Field-ready content, from technical material.
I turn complex technical services into practical sales enablement and training: battlecards, plain-language explainers, seller FAQs, launch plans, and complete online courses with knowledge checks and certification.
- Writing and design
- David Martin
- Training
- An eight-module course and AI training videos
- Sales content
- Battlecards, sales sheets and datasheets
- Library rule
- One live version of every asset
- 11 yrs
- turning technical services into sales content
- 20-year
- contract won from a 300-page bid I managed
- 39-lesson
- course, designed and built
- 52
- knowledge-check questions with feedback
The Director's Chair, an eight-module course.
I wrote, designed and built a free online course on directing AI at work. It follows the structure of a professional enablement program: clear learning objectives, short lessons, a practical field exercise and a knowledge check in every module, followed by a final assessment and certificate. I built it as lightweight web pages that save each learner’s progress in their own browser, so there’s no sign-up, account system or learning platform required.
- The brief
- Teach people with no technical background to get reliable work from AI, at their own pace and without a sign-up.
- My role
- Curriculum, writing, design and build: 8 modules, 39 lessons, 8 field exercises and every assessment question.
- Delivered
- A five-question knowledge check in each module and a 12-question final assessment, with feedback on every answer, a pass mark and a certificate of completion.
A field kit for one technical service.
Six samples for Harbourline IT, an invented managed IT company, so no internal sales material is shared. The newest three take one technical service, AI Guardrails for Microsoft 365, from feature to field-ready: a plain-language explainer, a seller FAQ with approved answers and routing, and the launch plan that ties them to training and a content library.
1 pageFeature explainerA technical AI governance service in plain words: what it is, why the buyer cares, how it works and a “say this, not this” table.Open PDF →
2 pagesSeller FAQApproved answers to buyer questions and objections, which technical questions to route and to whom, and the language to avoid.Open PDF →
2 pagesLaunch checklistWhat ships from four weeks out to 30 days after launch, a certification rubric and a content library with owners, tags, review dates and retired versions.Open PDF →
1 pageCompetitive battlecardPitch, side-by-side comparison, objection handling and discovery questions for selling managed IT against break-fix.Open PDF →
2 pagesValue-first outreach playbookThree scenario plays for following up on an open proposal, each with triggers, an email template, questions and soft next steps.Open PDF →
2 pagesQualification battlecard (BANT)What to ask, listen for and flag for budget, authority, need and timeline, with a go/no-go scorecard for forecasting.Open PDF →
One library, one live version.
A design for the library behind the field kit above. Every asset has an owner, tags people actually search for and a review date. When a new version ships, the old one is retired the same day. It uses the same rules as the registers I run at work: defined states and a version history on every record.
AI Guardrails · Seller FAQ
- Owner
- Enablement
- Version
- 1.2
- Reviewed
- Sept 2026
- Next review
- In 30 days
- Replaces
- AI readiness talking points
- v1.2 approved Sept 28
- v1.1 new routing table Sept 21
- v1.0 launch version Sept 14
Product, asset type, audience and version, so a seller knows what a file is before opening it.
An asset past its review date is marked for review, so nobody sends an out-of-date claim to a customer.
The old version leaves the library the day the new one ships, so there is never a second copy to find.
The same work, in daily use.
At a 40-year Canadian IT firm, I write the sales content, make the training and keep the company's knowledge in one place.
Sales content
Battlecards, one-page sales sheets and datasheets that turn technical IT and cybersecurity services into business value, built from scratch. See how a sheet is made →
Training
AI training videos, a slide deck and a field guide on working with AI, presented to colleagues in live sessions. See the videos →
One source of truth
A company knowledge base of 86 linked files that every AI agent and Claude project draws on, so one update reaches all of them. See the systems →
Proposal enablement
An RFP workspace that turns a new request into an 80 to 90 percent complete first draft in about 30 minutes, and training for colleagues on the full proposal process.
Next: video production.
Training, promotional and series videos, from script to final edit.