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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 ↓
[ SALES OPERATOR ]

Run a deal from discovery to signature

G / Groundthe problem that started all of it
Sales

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

Run it like your best rep.

A / Assignthe build, block by block, and who owns each one. Open a step to see it run.
HUMAN + AI, IN THE LOOP
The skills run the work. You stay in the loop on the calls that need judgment.
Gong01
Turn a discovery call into a qualification scorecard.
Details
Qualify the deal and name the gaps.
Powers up with
AI + human
Salesforce02
Build a demo that maps to the buyer's problems.
Details
Map the demo to the problems they actually stated.
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AI + human
Salesforce03
Put a one-page business case in the committee's hands.
Details
Put a one-page ROI narrative in the committee's hands.
Powers up with
AI
Salesforce04
Give the deal a dated path to signature.
Details
Give the deal a dated path to signature.
Powers up with
AI
Salesforce05
Walk into the negotiation with a plan.
Details
Protect price and terms with a concession ladder.
Powers up with
AI + human
T / Tie backthe result it drove, and how they know
RESULT · 01

Final stage 25%+ faster

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

OUTPUT · 01

A qualified deal

OUTPUT · 02

A buyer-specific demo

OUTPUT · 03

A business case

OUTPUT · 04

A dated path to signed

The Sales Operator
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 your qualification 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
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 UPSalesforceHubSpotAttioPipedriveDynamicsGong
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 UPSalesforceHubSpotAttioPipedriveDynamicsNotion
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 UPSalesforceHubSpotAttioPipedriveDynamicsNotion
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 UPSalesforceHubSpotAttioPipedriveDynamicsGong
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 2026-09-12
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 / WHO ELSE HAS TO MOVE

This play runs across the org, not inside sales.

Every function below owns a piece of the play. Skip one and it stalls where most GTM plays stall: in the handoff.

FINANCE
Pricing approvals and the ROI math the business case leans on

Without it: The committee questions your numbers and the deal stalls at approval

LEGAL
Paper, redlines, and a contract turnaround the MAP can trust

Without it: A dated path to signature dies in redlines

PRODUCT
A demo environment and honest answers on roadmap asks

Without it: The demo overpromises and the renewal pays for it

04 / 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
S
I just wrapped my first discovery call with a 400-person logistics company. Can you score where the deal actually stands?
S
Step 1· Discovery Framework
Ran the call against your qualification framework, 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.
S
They want a demo next week. Help me build one that hits what they told me, not the usual tour.
S
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.
S
They liked the demo. Now their VP wants numbers. Can you put together a business case?
S
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.
S
This is getting real. I want a clear path to signature with the champion. Build the plan.
S
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.
S
Procurement is about to push on price. How do I prep for that conversation?
S
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.
05 / 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
12 tabs → 1
the late-stage deal moved out of browser tabs into one hub, and discounts fell with the friction
WHAT I DID ›
01
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.
02
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.
03
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 →
06 / ROLL IT OUT AND INSPECT IT · THE OTHER HALF

The plan is only as good as the discovery beneath it

The skills hand a rep a qualification map, a demo script, a business case, and a dated path; the deal is won in the discovery call where the buyer says the thing the demo must answer. Here is how a sales leader trains the questions before inspecting the paperwork.

THE FRAMEWORK BEHIND IT
The deal-walk certification

Each rep walks one live deal end to end in front of a peer panel: the gaps discovery-framework flagged, the demo mapped to stated problems, the MAP dates with owners on both sides. Clear the walk before running the motion solo.

  1. 01
    Drill the unanswered discovery gaps

    Train reps to read what discovery-framework marks missing and to ask for it on the next call. A gap carried past demo becomes a surprise at negotiation.

  2. 02
    Hold the demo to the transcript

    The demo-script maps to problems the buyer actually stated. In review, ask the rep to point each demo beat at the sentence that earned it.

  3. 03
    Renegotiate slipped MAP dates weekly

    Every mutual-action-plan date has an owner on both sides. A slipped date gets renegotiated inside the week, out loud, or the close date moves with it.

  4. 04
    Review the concession ladder after ink

    Compare negotiation-prep's ladder to what was actually given away, then coach the gap. The next deal pays for the lesson either way.

07 / 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.”
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