THE AI SALES COOKBOOK/SIDES/THE CERTIFIED TEAM

The Certified Team

You shipped the system, or rolled out the framework, and adoption is uneven. Most enablement is a deck and a kickoff that evaporates. Turn it into a module reps can practice and be certified on.

TASTE TEST PASSED · RAN IN PRODUCTION

PREP ~30 MIN · COOK DAYS TO WEEKS · EFFORT MEDIUM · SERVES ENABLEMENT, MANAGER

MEDIA · THE DISH, COOKED

Walkthrough video: the whole recipe run once, start to plated.

INGREDIENTS

TAP THE BOX WHEN YOU HAVE IT

Your CRM export, or a pasted listthe data the recipe runs on
An ICP definitionours: define-your-icp · or your ownBUILD THIS INGREDIENT →
A discovery question builderours: discovery-question-builder · or your ownBUILD THIS INGREDIENT →
A demo scriptours: demo-script · or your ownBUILD THIS INGREDIENT →
A roleplay scenario generatorours: roleplay-scenario-generator · or your ownBUILD THIS INGREDIENT →
An enablement planours: enablement-plan · or your ownBUILD THIS INGREDIENT →
One named ownerno substitute exists

MISE EN PLACEYour CRM export, or the pasted data for the accounts in play, in front of you before step one.

Recipe Facts

ONE BUILD PER SERVING

Serves: Enablement, manager
Effort: Medium
Prep time: ~30 min
Cook time: days to weeks
Level: Intermediate
Skills used: 5
Course: Sides · Sales Enablement
Cuisine: RAISE the Team
Taste test: Eval PASS

DIRECTIONS

1
Define Your Icp
Anchor the enablement in the account tier this build applies to, then name the individual buyer inside it, a person, a day, a problem, as the PERSONA the next step needs.
COOK WITH AN ICP DEFINITION · OURS: define-your-icp · OR YOUR OWN
MEDIA · STEP 1 SCREENSHOT
What this step's output looks like
2
Run the discovery question builder
Take the persona you just named as its PERSONA input, and build the questions for this motion, mapped to your framework.
COOK WITH A DISCOVERY QUESTION BUILDER · OURS: discovery-question-builder · OR YOUR OWN
MEDIA · STEP 2 SCREENSHOT
What this step's output looks like
3
Run the demo script
Write the talk track that maps to stated problems, and cut what does not map.
COOK WITH A DEMO SCRIPT · OURS: demo-script · OR YOUR OWN
MEDIA · STEP 3 SCREENSHOT
What this step's output looks like
4
Run the roleplay scenario generator
Generate the AI roleplay so reps practice and get certified before the live call.
COOK WITH A ROLEPLAY SCENARIO GENERATOR · OURS: roleplay-scenario-generator · OR YOUR OWN
MEDIA · STEP 4 SCREENSHOT
What this step's output looks like
5
Run the enablement plan
Wrap it into a 30/60/90 ramp with a certification bar and manager touchpoints.
COOK WITH AN ENABLEMENT PLAN · OURS: enablement-plan · OR YOUR OWN
MEDIA · STEP 5 SCREENSHOT
What this step's output looks like

THE FINISHED DISH · WHAT YOU SERVE

An account tier and the buyer persona inside it, the questions, the talk track, an AI roleplay to practice against, and a 30/60/90 ramp with a certification bar. The people half of every build, made runnable.

MEDIA · THE PLATED RESULT

The finished deliverable, redacted, exactly as it looks when the recipe is done

GO DEEPER · The full playbook page carries the guide, the proof build, and the receipts. Read it.