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── PLAYBOOK · SALES DEVELOPMENT
✓ APPROVED

Run founder-led sales, then hand it off

You are the best rep and the bottleneck. Run the motion, then build the team to take it.

Install the whole playbook ↓
[ BUILT GTM ]

Run founder-led sales, then hand it off

Solvethe problem worth solving
Problem · 01Sales Dev

You are the best rep and the bottleneck.

Run the motion, then build the team to take it.

Stackthe workflow, box by box
Gong01
Turn a discovery call into a qualification scorecard.
Run discovery you can teach, not just intuit.
Powers up with
AI + human
Outreach02
Turn one signal into a cold email that earns a reply.
Write outreach that earns a reply.
Powers up with
AI
Claude03
Turn a GTM opening into a scorecard before you post it.
Define the first sales hire before you post it.
Connect to analyze
AI
Claude04
Turn a start date into a ramp that ends in quota.
Ramp them to quota on your motion, fast.
Connect to analyze
AI
Splithow control passes: agents branch left, humans right
HUMAN + AI, IN THE LOOP
How control passes.
AgentsHuman
AI + human01
Turn a discovery call into a qualification scorecard.
AI drafts, a human checks.
Agent02
Turn one signal into a cold email that earns a reply.
Outreach runs it.
Agent03
Turn a GTM opening into a scorecard before you post it.
Claude runs it.
Agent04
Turn a start date into a ramp that ends in quota.
Claude runs it.
The skills run the work. You stay in the loop on the calls that need judgment.
Outputwhat the workflow produces
OUTPUT · 01

A repeatable discovery

OUTPUT · 02

Outreach motion

OUTPUT · 03

The scorecard

OUTPUT · 04

Ramp to hand it to your first hires

Outcomethe result it drives
OUTCOME · 01

0 to #1 region

Built a market from zero, hands-on, beating remote incumbents.

Built GTM
── 01 / WHY RUN IT
RUN THIS AND YOU CAN
✓A repeatable discovery
✓Outreach motion
✓The scorecard
✓Ramp to hand it to your first hires
── 02 / THE RUN, STEP BY STEP

The workflow that solves it, one step at a time.

Each step is the plain question you are already asking. The skills answer them in order, one handing its receipt to the next.

1✓ TESTED
Turn a discovery call into a qualification scorecard.

Runs your call against MEDDPICC or your own framework, captures the deal, and names the gaps you still have to fill.

YOU GETThe field-by-field scorecard, the pain quantifier, and the champion test.
POWER IT UPGongChorusFirefliesOtterAvomaFathom
OPEN THE SKILL →
2✓ TESTED
Turn one signal into a cold email that earns a reply.

From a prospect and a specific angle, writes a short email or 3-touch sequence built on one idea, no filler.

YOU GETThe one-idea rule, an earned opener, a soft CTA, and a 3-touch sequence.
POWER IT UPOutreachSalesloftApolloSmartleadInstantlyLemlist
OPEN THE SKILL →
3✓ TESTED
Turn a GTM opening into a scorecard before you post it.

The outcomes the role must hit, the competencies that predict them, questions per competency, and a shared rubric.

YOU GETThe outcomes, the competency set, the interview questions, and the rubric.
POWER IT UPNotionGoogle DriveConfluenceGitHubClaudeChatGPT
OPEN THE SKILL →
4✓ TESTED
Turn a start date into a ramp that ends in quota.

A 30/60/90 with milestones, a certification bar before full load, and the manager touchpoints that catch a slow ramp early.

YOU GETThe 30/60/90 gates, the certification bar, and the manager touchpoints.
POWER IT UPNotionGoogle DriveConfluenceGitHubGongChorus
OPEN THE SKILL →
WHERE YOU LAND

A repeatable discovery and outreach motion, and the scorecard and ramp to hand it to your first hires.

EVERY STEP, TESTED AND PASSED
EVAL RESULTPASS4/4 dimensions
HOW WE EVAL →
✓Skills resolve
✓Structure + proof
✓Example chat
✓Quality judge
  • All 4 chained skills resolve to real, scored skills.
  • Has a problem, an outcome, 2+ steps, and proof from a real build.
  • Ships an example chat showing the play run in Claude.
  • Reads in plain operator voice, grounded in a real build.
Last eval run 2026-08-05
DEEP EVAL · PASS
THE STANDARD →

We did not just check the structure. A judge read this play against the full text of every skill it chains (composition), then ran it on a real scenario end to end (simulated). It passed both. Test scenario: Solo founder closes most deals herself, is about to make her first two AE hires, and has never written down how she actually runs a call.

── 03 / SEE IT RUN

Watch the skills answer in order.

Describe your situation in plain language. The right skill fires on its own and hands its receipt to the next.

EXAMPLE CHATAlex, Founder and CEO, running the loop in one sitting
A
I close most of our deals myself but it's all in my head. Before I hire reps I need to actually pin down how I run a discovery call. Can you help me structure it?
S
Step 1· Discovery Framework
I turned your discovery into a scorecard you can teach, run against MEDDPICC so it captures the deal and shows the gaps you still have to fill. It includes a pain quantifier and a champion test so it's not just intuition.
Receipt
Discovery scorecard with field-by-field qualification, a pain quantifier, and a champion test, ready to run on your next 3 calls.
A
Half my pipeline comes from cold outreach I write myself. I want something a new rep could send too. Can you write outreach that gets replies?
S
Step 2· Cold Email Writer
I wrote a 3-touch sequence built on one idea per email, with an earned opener and a soft CTA, off a real trigger. It's simple enough that a new hire can copy the structure instead of your instinct.
Receipt
3-touch cold sequence on one idea each, earned openers, benchmarked to an illustrative 6 to 9 percent reply rate for a new rep to run.
A
I'm ready to hire my first two AEs. I keep interviewing on vibes. How do I define the role properly before I post it?
S
Step 3· Hiring Scorecard
I built the scorecard before the job post: the outcomes the AE has to hit, the competencies that predict them, interview questions per competency, and a shared rubric so you and your co-founder score the same way.
outcomes4
competencies5
Receipt
Hiring scorecard with 4 role outcomes, 5 competencies, questions per competency, and a 1 to 4 rubric for consistent scoring.
A
Offers are out. Both start in three weeks. How do I ramp them on my motion so they're actually selling, not shadowing forever?
S
Step 4· Enablement Plan
I built a 30/60/90 ramp on your motion with milestones, a certification bar they have to clear before carrying full load, and manager touchpoints that catch a slow ramp early instead of at the quarter's end.
Receipt
30/60/90 ramp with a day-45 certification gate on your discovery motion, targeting first closed deal by day 75.
── 04 / SEE IT IN PRODUCTION

Before you run it, I ran it for real.

This workflow is genericized from a real build. Here is the number it moved, and what I actually did.

THE BUILD · SCALE-UP
Uber Eats
155%
of target, number-one region in the country
0 to 150
person hub built from zero in 18 months
+15 pts
market share gained in DoorDash strongholds
40%
faster time-to-revenue on a repeatable launch
WHAT I DID ›
01
Owned the P&L for 15 markets. Ran all 15 markets and their budgets past $100M, the number-one region in the country at 155% of target. Run like my own business.
02
Won the DoorDash street fight. Drove Austin to number two and El Paso to number one against DoorDash, locked exclusive contracts with a large share of the market, and won Torchy's Tacos off DoorDash.
03
Built the demand-to-supply signal system. An internal, market-level lead-scoring system that matched demand to supply, pointing both sales and marketing at the density that paid off and cutting time-to-revenue by 40%.

Built Texas from zero to the number-one region in the country.

See the full story →
05 / INSTALL THE WHOLE PLAYBOOK

One plugin. 4 skills, bundled.

The whole playbook installs as a single plugin in Claude Code, no copy-pasting 4 times. Or grab any single step above. It runs on what you paste; connect your stack to go live.

OR KICK IT OFF IN CHAT
“Here is my situation: [describe your workflow or account in a sentence or two]. Walk me through Run founder-led sales, then hand it off step by step, and run each skill as we go.”
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