── PLAYBOOK · SALES

Run a deal from discovery to signature

A deal is live and you cannot afford to wing it. Run it like your best rep.

Install the whole playbook ↓

[ BUILT GTM ]

Run a deal from discovery to signature

Solvethe problem worth solving

Problem · 01Sales

A deal is live and you cannot afford to wing it.

Run it like your best rep.

Stackthe workflow, box by box

Gong01

Turn a discovery call into a qualification scorecard.

Qualify the deal and name the gaps.

Powers up with

AI + human

Salesforce02

Build a demo that maps to the buyer's problems.

Map the demo to the problems they actually stated.

Powers up with

AI + human

Salesforce03

Put a one-page business case in the committee's hands.

Put a one-page ROI narrative in the committee's hands.

Powers up with

Salesforce04

Give the deal a dated path to signature.

Powers up with

Salesforce05

Walk into the negotiation with a plan.

Protect price and terms with a concession ladder.

Powers up with

AI + human

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.

AI + human02

Build a demo that maps to the buyer's problems.

AI drafts, a human checks.

Agent03

Put a one-page business case in the committee's hands.

Salesforce runs it.

Agent04

Give the deal a dated path to signature.

Salesforce runs it.

AI + human05

Walk into the negotiation with a plan.

AI drafts, a human checks.

The skills run the work. You stay in the loop on the calls that need judgment.

Outputwhat the workflow produces

OUTPUT · 01

A qualified deal

OUTPUT · 02

A buyer-specific demo

OUTPUT · 03

A business case

OUTPUT · 04

A dated path to signed

Outcomethe result it drives

OUTCOME · 01

Final stage 25%+ faster

The deal hub that gave late-stage deals one home.

Built GTM

── 01 / WHY RUN IT

RUN THIS AND YOU CAN

✓A qualified deal

✓A buyer-specific demo

✓A business case

✓A dated path to signed

── 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 UP

OPEN THE SKILL →

2✓ TESTED

Build a demo that maps to the buyer's problems.

Maps every feature you plan to show to a problem the buyer actually stated, and cuts what does not map.

YOU GETThe problem-to-moment map, the 'so what' per beat, and the cut list.

POWER IT UP

OPEN THE SKILL →

3✓ TESTED

Put a one-page business case in the committee's hands.

Frames the cost of the problem, the change, the value model, and the risk of doing nothing, in the buyer's own numbers.

YOU GETThe cost-of-problem, the value math, the cost of inaction, and flagged assumptions.

POWER IT UP

OPEN THE SKILL →

4✓ TESTED

Give the deal a dated path to signature.

Builds a close plan with the champion: milestones, owners, dates, and exit criteria, written to send.

YOU GETThe backward-from-signature plan, owners and dates, and exit criteria.

POWER IT UP

OPEN THE SKILL →

5✓ TESTED

Walk into the negotiation with a plan.

Your walk-away and target, the concession ladder, their likely asks, and the holds that protect price and terms.

YOU GETThe walk-away and target, the concession ladder, and the price and term holds.

POWER IT UP

OPEN THE SKILL →

WHERE YOU LAND

A qualified deal, a buyer-specific demo, a business case, and a dated path to signed.

EVERY STEP, TESTED AND PASSED

EVAL RESULTPASS4/4 dimensions

HOW WE EVAL →

✓Skills resolve

✓Structure + proof

✓Example chat

✓Quality judge

All 5 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: Solstice Freight, a 300-person logistics company. AE Priya just finished discovery on a ~$150K/yr deal, no named competitor in the mix.

── 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 CHATSam, an AE, running the loop in one sitting

I just wrapped my first discovery call with a 400-person logistics company. Can you score where the deal actually stands?

Step 1· Discovery Framework

Ran the call against MEDDPICC, filled in what we confirmed, and flagged the gaps. We have the pain and the metric but no confirmed economic buyer yet, and the champion is unproven.

strongpain, metric

gapEB, paper

Receipt

Scorecard filled: 5 of 8 fields solid, economic buyer and paper process still open.

They want a demo next week. Help me build one that hits what they told me, not the usual tour.

Step 2· Demo Script

Mapped every screen to a problem they actually said out loud on the call, and cut the three features that don't connect to anything they raised. Each beat has a clear 'so what' tied to their metric.

Receipt

6-beat demo mapped to 4 stated problems, 3 unrelated features cut.

They liked the demo. Now their VP wants numbers. Can you put together a business case?

Step 3· Business Case

Framed the cost of the problem in their own numbers, the value of fixing it, and the risk of doing nothing. Kept every assumption visible so their finance person can check the math.

Receipt

One-page case: problem costing ~$480K/yr, payback under 5 months, assumptions flagged.

This is getting real. I want a clear path to signature with the champion. Build the plan.

Step 4· Mutual Action Plan

Worked backward from a target signature date and laid out every milestone, owner, and exit criterion. Wrote it so I can send it straight to the champion and we agree on the path together.

Receipt

MAP with 7 milestones and dates, backward from a signature target 6 weeks out.

Procurement is about to push on price. How do I prep for that conversation?

Step 5· Negotiation Prep

Set your target and walk-away, built a concession ladder so you never give margin for free, and mapped their likely asks with a hold for each. Kept the discount tied to term and volume, not just handed over.

floor12% max

tradeterm + logos

Receipt

Negotiation plan with a 12% floor and 3 trade-for-concession moves, deal on track to close this quarter.

── 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 · DEAL VELOCITY

The Deal Hub

>25%

shorter sales cycle, the late stage streamlined

Sub-45 days

SMB and Mid-Market, end to end

Sub-90 days

Enterprise, end to end

Lower discounts

value-based packaging cut the average discount per deal

WHAT I DID ›

One home for the deal. A hub where the proposal, the plan, and the next step lived together, so nothing had to be assembled from twelve tabs before a conversation.

The customer sees what is next. Instead of waiting on a forwarded email, the customer could see what happened next, which removed a whole class of stall.

Map the handoffs, then close each gap. I walked the late stage handoff by handoff, quote to security review to mutual plan to approval, found where each one sat waiting, and put the next step and its owner in the hub so no stage stalled on someone's inbox.

Speed in a deal is not pressure. It is removing the places a deal goes to wait. Find where your deals stall, then remove the wait, not the patience.

Dig into the full build →

05 / INSTALL THE WHOLE PLAYBOOK

One plugin. 5 skills, bundled.

The whole playbook installs as a single plugin in Claude Code, no copy-pasting 5 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 a deal from discovery to signature step by step, and run each skill as we go.”

── GET THE NEXT PLAYBOOK

Run a deal from discovery to signature

Run a deal from discovery to signature

A deal is live and you cannot afford to wing it.

A qualified deal

A buyer-specific demo

A business case

A dated path to signed

Final stage 25%+ faster

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

Watch the skills answer in order.

Before you run it, I ran it for real.

One plugin. 5 skills, bundled.

One runnable workflow a week. Free.