{
  "name": "BDR Outbound – Enterprise",
  "description": "Cold and warm outbound prospecting to enterprise accounts. Focused on opening angles, discovery, and securing a next step.",
  "motionType": "bdr_outbound",
  "tone": ["consultative", "direct", "research-led"],
  "detailLevel": "balanced",
  "personalizationLevel": "high",
  "highlightDensity": "high",
  "customInstructions": "Lead with a specific insight about the prospect's company — a recent hire, funding round, expansion signal, or press mention. Avoid generic value props. Every section should feel like it was written for this specific person.",
  "sections": [
    {
      "id": "opening-angle",
      "title": "Opening angle",
      "description": "Open with a specific, research-backed reason for calling. Reference something real: a leadership change, a product launch, a job posting that signals pain, or a recent company news item. Make it clear you've done your homework.",
      "detailLevel": "detailed",
      "personalizationLevel": "strong",
      "highlightDensity": "high"
    },
    {
      "id": "permission-and-framing",
      "title": "Permission and framing",
      "description": "After the opening, frame the purpose of the call briefly. Earn the right to ask questions. Keep it to one or two sentences — don't pitch, just orient.",
      "detailLevel": "brief",
      "personalizationLevel": "low",
      "highlightDensity": "low"
    },
    {
      "id": "discovery-questions",
      "title": "Discovery questions",
      "description": "Ask open-ended questions to understand the prospect's current situation, priorities, and pain. Focus on: how they currently handle the problem, what's driving change, who else is involved, and what success looks like. Avoid yes/no questions.",
      "detailLevel": "detailed",
      "personalizationLevel": "high",
      "highlightDensity": "high"
    },
    {
      "id": "value-connection",
      "title": "Value connection",
      "description": "Based on what you heard, connect one or two specific pain points to what your solution does. Don't recite features — translate them into outcomes relevant to this person's role and company stage.",
      "detailLevel": "balanced",
      "personalizationLevel": "high",
      "highlightDensity": "medium"
    },
    {
      "id": "objection-handling",
      "title": "Objection handling",
      "description": "Common objections: 'We already have a solution', 'Not the right time', 'Send me an email', 'Talk to someone else'. For each: acknowledge, don't argue, ask a clarifying question to stay in the conversation.",
      "detailLevel": "detailed",
      "personalizationLevel": "medium",
      "highlightDensity": "high"
    },
    {
      "id": "next-step",
      "title": "Next step",
      "description": "Close with a specific, low-friction ask. Offer a short meeting with a clear agenda. Make it easy to say yes — name the time, the format, and what they'll get out of it.",
      "detailLevel": "balanced",
      "personalizationLevel": "medium",
      "highlightDensity": "medium"
    }
  ]
}