{
  "id": "workflow:sales-playbook-development",
  "_kind": "Workflow",
  "_file": "workflows/workflows/workflows-sales-setup.yaml",
  "_cluster": "workflows",
  "attributes": {
    "displayName": "Sales Playbook Development",
    "workflowKind": "development",
    "triggerType": "on-demand",
    "typicalCadence": "quarterly",
    "complexity": "cross-team",
    "description": "Builds and refines sales playbooks for target segments — defining\nideal customer profiles with firmographic and technographic criteria,\ndocumenting discovery question frameworks, creating objection handling\nscripts grounded in win/loss data, developing competitive positioning\nmatrices, and assembling stage-specific talk tracks with proof points.\nProduces versioned playbook assets and training curricula. Excludes\nsales training delivery and CRM configuration.\n"
  },
  "outgoingEdges": [
    {
      "from": "workflow:sales-playbook-development",
      "to": "role:planner",
      "kind": "involves_role",
      "attributes": {}
    },
    {
      "from": "workflow:sales-playbook-development",
      "to": "role:technical-writer",
      "kind": "involves_role",
      "attributes": {}
    },
    {
      "from": "workflow:sales-playbook-development",
      "to": "role:product-designer",
      "kind": "involves_role",
      "attributes": {}
    },
    {
      "from": "workflow:sales-playbook-development",
      "to": "domain:sales",
      "kind": "applies_to_domain",
      "attributes": {}
    },
    {
      "from": "workflow:sales-playbook-development",
      "to": "domain:marketing",
      "kind": "applies_to_domain",
      "attributes": {}
    },
    {
      "from": "workflow:sales-playbook-development",
      "to": "domain:knowledge-management",
      "kind": "applies_to_domain",
      "attributes": {}
    },
    {
      "from": "workflow:sales-playbook-development",
      "to": "responsibility:write-user-docs",
      "kind": "triggers_responsibility",
      "attributes": {}
    },
    {
      "from": "workflow:sales-playbook-development",
      "to": "responsibility:review-architecture-changes",
      "kind": "triggers_responsibility",
      "attributes": {}
    },
    {
      "from": "workflow:sales-playbook-development",
      "to": "org-unit:sales-team",
      "kind": "performed_by_org_unit",
      "attributes": {}
    },
    {
      "from": "workflow:sales-playbook-development",
      "to": "org-unit:marketing-team",
      "kind": "performed_by_org_unit",
      "attributes": {}
    }
  ],
  "incomingEdges": []
}