This transforms your library from a filing cabinet into a playbook. Reps don't just know content exists. They know exactly when to use it.
Version Control Matters
Every entry includes a date. Content gets stale. Case studies from 2021 might have outdated logos, old pricing, or departed contacts. The date field lets you audit and refresh.
Set a calendar reminder: review your content library quarterly. Archive anything older than 18 months unless it's truly evergreen.
Building the System
Your library can live anywhere:
- Spreadsheet: One row per content piece, columns for each field
- Doc: Searchable document with all entries
- Notion/Airtable: If you want filtering and views
- Your CRM: If it supports content libraries
What matters is that it's searchable and everyone knows where it lives.
Level up: Advanced Applications
- Process content in batches. Gather 5-10 pieces, process them in one session. Faster than one-off tagging.
- Add custom tags for your business. The default tags cover most B2B situations. If your market has specific personas (e.g., "Chief Medical Officer") or pain points (e.g., "HIPAA Compliance"), add them to your tagging taxonomy.
- Create a content request process. When reps can't find what they need, that's signal. Track those gaps. Build content to fill them.
- Assign ownership. Someone should own the content library. Quarterly audits, new additions, quality control. Without ownership, libraries decay.
- Connect to Day 8. Once your library is tagged, Day 8's Content Matching prompt lets you query it. "Given this call, what content should I send?" becomes answerable.
Tomorrow: Day 8—Content Matching
See What’s Holding Your Revenue Back, And What Activates It
Revenue enablement wasn’t designed for execution in motion. Activation is.
