THE AI SALES COOKBOOK/CHEF'S TABLE/THE PERSONAS

The Personas

You sell to a company but people buy. Identify the personas that move deals and speak to each one.

TASTE TEST PASSED · RAN IN PRODUCTION

PREP ~30 MIN · COOK DAYS TO WEEKS · EFFORT MEDIUM · SERVES FOUNDER, GTM LEADER

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
A customer researchours: customer-research · or your ownBUILD THIS INGREDIENT → · SHOP PROVIDERS →
An icp interview finderours: icp-interview-finder · or your ownBUILD THIS INGREDIENT →
A positioning briefours: positioning-brief · or your ownBUILD THIS INGREDIENT →
A discovery question builderours: discovery-question-builder · 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: Founder, GTM leader
Effort: Medium
Prep time: ~30 min
Cook time: days to weeks
Level: Intermediate
Skills used: 4
Course: Chef's Table · GTM Strategy
Cuisine: Tame the GIANT
Taste test: Eval PASS

ON THE MENU

This dish is part of a bigger system. Make it a meal:

SIDEThe Founder's MenuMakes the main better · you are the best rep and the bottleneck

DIRECTIONS

1
Run the customer research
Interview across the committee and name the roles that recur, the filter icp-interview-finder uses next to pick who to approach inside each account.
COOK WITH A CUSTOMER RESEARCH · OURS: customer-research · OR YOUR OWN
MEDIA · STEP 1 SCREENSHOT
What this step's output looks like
2
Run the icp interview finder
Rank the best-fit accounts and name the most senior active contact in each, a starting thread into the account, not a guaranteed slate of every buying-committee role. Use that thread to ask your way to the other roles inside the account.
COOK WITH AN ICP INTERVIEW FINDER · OURS: icp-interview-finder · OR YOUR OWN
MEDIA · STEP 2 SCREENSHOT
What this step's output looks like
3
Run the positioning brief
Build a message house that speaks to each persona.
COOK WITH A POSITIONING BRIEF · OURS: positioning-brief · OR YOUR OWN
MEDIA · STEP 3 SCREENSHOT
What this step's output looks like
4
Run the discovery question builder
Ask the questions that fit the persona in front of you.
COOK WITH A DISCOVERY QUESTION BUILDER · OURS: discovery-question-builder · OR YOUR OWN
MEDIA · STEP 4 SCREENSHOT
What this step's output looks like

THE FINISHED DISH · WHAT YOU SERVE

The personas that matter, one senior contact per target account as your starting thread into the buying committee, a message house per persona, and discovery that fits them.

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.