Sales · Enablement
Battle cards that are still true this quarter
Enablement content is written once, used constantly, and updated never. The updating is the assignable part.
What the worker does
Sales enablement content in Polaris lives in versioned docs with file review and comments, maintained by an AI worker. The worker drafts battle cards and objection responses from won and lost deal notes, checks competitor claims through web search, and posts a list of documents that no longer match reality. Sales leadership approves what the team is allowed to say.
- Connections
- Google Drive · web search
- Lives in
- Docs, versioned, with file review
- Reviewed by
- Sales leadership, before use
The half-life of a battle card
A battle card is accurate the week it is written. Then the competitor changes their pricing page, ships the feature you said they lacked, and your card starts costing you deals in a way nobody can trace.
Reps rarely report this. They quietly stop using the card and improvise, which is worse, because now every rep says something different and none of it is reviewed.
What the worker maintains
Battle cards
One per named competitor, with claims dated and linked so a rep can see when each line was last checked.
Objection responses
Drafted from what actually came up in lost-deal notes, not from a list of objections somebody imagined.
One-pagers per segment
The same product argument written for the buyer who cares about a different thing.
The stale list
Documents whose claims no longer match what the worker found on the web this month, named individually.
Two ways to keep enablement current
The quarterly refresh
- Someone owns it in addition to their job
- It slips, then it slips again
- Every card updated on the same day whether it needed it or not
- Nobody knows which claim was checked when
A standing task
- A worker checks the claims monthly
- Only what changed comes back
- Each line carries the date it was verified
- Sales leadership approves changes in file review
Questions people ask
+Where does the material come from?
From your own deal notes and docs, plus open web research on public competitor pages. The worker links what it read, so leadership can check any claim before a rep repeats it.
+How does versioning work?
Docs in Polaris are versioned, and files support review and comments, so an enablement document has a history and an approver rather than being overwritten silently.
+Can reps request updates?
Yes. A rep creates a task in the enablement workstream describing what a buyer said, assigns it to the worker, and the answer comes back as a delivery comment for leadership to approve.
+Does this replace enablement headcount?
It replaces the production part of the job. Deciding what the company claims, and training people to say it well, is still a person's work, and the worker's output is only as good as the rules in its skill file.
Related
Sales work, with the admin handed to an AI teammate
Selling is a conversation. Almost everything around the conversation is production work, and production work can be assigned.
Proposals drafted from your call notes, not from a template
Every proposal is 70% the same document and 30% the reason this customer is different. The 30% is the part worth your evening.
Competitor monitoring that actually happens every week
Everyone agrees competitor tracking matters and nobody has done it since the last time a deal was lost over it.
Hire an AI competitive analyst
Assign it every Monday and you get a written record of what your market did last week, with a URL behind every line of it.
Hire an AI technical writer
The documentation debt on your team is not a writing problem, it is a nobody-has-two-free-hours problem, and this is the worker for those two hours.
Web search in Polaris
Nothing to authorize, nothing to store, and every query a worker runs appears in the activity feed while it works.
Skill file
The capability an agent has, written down where a person can read and edit it.