Playbooks
Step-by-step playbooks for growth
35 playbooks, grouped into four steps plus one for your biggest accounts. Each one says what it is, why it matters, how to do it and what goes wrong.
How the playbooks fit together
Growth works like an engine with four steps. Pick the right companies, reach out when something changes, win the conversation with good preparation and follow-up, then track which channels drive revenue so the next round is better. Fix them in order: each step makes the next one cheaper.
- 01
Pick the right companies
Your team spends its time on companies that can actually buy.
- Write down who you sell to, and who you do not
- Only add companies that pass hard checks
- Score fit and timing separately
- Map everyone involved in the decision
- Check job titles before you reach out
- Run cheap checks before paying for data
- Clean your CRM company by company
- 02
Reach out at the right time
Messages land when something changed, so they get read.
- Let signals fade, and act when they stack
- Turn job moves and job ads into outreach
- Follow your champions when they change jobs
- Follow up on company visits without being creepy
- Write emails that sound like one person to another
- Protect your main email domain
- Plan events backwards from day zero
- 03
Win more conversations
Every call starts prepared and every next step is written down.
- Prepare every first call in minutes
- Keep a live picture of your key accounts
- Turn every call into next steps and CRM updates
- Make sure no deal depends on one person
- Review pipeline honestly every week
- Learn from every sales call
- Coach from evidence, not impressions
- 04
Know which channels drive revenue
You see pipeline and revenue by channel, and where money leaks.
- Separate funnel stage from rep activity
- Track the numbers that move before revenue
- See which channel every deal came from
- Find the ad spend that produced nothing
- Measure whether AI assistants recommend you
- Find out who AI recommends instead of you
- Let results tune your system
For your biggest opportunities
Win your top accounts: ABM and ABS explained
ABM and ABS explained: one list of target companies, worked together by marketing and sales. Your biggest opportunities get planned attention instead of random outreach.
- Run marketing and sales from one account list
- Track where each account is, not each person
- Match effort to the size of the prize
- Know what to do today for each account
- Open doors with several senders, one owner
- Use ads to warm accounts, not to close them
- Roll it out in 12 weeks