Positioning & Content

Your value proposition is the short, plain-language answer to "why should a buyer care?" It anchors every other positioning field and gives your reps a consistent way to explain what you do. It also becomes context the AI draws on when it builds customer personas and scoring criteria, so a vague value proposition produces vague practice.

What good looks like

Name the outcome you deliver and who it is for, not a list of features. A strong value proposition is specific (a measurable result or a clear before/after), believable, and written the way your best rep would say it on a call.

Where to edit it

Positioning lives in the admin sidebar under Studio > Positioning. The page header reads "Studio settings / Positioning."

1. Open Studio > Positioning in the admin sidebar.
2. Scroll to the Positioning fields section.
3. Click the Value proposition field and write your statement in the rich text editor.
4. Click Save changes.

You can revise this any time. It is meant to evolve as your messaging sharpens.

Filling in six positioning fields from a blank page is slow. The Generate positioning with AI tool drafts all of them at once from context you provide (your existing resources, a URL, an uploaded document, or a YouTube transcript), so you can start by editing instead of writing from scratch.

Why context matters

The quality of the draft depends entirely on what you feed it. Point it at material that actually describes your company: your homepage, a sales deck, a case study, a product one-pager. If your studio has a company homepage URL saved (set under Studio > Configure Studio), the AI can use it for richer drafts. Thin or off-topic context produces a generic draft.

How to generate a draft

1. Open Studio > Positioning in the admin sidebar.
2. In the Context sources panel, click Add context and choose a tab:
   • Resources to pull from a resource already in your library
   • URL to analyze a web page or document link
   • Upload file to read a .txt, .pdf, .doc, or .docx
   • YouTube to pull a video's captions
3. Add as many context items as you need. They are listed below the tabs and can be expanded or removed.
4. In the AI controls panel, click Generate positioning with AI.
5. Review and edit each field in the form, then click Save changes.

Enhance vs. start fresh

When you already have positioning content, the AI controls let you choose how the draft is applied:

Mode	What it does
Enhance existing	Layers AI suggestions into your current copy so you keep your team's wording and add depth.
Start fresh	Overwrites your current copy with a clean AI draft. You can still edit before saving.

If your positioning is empty, the AI simply generates an initial draft. Treat AI output as a starting point and edit it to match how your team actually talks.

The Product market category field answers "what is it, and where does it fit?" It places your offer in a category buyers already understand (for example, a software category, a service type, or a budget line) so reps and the AI frame conversations the right way.

What good looks like

Use the language your buyers and the market already use. If buyers think of you as a CRM, say so. If you are creating a new category, name the closest familiar one and then explain how you differ in Unique attributes. A clear category sets accurate expectations for the personas and objections used in practice.

Where to edit it

1. Open Studio > Positioning in the admin sidebar.
2. In the Positioning fields section, click the Product market category field (its hint reads "What is it and where does it fit in?").
3. Enter your category and click Save changes.

The Ideal customers & key stakeholders field answers "who is it for?" It defines the people your reps practice selling to. This field directly shapes the AI customer personas your team faces in simulations, so the more concrete it is, the more realistic the practice.

What good looks like

Describe both the company profile (industry, size, situation that makes them a fit) and the individual roles you sell to and through. Name the decision maker, the economic buyer, the champion, and the people who can block a deal. Note what each role cares about and what makes them skeptical. That detail is what gives a practice persona believable goals and pushback.

Where to edit it

1. Open Studio > Positioning in the admin sidebar.
2. In the Positioning fields section, click the Ideal customers & key stakeholders field (its hint reads "Who is it for?").
3. Describe your segments and stakeholders, then click Save changes.

The Competitive alternatives field captures what you are replacing. That includes named competitors, but also the alternatives that win more deals than any vendor: a spreadsheet, a manual process, an in-house build, or doing nothing. Reps lose deals to these alternatives, so they need to practice against them.

Why it matters

Knowing the alternative is how a rep reframes a conversation from "which tool is cheaper" to "what does it cost to keep doing it the old way." When this field is filled in, the AI can surface those alternatives as objections during practice, so reps rehearse the comparisons that actually come up.

What good looks like

List each meaningful alternative and, in a sentence or two, where it falls short for your ideal customer. Keep it honest and specific. Save the "why we win" argument for Unique attributes.

Where to edit it

1. Open Studio > Positioning in the admin sidebar.
2. In the Positioning fields section, click the Competitive alternatives field (its hint reads "What we are replacing.").
3. Document your alternatives and click Save changes.

The Unique attributes field is your "why we win" argument: what makes you genuinely better and different from the competitive alternatives. It is the counterpart to the alternatives field, and it gives reps the differentiators they should reach for under pressure.

What good looks like

List only attributes that are true, that buyers can feel, and that the alternatives cannot easily match. For each one, say why it matters to your ideal customer, not just that you have it. "We integrate" is weak. "We sync to your CRM so reps never re-enter data" tells a rep how to use it. Tie each differentiator back to a buyer outcome.

Where to edit it

1. Open Studio > Positioning in the admin sidebar.
2. In the Positioning fields section, click the Unique attributes field (its hint reads "What makes us better and different.").
3. List your differentiators, explain why each matters, and click Save changes.

One more field worth filling in

The positioning form also includes a Company values field ("What we stand for"). It is optional, but it helps keep AI-generated messaging and practice on-brand, so add it if your team sells partly on who you are.

Content is your studio's shared reference library: the decks, case studies, battlecards, product sheets, training docs, links, and videos your team needs in front of customers. A shared library matters because it keeps everyone on the same approved materials instead of hunting through personal drives or sending outdated versions. The same resources can also be attached to tests and learning paths, so what reps reference is what they are trained and assessed on.

Where to add content

Open Content > Content in the admin sidebar (the page header reads "Library / Content"). Use the Add resource form under Manage resources.

The choices that matter

Before you upload, you set three things:

Field	What it is for
Name	A clear, descriptive title so reps can find it. (For multi-file uploads, file names are used automatically and you can rename later.)
Section	The part of your playbook the resource supports: know, say, show, do, or training. This groups the resource for your team.
Type	The kind of material (for example, Case Studies, Sales Decks, Competitive Battlecards, Training Materials). Type drives how the library is grouped and ordered.

Pick how you are adding it

The How are you adding it? tabs offer four methods:

• Files uploads one or more files of any type from your computer.
• URL links to an external page, document, or video.
• Embed takes embed code from YouTube, Vimeo, or another service.
• Text lets you write and format markdown content directly.

Steps

1. Open Content > Content in the admin sidebar.
2. In the Add resource form, enter a Name, then pick a Section and Type.
3. Choose a method tab and provide the file, URL, embed code, or text.
4. Click Add resource.

Resource names must be unique within the studio. Descriptive names and accurate sections and types are what make a large library usable.

A content library is only useful if it stays current and easy to navigate. The Library on the Content page is where you review, organize, and prune what your team already has, so reps are never reaching for a stale deck or a broken link.

What you can do

Resources are grouped by section (know, say, show, do, training) and then by type. From the Library you can:

• Open a resource by clicking its name to view or edit its details.
• Search by name and filter the list by All resources, Used in tests or paths (in use), or Unused. The Unused filter is the fastest way to find resources worth cleaning up.
• Switch views between list, grid, and tree to browse a large library.
• Reorder within a type by dragging, and move a whole type up or down with the arrow controls. Order is what reps see, so put the most important material first.
• Feature a resource with the star icon to surface it on the Featured Resources tab.
• Delete a resource with the trash icon. You will be asked to confirm, because deleting also unlinks it from any tests or learning paths that use it.

Steps

1. Open Content > Content in the admin sidebar.
2. Scroll to the Library.
3. Use search, filters, and the view switcher to find a resource.
4. Click its name to edit, drag to reorder, star to feature, or use the trash icon to delete.

Resources that are in use show small badges with the count of tests and learning paths they belong to, so you can see the impact before you change or remove anything.

Video is often the fastest way to show a technique, a demo, or a customer story that is hard to capture in text. The Content page can suggest relevant YouTube videos for you, so you do not have to go searching.

How discovery works

The Discover new resources section at the top of the Content page uses your company's homepage URL to find videos and pages relevant to your business. If no homepage URL is set, this section is disabled and prompts you to add one under Studio > Configure Studio first.

Steps

1. Open Content > Content in the admin sidebar.
2. In Discover new resources, find the YouTube videos card.
3. Review the suggested videos.
4. Add the ones you want. Each selected video is processed and saved into your library (filed under the know section as a Video).

Adding a specific video instead

If you already have a video in mind, you do not need discovery. Use the Add resource form and either paste the link with the URL method or paste its embed code with the Embed method, then set a clear name, section, and type.

Not every resource is a file or a link. When you need a quick reference that lives entirely inside Salesably (a short script, a checklist, talking points, a process note), write it directly with the Text method. There is nothing to upload or maintain elsewhere, and it shows up in the library like any other resource.

When to use it

Reach for text resources for content you want to own and edit in place rather than manage as an external document. For long, formatted, or frequently revised material, a text resource is easier to keep current than re-uploading a file each time.

Steps

1. Open Content > Content in the admin sidebar.
2. In the Add resource form, enter a Name and pick a Section and Type.
3. Select the Text tab under How are you adding it?.
4. Write your content in the rich text editor. You can add headings, lists, emphasis, and links.
5. Click Add resource.

You can reopen a text resource from the Library any time to edit it.