Sales · Playbooks

Sales playbooks

Stage-tied checklists. Selection on Opportunity detail prefers exact pipeline_stage > service_category > industry; a playbook with all three null matches every opportunity.

Cybersecurity Review

Walk through current security posture before pitching Hero Secure / Hero Complete.

4 steps

1
Confirm cyber insurance status
2
Review MFA + identity provider
3
Review backup + DR posture
4
Build cybersecurity recommendation

Stage: qualifiedService: cybersecurity

Managed IT Discovery

Standard discovery sequence after a fresh inbound assessment hits Sales Home.

4 steps

1
Review assessment + enrichment
Read submission notes, enrichment, and any prior activity on the company.
2
Send pre-call prep email
3
Host discovery call
4
Send recap + next steps

Stage: discovery-scheduledService: managed_it

Nurture Re-engagement

Re-warm a dormant lead before re-opening the opportunity.

3 steps

1
Review last activity + reason for nurture
2
Share a relevant resource
3
Ask if anything has changed at the account

Stage: nurture

Proposal Follow-Up

Default cadence after a proposal is sent. Aligns with the no-response and viewed-not-accepted next-action rules.

4 steps

1
Wait 3 business days
2
Send first follow-up email
3
Call to discuss after 7 days
4
Schedule proposal review meeting

Stage: proposal-sent

Verbal Yes to Closed Won

Tighten the loop between a verbal commit and the actual close.

3 steps

1
Confirm final scope + price
2
Send agreement / proposal acceptance link
3
Pre-onboarding handoff to Service Delivery

Stage: verbal-yes

Playbook editing UI lands in a follow-up sprint — for now, definitions ship as seeded defaults. Surfacing the matched playbook on Opportunity detail is also pending.