Turning 83 scattered sales assets into one approved library

The short version

Problem: Around 83 sales assets scattered across Drive, Slack, and more, and no battlecards.
Insight: Reps use whatever is easiest to find, so the fix is fewer assets, approved, in one place.
What I did: Audited every asset with sales and CS, prioritised with MoSCoW, built one library, and built battlecards from scratch.
Result: One approved sales library.

Abstract painting: a tangle of lines on the left and an ordered grid of symbols on the right, on an olive field

The full story

83 assets, and nowhere to find them

Around 83 sales assets lived across Drive, Slack and many other places, in different versions. Nobody knew what was current, and there were no battlecards.

First, get everything in one place

I gathered every asset into one sheet, then ranked them by use and importance. Use came from asking sales and CS, and from what they kept asking us for.

Then I assessed the state of each one: good to go, needs updating, or do not use.

Fix the must-haves first

Some of what sales needed didn't exist, including a full suite overview and clearer product overviews.

I used MoSCoW (must, should, could, won't) to decide what to fix first, then updated, created, and consolidated everything into one approved library, each asset tagged by status and funnel stage.

Battlecards, built from nothing

There were none, so I built them: a fixed template with eleven sections in the same place for every competitor, written as the questions reps actually get asked. The interactive version is built with Claude, with loss reasons pulled from HubSpot.

The work

Sales enablement audit Every asset, one row. Ranked with sales, tagged by status and funnel stage.

33 assets auditedExcerpt, anonymised

Asset	Priority	Core asset	Last updated	Format	Status	Awareness	Consideration	Decision
Sales deck (UK)	Already exists	Yes	Jan 25	Deck	Good to go	✓
Sales deck (financial services)	Already exists	Yes	Jan 25	Deck	Good to go	✓
Risk taxonomy	Already exists	Yes	Dec 24	PDF	Good to go			✓
Case study (insurer)	Already exists	Yes	Sep 24	Deck	Good to go		✓
Platform overview	Must-have	Yes	Feb 25	PDF	In progress	✓
Continuous monitoring one-pager	Must-have	Yes	Feb 25	PDF	In progress	✓
Exposure management one-pager	Must-have	Yes	Feb 25	PDF	In progress	✓
Client report for end users	Already exists	Revisit / maybe	Dec 24	PDF	Good to go			✓
Proposal template	Already exists	Revisit / maybe	Jan 25	Deck	Good to go	✓
Advanced scanning one-pager	Must-have	Revisit / maybe	Feb 25	PDF	Backlog	✓
Signals guide for insurers	Already exists	Revisit / maybe	Jul 23	PDF	Needs refresh	✓	✓
Mid-market guide	Already exists	Revisit / maybe	Jun 24	PDF	Needs refresh	✓	✓
M&A one-pager	Already exists		Aug 24	PDF	Do not use	✓
Insurance landing page	Already exists		Dec 24	Landing page	Good to go	✓
ROI calculator	Already exists		Oct 24	PDF	Do not use		✓

The battlecards

Battlecard page one: at a glance, products vs us, spot them, quick dismiss — Battlecard, page one (click to enlarge)

Battlecard page two: qualify, why we win, trap questions, when we lose, asked on calls, proof to send — Battlecard, page two (click to enlarge)

Open the interactive version →Anonymised example.

What I'd do differently

Set up baseline tracking before changing anything. Without it, I can't show how much the library changed what reps actually used.