Sales playbooks
A playbook that lives in real deals — not in a drive folder. Built with your reps, anchored in your closed-won and closed-lost, adopted through a manager cascade, and measured in live calls and CRM data 90 days after delivery.
What's in it
Every playbook is bespoke. But the architecture is repeatable — six content blocks that anchor the selling motion in frameworks with proven track record.
Your ideal customer profiles, buyer committee mapped, pain points and trigger events specific to your market.
The 8 qualification competencies, operationalised for your product — what "good Metrics" or "a real Champion" actually looks like in your pipeline.
Characteristic → Benefit → Impact → Personalization, written per ICP segment. The same feature framed for a CFO, a CTO, an end-user.
Trampoline method (Land · Bounce · Launch) adapted to your discovery conversations. Sample verbatims from top performers.
The 3 P's (Pain · Power · Proximity) and IREN framework applied to your typical buyer committee. How to identify, arm and nurture a real advocate.
Fisher-Ury principled negotiation adapted to your typical deal shape. BATNA and ZOPA worksheets your reps actually fill in before the call.
How we build it
A playbook only works if the team owns it. Every section is constructed with the people who will use it — and signed off by the people who will reinforce it.
Working sessions with your top performers and front-line managers. Real deals reviewed line by line. Real language and motions captured straight from the field — not from a generic template.
Revenue leadership, RevOps and sales managers in the loop from day one. The playbook gets validated at every milestone — so it ships with backing, not against resistance.
Every section calibrated against your closed-won and closed-lost. Top-performer verbatims pulled from real calls. No generic motions parachuted in.
First version delivered, then iterated based on adoption data. The playbook evolves with the team — not frozen in a drive folder after launch.
Adoption measurement · in partnership with AI Origin
Every playbook engagement ends with a post-adoption diagnostic. Behaviour is measured from real evidence — not a workshop NPS form.
3×
Win-rate uplift available on a recent SaaS scaleup engagement — by codifying the top performer's three non-negotiable moves and rolling them into a second-round playbook refinement.
"The gap is methodological, not motivational."
Engagement arc
Every playbook engagement follows the same rhythm — from diagnostic to field application to retention check.
Interviews with leaders and reps. Call review with Modjo or equivalent. CRM and pipeline audit.
Curriculum mapped to competencies. Real deals in the slides. Measurement plan agreed before kick-off.
Case-led sessions. Role-plays with live deal dilemmas. Managers in the room as co-facilitators.
Manager reinforcement loops. Live deal reviews using the framework. Office-hour clinics on demand.
Post-playbook diagnostic. Behaviour measured in transcripts and CRM. The skills either stick — or we tune.
Let's build the motion
A discovery call is enough to size the engagement and scope the measurement layer.