Playbooks
Every playbook, by maturity level
Each post walks through the workflow, the tools, the KPIs, and when to graduate to the next level.
L1 · Tool dabbling
6 postsBuild an AI Inbound Lead Summarizer in 30 Minutes
Stop wasting the first 15 minutes of discovery calls. Learn how to use Zapier and ChatGPT to deliver 5-line prospect briefs directly to your AEs in Slack.
Personal AI Assistants for Repetitive Sales Admin (L1)
Stop wasting 5+ hours/week on sales admin. Deploy personal AI agents via Lindy or Relevance to automate recaps, nudges, and scheduling without CRM changes.
Perplexity for Daily Research: The L1 GTM Playbook
Learn how to replace Google with Perplexity Pro to save your team 3+ hours a week on research and end internal debates with cited, real-time facts.
GitHub Copilot: The L1 Playbook for Engineering Velocity
Stop debating AI ROI. At $19/mo, GitHub Copilot pays for itself in 13 minutes. Learn how to deploy L1 AI across your entire engineering team today.
ChatGPT for First-Draft Cold Emails: The L1 Sales Playbook
Learn the L1 Cold Email playbook: A low-tech, high-impact AI workflow using ChatGPT and LinkedIn to triple SDR output without losing the human touch.
L1 Playbook: Implementing Always-On AI Meeting Notes
Stop losing deal context. Learn how to implement an automated AI meeting capture system that puts summaries into Slack and recovers 5 hours/week per rep.
L2 · Team helpers
11 postsZapier Agents for Sales Ops Chores (L2 Playbook)
Stop paying RevOps pros to manually query CRM data. Use Zapier Central Agents to automate weekly sales ops chores, saving 4-6 hours of manual reporting weekly.
Scaling Outbound: How to Use AI Sequencer Variants (L2)
Learn how to use native AI variants in Outreach and Salesloft to lift open rates. A practical guide for RevOps to A/B test AI copy safely.
The RevOps Playbook for Sanctioned AI Sales Assistants (L2)
Learn how to move from 'Shadow IT' to a sanctioned AI assistant. Centralize billing, build a prompt library, and drive a 15%+ lift in sales reply rates.
Notion AI + Claude for Company Knowledge Ops (L2)
Optimize company knowledge by centralizing in Notion and using Claude to analyze Slack gaps. Reduce repeat questions by 60%+ with AI-driven Q&A.
Unified Coding: Scaling Engineering with Cursor and Claude
Standardize your engineering team on Cursor and Claude Sonnet to slash PR review times and automate coding conventions using .cursorrules.
Scaling CS Visibility: Automate Gainsight Summaries with AI
Automate Gainsight Timeline updates and risk-based CTAs using AI summaries. Save 4+ hours per CSM/week and improve account visibility.
Playbook: Scaling Team Intelligence with Claude Projects (L2)
Stop the copy-paste tax. Learn how to centralize your squad’s intelligence using Claude for Work shared Projects and knowledge bases.
Build a Centralized AI Prompt Library for GTM Teams (L2)
Don't let AI quality drift. Learn how to build a version-controlled, centralized prompt library to ensure GTM consistency and scale output quality.
Scale Your GTM with Personal Workflow Agents: Bardeen + Make.com
Empower your sales team with a personal automation stack using Bardeen and Make.com. Reclaim 30-60 minutes of selling time per rep every single day.
AI Literacy Bootcamp: Moving GTM Teams from L1 to L2
Stop 'AI drift' and security leaks. A 4-week L2 AI literacy blueprint to certify your GTM team, reduce research time by 70%, and scale outbound quality.
AI Call Notes via Otter: The L2 Sales Playbook for RevOps
Learn how to reclaim 4+ hours per AE per week by automating sales notes with Otter.ai, Slack, and your CRM. A concrete L2 playbook for RevOps leaders.
L3 · Workflow integration
31 postsWin/Loss Interview Synthesis: Automating Buyer Insights with AI
Learn how to replace expensive consultants with an automated AI win/loss feedback loop. Extract buyer insights using LLMs and drive product roadmap changes.
Building a Voice-of-Customer Aggregator: The L3 Playbook
Learn how to use LLMs to continuously aggregate calls, tickets, and NPS data into a weekly thematic digest. Stop 'Product-Market Drift' with automated VOC.
Scale Support with AI: A Playbook for High-Growth B2B CS
Learn how to deploy AI search deflection via Intercom Fin or Zendesk to reduce ticket volume by 30% while maintaining high CSAT. Practical playbook for RevOps.
L3 Playbook: Sales Coaching with AI Scorecards
Stop coaching on 'vibes.' Learn how to use Gong and Chorus AI scorecards to analyze 100% of sales calls, identify skill gaps, and drive a 20% lift in win rates.
RevOps Data Cleanup with LLMs (L3 Playbook)
Learn how to use LLMs like Claude 3.5 and Clay to deduplicate accounts, normalize industries, and reconcile CRM/Billing data for a 10x ROI on data quality.
RAG-Powered Competitive Intel: Building a Real-Time Sales Weapon
Move beyond stale battle cards with RAG-powered competitive intel. Learn how to crawl competitor data and give reps real-time answers directly in Slack.
Using Perplexity Comet for Agentic Account Research (L3)
Learn how to use Perplexity’s Comet agentic browser to automate deep account research, saving AEs 15 mins per call while increasing meeting show rates.
L3 Playbook: Scale Paid Search with AI Bidding & Creative
Optimize Google P-Max with AI-generated creative and automated bidding. Scale your SEM with weekly LLM copy refreshes and automated landing page scraping.
Outbound from Intent Signals (L3): The AI-Personalized Playbook
Learn how to bridge Bombora/6sense intent data with Clay and AI to build a high-conversion, 3-touch outbound sequence that replaces generic prospecting.
Automating MEDDPICC: The Momentum.io Call-to-CRM Playbook
Automate MEDDPICC capture and CRM updates using Momentum.io. Save 5+ hours per rep/week and increase forecast accuracy by eliminating manual data entry.
Building a MindStudio Agent for Automated Partner Intros (L3)
Deploy an L3 MindStudio agent to automate LinkedIn network mapping. Identify warm partner intro paths to your top 250 target accounts with AI reasoning.
Mastering L3 Sales Automation: The AI Meeting Prep Agent
Automate sales meeting prep by deploying a Lindy.ai agent that pulls CRM history, recent news, and email context into Slack 60 minutes before every call.
Mastering Lifecycle Email AI Personalization (L3 Playbook)
Learn how to use Customer.io, Iterable, and LLMs to move beyond generic segmentation to AI-driven, behavioral email personalization at scale.
Scaling Support: Implementing Intercom Fin AI for 70% Deflection
Deploy Intercom Fin to automate 50-70% of support volume. Learn how to audit your KB, set escalation guardrails, and maintain CSAT while scaling.
Deploying HubSpot MCP: Give AEs a Real-Time Sales Analyst
Enable AEs to query HubSpot directly from Claude using MCP. Identify slipping deals, summarize accounts, and improve pipeline hygiene without manual dashboards.
Gong to CRM Auto-Fill: Automating MEDDPICC Extraction (L3)
Learn how to automate MEDDPICC data extraction from Gong calls directly into Salesforce. Save 2.5 hours per rep/week and increase forecast accuracy.
The L3 Playbook: Automated Earnings Research for Enterprise AEs
Learn how to use LLMs like Claude and GPT-4 to automate enterprise account research, turning earnings calls into 1-page executive briefs for your AEs.
CRM Dedupe & Enrichment with LLMs (L3 Playbook)
Clean your CRM with Clay and LLMs. This playbook walks through merging duplicates, normalizing job titles, and enriching records with GPT-4o.
The AI Cold Call Simulator Playbook: Ramping Reps 30% Faster
Learn how to use AI roleplay simulators to reduce sales ramp time by 30%. Move from time-based training to skill-based graduation for your SDR/AE teams.
Clay + GPT Inbound Enrichment: The L3 Sales Playbook
Learn how to use Clay and GPT-4o to enrich every inbound lead with funding, tech stack, and hiring signals, delivering a one-page sales brief to AEs instantly.
The Zero-SDR Stack: Clay + Smartlead + Lindy (L3 Playbook)
Learn how to replace 2-3 SDRs with a $2k/mo AI stack. Use Clay for intent-based sourcing, Smartlead for deliverability, and Lindy for autonomous booking.
Claude Code for Agentic Refactors and Migrations (L3)
Learn how to use Claude Code to automate code migrations and refactors. Turn weeks of manual tech debt cleanup into hours of agentic execution.
Playbook: AI-Generated QBR Decks for Scale
Stop wasting 6 hours on QBR prep. Learn how to use LLMs and CRM data to automate 80% of your deck creation, shifting CSMs from authors to editors.
Mastering AI-Generated Event Follow-Up (L3 Playbook)
Stop losing event leads to the 'follow-up gap.' Learn how to use Clay and GPT-4o to enrich scans and launch personalized sequences within 24 hours.
AI-Driven Price-Quote Acceleration: The L3 RevOps Playbook
Accelerate sales cycles by using LLMs to draft CPQ quotes from CRM context and email history. Reduce manual data entry by 70% while maintaining human oversight.
The L3 Playbook: Engineering an AI-Augmented Outbound Workflow
Move beyond 'Pseudo-AI.' Learn how to embed research, intent-triggers, and reply triage directly into your CRM and Sales Engagement workflows for 40% more capacity.
AI-Assisted RFP Responses: The L3 Playbook for Sales Ops
Learn how to cut RFP response times by 60% using Loopio/Responsive and LLMs. A 5-step playbook for RevOps leaders to build a high-accuracy AI drafting engine.
AI SEO Clusters: How to Turn GSC Data into Organic Revenue
Stop guessing your SEO strategy. Use AI to identify striking distance keywords in GSC and build high-authority content clusters with Clearscope or Frase.
AI Meeting Intelligence: The L2 to L3 Rollout Playbook
Move beyond basic call recording. Learn how to map AI insights to CRM fields, automate forecast risk flags, and scale coaching across 100% of sales calls.
AI Customer-Interview Synthesis: From Transcripts to Truth
Learn how to use Granola, Fireflies, and Claude Projects to synthesize 20+ customer interviews into PMM-ready insight docs in under 2 hours.
How to Build an AI Council & Intake Process (GTM L3)
Learn how to build an AI Governance Council and intake process to eliminate shadow IT, reduce SaaS waste, and accelerate GTM tool adoption.
L4 · Data-anchored
21 postsVoice-AI Inbound Qualification: Cutting Speed-to-Lead to Seconds
Learn how to use Vapi and Bland.ai to build a Voice-AI agent that qualifies inbound leads in under 60 seconds and books meetings directly in HubSpot.
Salesforce Agentforce: The L4 Service Triage Playbook
Learn how to deploy Salesforce Agentforce for service triage. Automate case classification, drafting, and routing to reduce TTR by 40%.
Renewal Forecasting with AI: The L4 RevOps Playbook
Learn how to replace subjective CSM forecasting with AI models trained on usage and sentiment to drive 15-20% higher renewal accuracy.
Scaling Outbound: Building an L4 Relevance AI BDR Agent
Learn how to build an L4 Relevance AI BDR agent that researches, personalizes, and handles replies to drive down meeting costs and scale outbound.
Pricing Experimentation with AI: Beyond the 10% Discount
Stop using flat discount limits. Learn how to use AI to analyze win probability by competitor and embed dynamic discount bands directly into your CRM.
Automating PRs with OpenAI Codex Cloud Agents (L4 Playbook)
Turn OpenAI Codex into a 24/7 junior contributor. Learn how to automate GitHub PRs, triage issues via Linear, and protect your senior engineers' time.
Stop Churn Before it Starts: The Onboarding Milestone Agent (L4)
Move from calendar-based to event-based onboarding. Learn how to deploy an L4 agent to monitor product milestones and nudge customers toward faster value.
L4 Playbook: Using AI Agents to Multi-Thread At-Risk Deals
Stop losing deals to 'No Decision.' Use an AI agent to scan CRM/Gong, identify single-threaded deals, and draft peer-to-peer executive outreach automatically.
Building an Autonomous Deal Desk with Momentum.io (L4)
Learn how to transform Momentum.io from a CRM autofill tool into an autonomous deal-desk agent that flags risks, drafts quote-heavy emails, and builds QBRs.
Lead Scoring v2: Integrating First-Party Data & LLM Features (L4)
Move beyond rule-based lead scoring. Learn how to use LLMs, product usage data, and first-party intent to double your MQL-to-SQL conversion rates.
Gong + Momentum Forecast Augmentation (L4) Playbook
Stop relying on rep gut-feel. Learn how to combine Gong sentiment and Momentum MEDDPICC data in Snowflake to build a high-accuracy AI forecast model.
Forecast Augmentation: Using Gong ML for Reality-Based Sales
Learn how to combine rep-submitted forecasts with Gong’s ML signals to identify 'The Truth Gap' and improve forecast accuracy by up to 20%.
Data-Anchored Lead Scoring: The L4 RevOps Playbook
Build a high-performance RevOps lead scoring model using first-party product data, intent, and experimentation. Move beyond black-box AI to transparent, owned scoring.
Customer Health Scoring with AI Signals (L4 Playbook)
Learn how to build a predictive AI health score using product usage, support sentiment, and exec-engagement signals to increase NRR and prevent silent churn.
The AI Lead Factory: Automated Qualification & Personalization
Transform your inbound lead flow into a data-rich factory. Use Clay, OpenAI, and a cascading enrichment waterfall to automate scoring and personalization.
AI-Driven Territory Design: Moving Beyond Spreadsheets (L4)
Stop the spreadsheet horror. Learn how to use AI and ML to design balanced, high-density sales territories that reduce rep churn and maximize TAM coverage.
AI-Driven ICP Refinement: Stop Whiteboarding, Start Clustering
Stop guessing your ICP. Use LLM clustering to re-derive your Ideal Customer Profile from closed-won CRM data every 6 months for a 25% win-rate lift.
Building an AI-Augmented Deal Desk (L4 Playbook)
Learn how to build an AI-augmented deal desk that reduces approval cycles from days to hours and protects margins using LLMs and automated risk discovery.
AI Agent for Inbound Triage and Routing (L4 Playbook)
Stop using basic round-robin. Learn how to build an L4 AI agent that enriches, classifies, and routes inbound leads for maximum contextual speed.
Agent Observability: The Secret to Scalable AI ROI
Stop flying blind with your AI spend. Learn how to implement L4 observability to track every token, monitor latencies, and prevent AI bill shock.
Account-Based MQA Scoring: Moving from Lead Queues to Ranked Lists
Learn how to build a predictive MQA scoring engine using 6sense, Demandbase, and CRM automation to prioritize high-intent accounts over low-value leads.
L5 · Next-best-action
5 postsPredictive Churn to Marketing Save: The L5 RevOps Playbook
Move from reactive churn management to an automated L5 predictive save model. Use unified data scores and AI-triggered plays to boost NRR by 2-5%.
Next-Best-Action Engine: How to Rank Sales Tasks by $ Value
Learn how to build an Expected Value (EV) engine that gives your AEs a ranked daily list of high-impact sales actions. Stop guessing, start closing.
Next-Best-Action Engine for AEs: The L5 Playbook for RevOps
Transform AE performance from gut-feel to algorithmic precision with a Next-Best-Action engine. Learn to build an EV-based play library and automate coaching.
Implementing Data Cloud-Powered NBA in Salesforce (L5)
Learn how to leverage Salesforce Data Cloud to unify product, billing, and CRM data into Einstein Next Best Action for a 15%+ win rate uplift.
Building an Autonomous Engineering Team with Devin + Claude Code (L5)
Learn how to scale engineering output 3-5x by deploying a tiered agent fleet (Devin, Claude Code, Codex) under an orchestrated pod structure.
L6 · AI-native
2 postsComp Redesign for AI-Augmented Reps (L6 Maturity)
Stop paying commissions for work AI is doing. Learn how to redesign comp plans for high-output, AI-augmented reps without triggering mass attrition.
AI-Native GTM: Building the L6 Operating Model
Redesign your GTM org for the AI era. Learn how to build an AI Platform Team, move to 'Pipeline Engineers,' and manage your AI bets via Expected Value.