{
  "name": "SDR Inbound – Demo Request Follow-up",
  "description": "Follow-up call after a prospect submits a demo request or downloads a resource. Goal is to qualify the opportunity and book a discovery call with the right stakeholder.",
  "motionType": "sdr_inbound",
  "tone": ["warm", "consultative", "concise"],
  "detailLevel": "balanced",
  "personalizationLevel": "medium",
  "highlightDensity": "medium",
  "customInstructions": "The prospect already raised their hand — don't treat them like a cold call. Acknowledge what they requested, make it about their needs, and move quickly to qualification. Keep it conversational, not scripted.",
  "sections": [
    {
      "id": "warm-opener",
      "title": "Warm opener",
      "description": "Reference the specific action that triggered the call: what they downloaded, requested, or signed up for. Thank them briefly. Make it feel like a natural follow-through, not a sales call.",
      "detailLevel": "brief",
      "personalizationLevel": "high",
      "highlightDensity": "low"
    },
    {
      "id": "context-and-intent",
      "title": "Context and intent",
      "description": "Ask what prompted their interest right now. What were they looking for? What's the underlying problem or project? This surfaces the real intent behind the form submission.",
      "detailLevel": "balanced",
      "personalizationLevel": "medium",
      "highlightDensity": "medium"
    },
    {
      "id": "qualification",
      "title": "Qualification",
      "description": "Qualify on the key dimensions: current situation, urgency, scope, and stakeholders. Use BANT or MEDDIC lightly — don't interrogate, just understand. Listen for signals that indicate a real opportunity.",
      "detailLevel": "detailed",
      "personalizationLevel": "medium",
      "highlightDensity": "high"
    },
    {
      "id": "solution-teaser",
      "title": "Solution teaser",
      "description": "Based on what you've learned, briefly explain how the solution applies to their situation. One or two sentences maximum. This is not the demo — it's enough to create interest and justify the next meeting.",
      "detailLevel": "brief",
      "personalizationLevel": "high",
      "highlightDensity": "medium"
    },
    {
      "id": "objection-handling",
      "title": "Objection handling",
      "description": "Common objections: 'Just browsing', 'My manager needs to be involved', 'Not the right time', 'We're evaluating options'. Stay curious, don't push. Ask what would need to be true for this to be worth 30 minutes.",
      "detailLevel": "detailed",
      "personalizationLevel": "low",
      "highlightDensity": "high"
    },
    {
      "id": "book-the-meeting",
      "title": "Book the meeting",
      "description": "Propose a specific time for the next step. Frame it around what the prospect will get — not a demo, but answers to their specific questions. Get a direct calendar invite before the call ends.",
      "detailLevel": "balanced",
      "personalizationLevel": "medium",
      "highlightDensity": "medium"
    }
  ]
}