The operating model for B2B sales
Choose the plays worth running, build the playbook your top sellers already use, and embed it in every seller's daily flow, from your first rep to your fiftieth.
Make the new product the easy sale.
Prospecting
Be on the day one shortlist.
Sales process
Mirror your best deals, stage by stage.
Buying committee
Something in it for every buyer.
CxO meeting
Walk in with their numbers.
Sales cycle
Accelerate the deal.
Key accounts
White glove for every key account.
Expansion
A solution queued for every account.
QBR
Turn the review into the next deal.
Ramping reps
New reps, top-rep conversations.
New CRO
Your first 90 days, already playbooked.
Sales enablement
The process, built into every play.
Sales kickoff
One pitch. Everyone’s own iteration.
Pipeline review
See it ahead of results.
The platform
The discipline behind every top sales team, made repeatable across yours.
Stage 1 · Coverage
Decode a play idea into a scored brief. Size the addressable market. Generate the named-account list, tiered by workflow signal. Surface the three to five behaviours your top sellers use that the rest don't. Refreshed weekly.
Stage 2 · Build
A six-phase pitch choreography per workflow. Discovery framework, talktrack, objection reframers, meeting prep. All in the formats your sellers already work in (Word, Slides, Salesforce, Attio). Regenerable when your product evolves.
Stage 3 · Execution
A copilot inside Slack, Attio, or Salesforce that already knows the play, the workflow, and the top-performer move at this stage. Pre-call brief in. Post-call adherence score out. Manager dashboard refreshed by Friday.
Stack
The platform reads from your CRM, your transcript tool, and your calendar. It writes plays, account priorities, pre-call briefs, and adherence scores back into Attio, Salesforce, or HubSpot, so your sellers see them on the record they already use.
Discovery and enrichment
Clay
System of record
Attio · Salesforce · HubSpot
Transcript and call signal
Granola · Gong · Fireflies
Where the nudges land
Slack · Email · Calendar
Who it's for
The same platform, different shape, depending on where you are.
You scaled past doing every deal yourself. The team can't quite carry it. Connect your CRM and call recordings. The platform returns the play, the twenty accounts most likely in its workflow this quarter, and the three things your top reps do that the rest don't.
Book a demoYour CRM has thousands of accounts. Your reps work the few hundred they personally know. The platform reads your CRM and transcripts, tags every account by workflow, and feeds each seller a daily list of the right five.
Book a demoYou have account tiers, named accounts, methodology certifications. Adherence on recorded calls is still under 30%. The copilot can sit in the seller's daily flow, scoring calls against the play, and feeding the manager dashboard by Friday.
Book a demoYour Playbook
The platform is opinionated. It encodes the methodologies the highest-performing B2B sellers already use, and operationalises Bain's sales-plays research as the system layer on top.
Teach, tailor, take control. Win the Mobilisers inside the buying group, not just the Talkers.
Manage indecision, not objections. Most lost deals don't go to competitors; they go to “we'll decide later.”
Moment-of-need beats training day. The copilot lives in the seller's flow, not the LMS.
Start inside the customer's reality. Plays open in their world, then introduce yours.
Situation, Problem, Implication, Need-payoff. The question sequence that converts pain into urgency.
The qualification spine for complex B2B deals. Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion, Competition.
Anchor the conversation on the buyer's problem, not your product. Position the pain, then the answer.
Granular per-account data, a play factory, a command centre, integrated coaching. The operating model behind every output.
The case for sales plays
More likely to outperform on revenue and market share.
Bain & Company, HBR.
Of pipeline at top teams comes from active, designed sales plays.
Bain & Company, HBR.
Of B2B buyers arrive at the first meeting with a shortlist already set.
Bain & Company, HBR.
Of sales execution investments fall short of expected ROI.
Bain & Company, HBR.
We come back within a week with a scored brief, what twenty accounts in a play would look like for you, and what your top reps do that the rest don't.