How Sales Leaders Can Use AI to Create Playbooks 90% Faster 🤖

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I ❤️ a Robot Named Claude.

This post will show you how to use Claude.AI to write sales processes and create a playbook 90% faster. As you know, if you’re looking to scale, sales documentation is a must.

Little disclaimer here: I’m not a tech expert. I’m a sales guy who found a free AI tool and want to share it with you because it will help you scale more efficiently.

My story is I love whiteboarding sales processes. I love teaching sales teams new skills. This stuff energizes me. I can do it all day long.

However, when I needed to transfer these great ideas to paper -- Oh my God -- it was killing me.  Getting the documentation right took me hours, if not days.

And I know a lot of founders and sales leaders who are building out processes feel the exact same way.  It's in their head, but how do you quickly get it on paper to delegate it?

If you’re not a “writer” it can be really hard. This is what Claude.AI solves.

 

How Claude AI Works 

Claude is an AI assistant created by Anthropic to be helpful, harmless, and honest. The exact technical details of how Claude is built are proprietary information belonging to Anthropic. However, from an external perspective, Claude appears to be an impressively capable AI. 

Unlike some other AI assistants, Claude allows users to provide multiple forms of input such as text, audio transcripts, screenshots or existing documents. This contextual variety seems to allow Claude to produce more nuanced and high-quality outputs.

Another key feature of Claude is the ability to upload documents directly using the paperclip icon. This provides Claude with full access to lengthy content without needing manual copy/pasting. 

Claude also enables custom prompts and brand voice instructions. This allows users to get outputs written in their desired style and tone. The outputs can be iteratively refined until polished.

The end result is an AI assistant that excels at quickly generating summarized, structured content from a wide array of inputs. This makes it uniquely suited for efficiently creating detailed sales playbooks from interactive trainings and raw sales knowledge.

See the Claude.AI Demo for Yourself

In this video, I walk through demo of using Claude AI. To test it out, I talked about a new lead scoring system I created.

Let’s break it down step by step.

✅ Step 1: Record yourself explaining your sales process as a stream-of-consciousness. 

Here’s the transcript in its entirety:

“Hey team I want to talk about a new sales process that we're rolling out around lead scoring lead scoring is important for three reasons number one we need to understand the quality of the leads so we can give this information back to marketing and they can know if they're getting us the right leads or not on the sales team number two we want to make sure that all the opportunities within our CRM have context not all leads are created equal we want to keep the cost of sales down we want to make sure that we are only focusing on leads that are important and #3 we want to put our best people on our biggest opportunities and for you newer salespeople out there put you on some low risk opportunities so you can cut your teeth and if you lose you mess up it's not going to be that big of a deal and it's not going to it's not going to break the bank for us it's not going to it's not going to hurt the company this is how we're going to wrap you up so how we're going to institute lead scoring is as you know our solutions are based on headcount within an organization so here it is we are now gonna call lead score one any prospect where they work in an organization and they have anywhere from 1 to 500 people lead score 2 is going to be any organization that has 501 people to 5000 total employees and lead score #3 this is the ultimate this is the lead scores we really want this is for prospects the call in and their organization is 5001 people or more so as you can see here lead score 3 is the best lead score one is the smaller opportunities so moving forward all my veteran sales reps all of you who have done a great job who we know you can close deals you're going to get all the lead score threes all my new reps no pressure you're going to cut your teeth on lead scorer one then we'll gradually move you up into lead score 2 as always we're going to try to lead score this before the 1st salesperson makes that first discovery call if that isn't able to happen your job as a salesperson is as soon as you figure out the lead score in that first discovery you gotta update Salesforce CRM every week by Friday I need to understand all these in your pipeline all with a lead score thank you so much this is effective as of next Monday”

✅ Step 2: Upload the transcript (rambling and all) to Claude. The free version allows easy uploading of documents via the paperclip icon.

✅ Step 3: Add some simple custom prompts. Here’s what I used in the video.

“Hi Claude I need your help with the attached document this is a new sales process for my sales team I need you to summarize it for a sales playbook. The sales playbook will be used as a reference guide and training manual.”

“The target audience for the playbook is new sales reps and intermediate sales reps who need further training to take their skills to the next level.”

“The brand voice is informative, persuasive, and engaging, using storytelling, rhetorical questions, testimonials, and clear language to convey the benefits of various sales techniques to win more deals.”

“Shorter sentences are preferred to long sentences.”

“Please include both titles and subheadings within each new section of content.”

“Also include a checklist of takeaways to be used as a summary for salespeople and this checklist will help managers create accountability.”

Pro-Tips:

  • If the summary looks too lean, ask Claude to "elaborate on all sections"

  • If there is content missing, ask Claude to "include a section on ..."

  • If the output just looks wacky or wrong Claude is "hallucinating" merely wait a couple of hours and try again as a new chat.

✅ Step 4: Ask Claude to summarize and format it professionally with subtitles, bullet points and key takeaways. You’ll get an output back in seconds that looks like this:

The Value of Lead Scoring

Lead scoring helps sales teams in three important ways. First, it provides marketing with insights on lead quality so they can optimize campaigns. Second, it adds context in CRM to prioritize the best opportunities. Third, it matches the right salespeople to the right deals based on their experience. Ultimately, lead scoring sets both the salesperson and the prospect up for success.

How Our Lead Scoring Works

At our company, lead scoring is based on company size. We have three tiers:

  • Lead Score 1 (1-500 employees)

  • Lead Score 2 (501-5,000 employees)

  • Lead Score 3 (5,001+ employees)

Lead Score 3 represents our biggest, highest potential deals. As a salesperson gains more experience, they graduate from smaller Lead Score 1 opportunities to larger Lead Score 2 and 3 deals. This prevents newer salespeople from being overwhelmed, while allowing veterans to tackle complex sales cycles.

By scoring leads upfront, we align our best people, resources, and strategies to the most promising prospects. This increases win rates, accelerates deal cycles, and boosts revenue.

Key Takeaways

  • Use lead scoring to provide marketing with feedback on lead quality

  • Add context in CRM to prioritize Lead Score 3 opportunities

  • Match salesperson experience levels to Lead Score tiers

  • Score leads before initial discovery call

  • Update Salesforce with lead scores by Friday each week

  • Lead scoring processes effective next Monday

✅ Step 5: Copy your new sales process from Claude.AI and paste into your playbook. You’re done. Move on to higher priority work. ✌️❤️🤖

Give Claude a Big Hug Today

If you're a founder or a sales leader who wants to scale and you still don't have your sales processes documented, this is the easiest, fastest, and cheapest way to get going.

You can't afford to let documentation slow you down. Use Claude.AI to translate your knowledge into playbooks 90% faster.

This in turn allows you to:

Want to learn more about how Pitch Lab can help you optimize your sales process and create playbooks to scale your team? Check out our Consulting Services here.

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Jay Mays