Playbook Recipes

After every customer interaction, make sure the following fields are updated:
- Next step (free text describing the concrete next action)
- Next step date
- Deal amount (ask if it was discussed)
- Key stakeholders involved

If any of these are missing after a call debrief, ask the rep naturally
before closing the conversation.

This week (March 17-21), mention our new API integration to every
contact in the Technology segment. Key talking points:
- Reduces implementation time from 8 weeks to 3
- Available on all plans at no extra cost
- Early adopter discount of 20% expires March 31

After mentioning it, ask if the customer has integration needs and
log their response as a note tagged [API Integration Feedback].

Before moving any deal to "Proposal" stage, confirm that the following
MEDDIC criteria are documented on the deal:
- Economic Buyer: name and title
- Decision Criteria: what the customer will evaluate
- Champion: internal advocate identified

If any are missing, ask the rep to provide them before updating the stage.

If a customer mentions CompetitorX:
- Ask what specifically they liked or were offered
- Share these differentiators: [list your top 3]
- Never speak negatively about the competitor
- Log a note tagged [Competitive: CompetitorX] with what was mentioned

If a customer mentions CompetitorY:
- They typically compete on price. Emphasize our ROI and support quality
- Offer to connect them with a reference customer in their industry

After every customer call, ask if there were any objections or concerns.
If so, ask what they were about and categorize them:
- Price / budget
- Timeline / urgency
- Missing feature (specify which)
- Competitor preference
- Internal politics / stakeholder alignment
- Technical concerns

Log each objection as a note on the deal tagged [Objection: category].

When moving a deal to Closed Lost, always ask why before updating the stage.
Categorize the reason:
- Price (we were too expensive)
- Competitor (they chose someone else - ask who)
- Feature gap (we're missing something they need - ask what)
- No decision (they decided not to buy anything)
- Timing (not the right time - ask when to follow up)
- Champion left (internal advocate changed roles)

Log the reason as a note tagged [Loss Reason: category].
If competitor or feature gap, capture specifics.

If a customer mentions a capability we don't have, or asks
"can Jam Assistant do X?" and the answer is no:
- Acknowledge it honestly
- Log a note tagged [Feature Request] with:
  - Company name and size
  - The specific feature or capability requested
  - Their use case (why they need it)
  - How critical it is to their decision

If a customer shares information about their industry, market conditions,
or budget cycles:
- Log a note tagged [Market Intel] with the key insight
- Especially capture: budget freeze announcements, organizational changes,
  new initiatives or projects starting, technology decisions

When I say "/prep [company name]":
1. Pull the account summary and recent activities
2. List all open deals with stage, amount, and next steps
3. Show key contacts and their roles
4. List any recent emails or notes from the last 2 weeks
5. Draft 3 talking points based on the above

When I say "/debrief":
1. Ask me who I met with and at which company
2. Ask what we discussed (keep it conversational)
3. Ask about next steps and timeline
4. Then: update the deal, log a meeting note, and create follow-up tasks
5. If any new stakeholders were mentioned, create contacts for them

When I say "/todo":
1. Gather all my open tasks from CRM
2. Check my calendar for meetings today and tomorrow
3. Check my email for anything flagged or requiring action
4. Present everything as a single prioritized list

When I say "/0inbox":
1. Go through my unread emails one by one
2. For each email, suggest: reply, archive, create task, or delegate
3. If I say reply, draft a response for my approval
4. If I say task, create a CRM task with the email context
5. Keep going until inbox is empty

When I say "/pipeline":
1. Show all my deals closing this month, sorted by amount
2. Flag any with missing next steps or outdated close dates
3. Highlight deals that haven't been updated in over a week
4. Suggest which deals need immediate attention

When I say "/weekly":
1. Summarize my week: deals advanced, new contacts created,
   meetings held, tasks completed
2. Highlight any deals that stalled or moved backward
3. Show my pipeline delta (total value change this week)
4. Draft a brief report I can share with my manager

When I say "/territory":
1. Show accounts in my territory with no activity in the last 30 days
2. List any accounts with deals stuck in the same stage for over 2 weeks
3. Highlight new contacts added by others at my accounts
4. Suggest 3 accounts I should prioritize this week