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MarketingStrategy

Sales Playbook

Sales Playbook — a skill by Eric Siu.

EEric Siu·Marketing·MIT

Library skill — the default version is maintained in GitHub; edits you make live in your own clone.

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AI Sales Playbook — Value-Based Pricing & Deal Upselling

Preamble (runs on skill start)

# Version check (silent if up to date)
python3 telemetry/version_check.py 2>/dev/null || true

# Telemetry opt-in (first run only, then remembers your choice)
python3 telemetry/telemetry_init.py 2>/dev/null || true

Privacy: This skill logs usage locally to ~/.ai-marketing-skills/analytics/. Remote telemetry is opt-in only. No code, file paths, or repo content is ever collected. See telemetry/README.md.

Framework for value-based pricing that moves deals from $10K/mo → $40-100K/mo. Pre-call briefings, tiered package generation, post-call analysis, and a pattern library for training sales teams on proven pricing techniques.

When to Use

Use this skill when: - Preparing for a sales call and need competitive data to anchor on value - Building tiered pricing proposals for prospects at different deal sizes - Analyzing sales call transcripts to score against the value-based pricing framework - Training sales reps on proven pricing patterns and objection handling - Upselling existing deals by identifying missed value levers

Tools

Pre-Call Preparation

Script Purpose Key Command
value_pricing_briefing.py Generate pre-call briefing with competitive data, value calcs, and conversation hooks python3 value_pricing_briefing.py --domain acme.com --competitors "comp1.com,comp2.com"
value_pricing_packager.py Generate tiered S/M/L + performance pricing packages python3 value_pricing_packager.py --target-monthly 80000 --services "seo,cro,content,paid"

Post-Call Analysis

Script Purpose Key Command
call_analyzer.py Score a call transcript against the value-based pricing framework python3 call_analyzer.py --transcript call.txt
pricing_pattern_library.py Reference library of 10 proven pricing patterns + training mode python3 pricing_pattern_library.py --list

Configuration

All scripts use environment variables for API keys:

Optional Environment Variables

Scripts work without API keys using built-in stubs and sample data for testing.

Key Concepts

The Value-Based Pricing Framework

  1. Lead with data, not your pitch — Show the prospect their competitive gaps before discussing services
  2. Anchor high — Present the premium tier first so the target tier feels reasonable
  3. Tie price to value — Every dollar of investment maps to projected ROI
  4. Use competitive triggers — Competitor rankings activate urgency without being pushy
  5. Present tiered options — 3-4 tiers with clear tradeoffs, always including a performance option

Pricing Framework Score (0-100)

The call analyzer scores calls against these criteria: - Showed data before pitching (20 pts) - Presented tiered options (20 pts) - Anchored high first (15 pts) - Tied price to value/ROI (15 pts) - Used competitive triggers (15 pts) - Got prospect to state their own pain (15 pts)

Dependencies