Playbook Overview
ACT Playbook takes B2B teams from unclear positioning to an automated, repeatable revenue engine - grounded in the value that actually wins deals.
Architect Value
Most GTM problems are positioning problems. ACT Playbook starts with a structured Value Architecture, a system that defines exactly who you sell to, what moves each stakeholder, and how your product creates measurable impact. Everything downstream - outreach, discovery, demos, business casess, proposals - is only as strong as this foundation.
How it works
A guided build sequence: define your ideal customer profiles, map the personas inside each, articulate value drivers, identify key capabilities, and anchor every claim to measurable outcomes. The result is a single source of truth for marketing, sales, and content.
For every value driver and key capability, the architecture defines the discovery questions that surface real pain, traps the competition out and exposes the cost of inaction. Objection handling responses keep deals moving. Every call starts with the right talk track - not improvising.
Ready-to-use templates for startups and SMBs. Launch a structured value architecture in days, not months - then customize once and reuse across every team and channel.
Every call, email, and deal outcome can be analyzed to refine your personas, value cards, and key capabilities. Your value architecture stays accurate as the market shifts — without manual upkeep.
Create Engine
A value architecture sitting in a document is worthless. Create Engine operationalizes it - embedding it into your sales process, qualification framework, and CRM so everyone runs the same proven motion regardless of experience level.
How it works
Enablement and templates to define each sales stage, the criteria to exit it, and the expected customer actions at every step. Inspired by leading software companies and adapted to your context - so you get forecastability, not just documentation.
Not theory. MEDDPICCR embedded into your CRM workflows and review cadence so every deal is qualified the same way, gaps are visible in real time, and forecast accuracy improves from day one.
Discovery cheat sheet, demo workshops to influence the decision criteria, value conversation guides, business case templates, proposal structures, MEDDIC CRM documentation. A ready-to-use asset for every customer interaction - all tied directly to your value architecture.
CRM workflows built around your defined sales process and personas - not the default out-of-the-box setup. Better data quality, cleaner pipeline, and process compliance from first use.
Prebuilt AI workflows that build deep account context in minutes - company size, tech stack, signals, recent news. Know exactly who you're- targeting before the first conversation, and feed that context directly into your outreach and call prep.
Generate persona-specific content for website, outreach, and sales using your defined value architecture as context - not generic prompts. Every output is on-brand, stakeholder-relevant, and tied to business outcomes.
1:1 and team sessions guided by operators who built and ran real sales systems at hyperscaling companies. Not theoretical trainers - practitioners who accelerate adoption and correct setup from day one.
Trigger Execution
With your architecture built and your engine running, Trigger Execution puts it all in motion and establishes an operational rythm for the whole team. Outreach fires with value-grounded personalization. Every call is prepared. AI handles the admin. And every interaction makes the system smarter.
How it works
Input deal context, call type, and prior interactions. Output: tailored discovery agenda, persona-relevant questions, demo focus areas, and open MEDDIC qualification gaps to close. Walk in prepared, not guessing.
From call transcript to: meeting summary, follow-up email draft, MEDDIC enrichment, and personalized coaching suggestions - in seconds. No admin lag. No missed next steps.
Deploy email, LinkedIn, and call sequences that reflect your defined personas and value drivers - not random automation. Every message is anchored to the business outcome that matters most to that specific stakeholder and is combined with the output of the automated company research.
AI updates your MEDDIC qualification dynamically from every email and call - so deal health reflects what actually happened, not what was last manually entered. Real-time insight for reps and managers.
Analyze rep behavior, messaging adherence, and missed opportunities from transcripts. Generate personalized, data-driven coaching recommendations that scale beyond what any manager can deliver manually.
A day-by-day operating rhythm that tells every rep, manager, and leader exactly what to focus on - from outreach blocks and daily CRM hygiene to mid-week deal reviews and end-of-week forecast updates. No more guessing how to spend the day; everyone runs the same cadence.
A structured weekly cadence built around a MEDDIC-driven deal dashboard - covering pipeline coverage, stage progression, qualification gaps, and at-risk deals. Every review session is anchored to the same metrics so nothing slips through forecast unnoticed.
A repeatable QBR framework that goes beyond numbers - reviewing win/loss patterns, value architecture accuracy, messaging effectiveness, and process adherence. Turns every quarter into a structured improvement cycle so the whole GTM system gets sharper over time.
Start with the self-paced course and build your value architecture step by step. Or take the free assessment to get a personal suggestion for your stage.
ACT Playbook