Find the Defects: Tearing Down a Live-Call Battlecard
Objective: Given a specimen battlecard a Casper rep flagged after a lost deal, identify which structural and content defects made it unusable under call pressure, and which apparent flaws are actually fine.
You're a product marketer at Casper reviewing a battlecard a rep pulled up mid-call against a mattress-in-a-box competitor, then lost the deal on pricing the prospect corrected in real time.
Read the specimen battlecard against the lesson's 'what gets read' structure and mark every real defect, not every stylistic choice.
Before you start
What you'll need
Free path (everything below is enough to finish)
Free commenting and suggestion mode makes defect-flagging fast without extra tooling
The process
Specimens to review
This is the full battlecard as it exists in the shared drive today. List every defect that would make a rep abandon this card mid-call, using the lesson's structure and staleness/trust framework.
COMPETITOR X BATTLECARD (last edited: 14 months ago) OVERVIEW: Competitor X is a direct-to-consumer mattress brand founded in 2018, backed by $40M in venture funding, competing primarily in the mid-market segment. FEATURE COMPARISON: - 100-night trial (ours: 100-night trial) - Free shipping (ours: free shipping) - Foam density: 3.5 lb (ours: 4.0 lb) - Warranty: 10 years (ours: 10 years) PRICING: Queen size starts at $895 (verified at launch, 2023 pricing page) TALKING POINTS: - Better foam density than Competitor X - Faster delivery than Competitor X - Stronger warranty terms CUSTOMER QUOTE: 'Great mattress, would recommend.' — verified buyer
Specimen: synthetic, realistic
Final deliverable
A defect list scoring the specimen battlecard against the lesson's structure, separating real defects from stylistic non-issues, with severity and fix owner for each.
See a reference example
Squarespace Competitor Y battlecard teardown (excerpt) CRITICAL: No landmine question, rep has nothing to open the call with CRITICAL: Pricing table dated 11 months ago, no visible last-updated stamp MODERATE: 'More templates than Competitor Y' is a fragment, not a sentence a rep can say NOT A DEFECT: Card length is one page, that's correct per the structure
Success criteria
You're done when you can:
- Flags the missing landmine question as critical
- Flags the stale, unstamped pricing as critical
- Correctly identifies description fragments as a talk-track defect, not a formatting defect
- Does not flag the one-page length or bullet-style feature table as defects