ditto-sales-enablement

name	ditto-sales-enablement
description	Generate a complete sales enablement kit from a single Ditto research study (300K+ AI personas, 92% overlap with real focus groups). One 10-persona, 7-question study produces 7 deliverables: competitive battlecard, objection handling guide, customer quote bank, one-pager, pitch narrative, ROI framework, and demo script. Covers buyer-committee parallel studies and quarterly refresh cycles. Designed for sales enablement managers, RevOps leads, AEs building collateral, and product marketers producing sales materials. Use when the user mentions battlecard, objection handling, sales collateral, pitch deck, demo script, win/loss analysis, competitive intelligence for sales, or sales enablement.
allowed-tools	Bash(curl *), Bash(python3 *), Read, Grep, WebFetch
argument-hint	[product name, competitor, or research brief]

Ditto for Sales Enablement

Generate a complete sales enablement kit — battlecard, objection handling guide, quote bank, one-pager, pitch narrative, ROI framework, and demo script — from a single 10-persona, 7-question study. Directly from the terminal.

Full documentation: https://askditto.io/claude-code-guide

What Ditto Does

Ditto maintains 300,000+ AI-powered synthetic personas calibrated to census data across USA, UK, Germany, and Canada. You ask them open-ended questions and get qualitative responses with the specificity of real buyer interviews.

• 92% overlap with traditional focus groups (EY Americas validation)
• A complete sales enablement kit in ~60 minutes
• Traditional equivalent: 3-6 weeks, $30,000-50,000

The Promise: One Study, Seven Deliverables

One 10-Persona Study (~12 min)
    ├─ 1. Competitive Battlecard (5 min)
    ├─ 2. Objection Handling Guide (5 min)
    ├─ 3. Customer Quote Bank (5 min)
    ├─ 4. One-Pager (5 min)
    ├─ 5. Pitch Narrative (10 min)
    ├─ 6. ROI Framework (5 min)
    └─ 7. Demo Script (10 min)

Total: ~60 min from zero to complete kit

Each deliverable maps to specific questions in the framework. The study is designed so every question feeds multiple outputs.

Quick Start (Free Tier)

Get a free API key — no credit card, no sales call:

curl -sL https://app.askditto.io/scripts/free-tier-auth.sh | bash

Free keys (rk_free_): ~12 shared personas, no demographic filtering. Paid keys (rk_live_): custom groups, demographic filtering, unlimited studies.

API Essentials

Base URL: https://app.askditto.io Auth header: Authorization: Bearer YOUR_API_KEY Content-Type: application/json

The Sales Enablement Workflow (6 Steps)

Step 1: Recruit Your Buyer Panel

Target your actual ICP — generic personas produce generic intelligence.

curl -s -X POST "https://app.askditto.io/v1/research-groups/recruit" \
  -H "Authorization: Bearer $DITTO_API_KEY" \
  -H "Content-Type: application/json" \
  -d '{
    "name": "Enterprise IT Decision Makers 30-55",
    "group_size": 10,
    "filters": {
      "country": "USA",
      "industry": ["Technology", "Information Technology"],
      "age_min": 30,
      "age_max": 55
    }
  }'

Save the uuid. Use group_size (not size), group uuid (not id).

Minimum 10 personas. Fewer than 10 lacks frequency counts for credible claims. "7 out of 10 said..." requires 10 personas.

Step 2: Create Study

curl -s -X POST "https://app.askditto.io/v1/research-studies" \
  -H "Authorization: Bearer $DITTO_API_KEY" \
  -H "Content-Type: application/json" \
  -d '{
    "title": "Sales Enablement - [Product Name] vs [Category]",
    "objective": "Generate competitive intelligence and buyer insights for sales collateral",
    "research_group_uuid": "UUID_FROM_STEP_1"
  }'

Save the study id. Response nests under data.study — access via response["study"]["id"], NOT response["id"].

Step 3: Ask the 7 Sales Enablement Questions

Ask one at a time. Poll to completion between each (see Polling Strategy).

Step 4: Poll Until Complete

curl -s "https://app.askditto.io/v1/jobs/JOB_ID" \
  -H "Authorization: Bearer $DITTO_API_KEY"

Wait 45-50 seconds before first poll, then 20 seconds intervals. Poll ONE job_id as proxy — all jobs finish together.

Step 5: Complete the Study

curl -s -X POST "https://app.askditto.io/v1/research-studies/STUDY_ID/complete" \
  -H "Authorization: Bearer $DITTO_API_KEY" \
  -H "Content-Type: application/json" \
  -d '{"force": false}'

Use "force": true to re-run analysis (avoids 409 on already-completed studies).

Step 6: Extract the 7 Deliverables

Read all Q&A data:

curl -s "https://app.askditto.io/v1/research-studies/STUDY_ID/questions" \
  -H "Authorization: Bearer $DITTO_API_KEY"

Then generate each deliverable using the mapping below.

The Sales Enablement Question Framework

Every question is designed to feed specific deliverables. The mapping shows which outputs each question powers.

Q1 — Pain Language

"You're evaluating solutions in [category] for your team. What's your biggest pain point right now? Walk me through how you currently solve it."

Feeds: Battlecard (Current State section), One-Pager (problem statement), Pitch Narrative (Character + Problem), ROI Framework (cost of status quo), Demo Script (opening hook).

Q2 — Competitive Intelligence

"Compared to [Competitor A] and [Competitor B], what would make you choose a new option? What's the minimum bar?"

Feeds: Battlecard (Why We Win, Competitor Strengths, Switching Triggers), Objection Handling Guide (competitive objections).

Q3 — First Impressions + Scepticism

"If someone presented [your product] to you, what would your first reaction be? What excites you most? What makes you sceptical?"

Feeds: Pitch Narrative (opening), Objection Handling Guide (scepticism sources), Quote Bank (excitement quotes), Demo Script (supporting features).

Q4 — Hero Feature

"What's the ONE thing you'd want this solution to do brilliantly for you? Why does that matter more than everything else?"

Feeds: Demo Script (hero feature, opening 90s), One-Pager (key benefit), Pitch Narrative (guide section).

Q5 — Switching Triggers + Blockers

"What would make you switch from your current solution? What's blocking you right now?"

Feeds: Battlecard (switching triggers, timing indicators), Objection Handling Guide (blocking objections), ROI Framework (cost of inaction).

Q6 — Price Sensitivity

"What would you expect to pay for this? What would feel like a steal versus too expensive?"

Feeds: ROI Framework (pricing context, price sensitivity), Battlecard (pricing positioning vs competitors).

Q7 — Proof Points

"What would you need to see to feel confident recommending this to your boss or team? What proof matters most?"

Feeds: Pitch Narrative (closing evidence), Demo Script (social proof section), One-Pager (evidence section), Quote Bank (proof quotes).

The 7 Deliverables: Specifications

1. Competitive Battlecard

Sections:

• Why We Win — differentiation themes from Q2
• Competitor Strengths (Honest) — what competitors genuinely do well from Q2
• Landmines — questions to plant about competitors during deals
• Quick Dismisses — one-line rebuttals for common competitor claims
• Switching Triggers — timing indicators from Q5
• Proof Points Required — what evidence closes the deal from Q7

ABC Quality Standard (non-negotiable):

• Accuracy — one factual error = entire card binned by sales team
• Brevity — scannable in 60 seconds during a live call
• Consistency — standardised format across all competitor cards

Rule: NEVER deny genuine competitor strengths. "That's true, and here's how we approach it differently" is more credible than denial.

2. Objection Handling Guide

Classification:

• Primary objections: cited by 5+ personas
• Secondary objections: cited by 2-4 personas

Category types: Price / Switching Cost / Security / Feature Gap / Viability / Learning Curve

Response framework (AESN):

1. Acknowledge — "That's a fair concern..."
2. Evidence — data point or proof from study responses
3. Story — specific persona scenario that addresses the objection
4. Next Step — what to do or show next

Important: Do NOT confuse objections with questions. "How does your API handle rate limiting?" is a question, not an objection.

3. Customer Evidence Quote Bank

Organised by theme:

• Value and ROI
• Competitive Differentiation
• Pain Points
• Product Excitement
• Feature Priorities

SIVA Quality Test (every quote must pass):

• Specific — not a vague generality
• Inspiring / Vivid — language that creates a picture
• Attributable — includes demographic context (role, industry, company size)
• Theme-aligned — clearly supports one of the five themes

4. One-Pager

Structure: Problem → Solution → Benefits → Evidence → Next Steps

Written in CUSTOMER language, not product-team language.

The customer-language test: if any sentence could appear on a competitor's one-pager, it is too generic. Replace with specific language from Q1 and Q4.

5. Pitch Narrative (StoryBrand Framework)

Element	Source	Content
Character	Q1	The buyer and their current situation
Problem (External)	Q1	The task they struggle with
Problem (Internal)	Q1	The frustration and emotional cost
Problem (Philosophical)	—	Why it shouldn't be this hard
Guide	Q3, Q4	Your product as the trusted advisor
Plan	Q4	3-step clear path to success
Call to Action	Q7	Specific next step
Avoid Failure	Q4, Q5	What happens if they do nothing
Success	Q4	The transformed state

6. ROI Framework

Component	Source	Calculation
Cost of Status Quo (annual)	Q1, Q5	Time wasted + inefficiency + opportunity cost
Investment Required	Q6	Your pricing in context of expectations
Payback Timeline	—	Month 1-2 (quick wins), 3-6 (adoption), 6-12 (scale)
Price Sensitivity	Q6	"Steal" vs "too much" range

7. Demo Script

Segment	Duration	Source	Content
Opening	30 sec	Q1	Lead with their #1 pain. "You told us..."
Hero Feature	90 sec	Q4	The ONE thing they want done brilliantly
Supporting Features	90 sec	Q3	Areas that generated excitement
Integration	60 sec	Q1	How it fits their current workflow
Social Proof	30 sec	Q7	Best proof point from the study
Proactive Objection Handling	—	Q3, Q5	Address top 2 objections before they ask

Advanced: Buyer-Committee Parallel Studies

Run identical 7 questions across different buyer roles:

Group A: End Users (age 25-40, individual contributors)
Group B: Managers (age 30-50, team leads)
Group C: Executives (age 40-60, C-suite / VP)

Same questions, different panels. Each role cares about different things:

• End users: daily workflow, ease of use, learning curve
• Managers: team productivity, reporting, rollout effort
• Executives: ROI, risk mitigation, strategic alignment

Produces role-specific battlecards, pitch variants, and demo scripts.

Advanced: Quarterly Refresh Cycle

Markets shift, competitors launch features, pricing changes. Re-run the study every quarter to keep materials current.

Refresh cadence:

• Q1: Full 7-question study (baseline for the year)
• Q2: Quick 3-question pulse (Q2, Q5, Q6 only — competitive + pricing)
• Q3: Full 7-question study (mid-year refresh)
• Q4: Quick 3-question pulse (pre-planning season update)

Stale battlecards lose deals. Quarterly refresh ensures your sales team always has current competitive intelligence.

Complete API Reference

Research Groups

Method	Endpoint	Purpose
POST	/v1/research-groups/recruit	Recruit buyer panel
POST	/v1/research-groups/create	Create group from agent IDs
POST	/v1/research-groups/interview	AI-assisted recruitment
GET	/v1/research-groups	List groups
GET	/v1/research-groups/{id}	Get group details + profiles
POST	/v1/research-groups/{id}/update	Update group
DELETE	/v1/research-groups/{id}	Archive group
POST	/v1/research-groups/{id}/agents/add	Add agents
POST	/v1/research-groups/{id}/agents/remove	Remove agents
POST	/v1/research-groups/{uuid}/append	Recruit more into group

⚠️ append uses group_uuid (not group_id).

Research Studies

Method	Endpoint	Purpose
POST	/v1/research-studies	Create study
GET	/v1/research-studies	List studies
GET	/v1/research-studies/{id}	Get study details
POST	/v1/research-studies/{id}/complete	Trigger AI analysis
POST	/v1/research-studies/{id}/agents/remove	Remove agents (curation)

Questions

Method	Endpoint	Purpose
POST	/v1/research-studies/{id}/questions	Ask question (returns job_ids)
GET	/v1/research-studies/{id}/questions	Get all Q&A data
POST	/v1/research-agents/{id}/questions	Quick question to one agent
POST	/v1/research-groups/{id}/questions	Quick question to group

Jobs, Sharing, Media

Method	Endpoint	Purpose
GET	/v1/jobs/{job_id}	Poll async job status
POST	/v1/research-studies/{id}/share	Enable/disable sharing
GET	/v1/research-studies/{id}/share	Check share state
POST	/v1/media-assets	Upload image/PDF

Agents, NL Requests, Zeitgeist, Free Tier

Method	Endpoint	Purpose
GET	/v1/agents/find	Find matching persona
GET	/v1/agents/search	Search personas
POST	/v1/research-study-requests	NL study request
POST	/v1/research-group-requests	NL group request
GET	/v1/research-group-requests/{id}	Group request status
POST	/v1/zeitgeist/surveys/create	Quick survey
GET	/v1/zeitgeist/surveys/{id}/results	Survey results
DELETE	/v1/zeitgeist/surveys/{id}	Delete survey
POST	/v1/free/questions	Free-tier question

Demographic Filters

Filter	Type	Examples	Notes
country	string	"USA", "UK", "Canada", "Germany"	Required. Only these 4
state	string	"TX", "CA"	2-letter codes ONLY
city	string	"Austin", "London"	Narrows pool
age_min	integer	25, 30	Recommended
age_max	integer	50, 60	Recommended
gender	string	"male", "female", "non_binary"	Optional
is_parent	boolean	true, false	Optional
education	string	"bachelors", "masters"	Optional
industry	array	["Technology", "Healthcare"]	Recommended for B2B

NOT supported: income, employment, ethnicity, political_affiliation.

Media Attachments

Upload product screenshots, competitor comparisons, or pricing pages:

curl -s -X POST "https://app.askditto.io/v1/media-assets" \
  -H "Authorization: Bearer $DITTO_API_KEY" \
  -H "Content-Type: application/json" \
  -d '{
    "data_url": "https://example.com/product-screenshot.png",
    "filename": "product-dashboard.png",
    "mime": "image/png"
  }'

Pass as attachments when asking Q3 or Q4 for richer visual reactions.

Polling Strategy

Study size	First poll delay	Subsequent interval
10 personas	45-50 seconds	20 seconds
15+ personas	60 seconds	20 seconds

Poll ONE job_id as proxy. All jobs from the same question finish together.

Response Structure

Study creation: response["study"]["id"] (nested under study key)

Question responses: response_text (may contain HTML), agent_name, agent_age, agent_occupation, agent_summary, agent_city, agent_state.

Share link: Prefer share_link field over share_url.

Common Mistakes

• Using generic personas ("US adults 25-55") instead of ICP-matched panels
• Denying genuine competitor strengths (honesty is more credible)
• Confusing objections with questions
• Using product-team language on the one-pager (customer language wins)
• Skipping Q7 proof points (they define what closes deals)
• Letting materials go stale (quarterly refresh)
• Fewer than 10 personas (can't make credible frequency claims)
• Asking closed-ended questions
• Using size instead of group_size
• Using response["id"] instead of response["study"]["id"]
• Polling every 10-15s (use 45-50s first, then 20s)

Limitations

Ditto personas have NOT used your specific product. For:

• Win/loss analysis of actual deals → use CRM data + post-mortem interviews
• Competitor feature parity verification → use product testing
• Exact pricing thresholds → use real deal data
• Customer testimonials with real names → use actual customers

Recommended hybrid: Ditto for rapid intelligence and first-draft collateral, then refine with real customer quotes and deal data.

Further Reading

• Full API guide: https://askditto.io/claude-code-guide
• Question design: @question-playbook.md
• Deliverable templates: @deliverables.md
• StoryBrand reference: @advanced/storybrand-pitch.md