Find and message your core personas
You sell to a company but people buy. Identify the personas that move deals and speak to each one.
Find and message your core personas
You sell to a company but people buy.
Identify the personas that move deals and speak to each one.
Details
Details
Details
Details
One job, many titles
The same real build that rebuilt the ICP also rebuilt the personas: message houses written to speak to each buyer instead of one generic pitch.
The personas that matter
One senior contact per target account as your starting thread into the buying committee
A message house per persona
Discovery that fits them
You write one deck and send it to everyone in the account. The RevOps lead and the finance approver get the same pitch as your champion, and the deal stalls because nobody feels like you understood their actual problem.
The workflow that solves it, one step at a time.
Each step is the plain question you are already asking. The skills answer them in order, one handing its receipt to the next.
Who to talk to, a non-leading interview guide, and how to turn transcripts into positioning and messaging inputs.
Scores every paying customer against your ICP and returns a prioritized list with a verdict and reason each.
Turns what you do, who it's for, and why you win into one positioning statement and a full message house.
Tailored discovery questions sequenced problem to impact to next step, each mapped to your qualification framework.
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.
- All 4 chained skills resolve to real, scored skills.
- Has a problem, an outcome, 2+ steps, and proof from a real build.
- Ships an example chat showing the play run in Claude.
- Reads in plain operator voice, grounded in a real build.
We did not just check the structure. A judge read this play against the full text of every skill it chains (composition), then ran it on a real scenario end to end (simulated). It passed both. Test scenario: A PMM at a B2B SaaS company sells into a buying committee (RevOps, VP Sales, Finance) and has been sending one generic deck to everyone.
This play runs across the org, not inside sales.
Every function below owns a piece of the play. Skip one and it stalls where most GTM plays stall: in the handoff.
Without it: Reps pitch four personas with one deck.
Without it: Every demo shows the admin view to the economic buyer.
Without it: Coverage reviews run on memory instead of data.
Without it: The personas get invented in a conference room.
Watch the skills answer in order.
Describe your situation in plain language. The right skill fires on its own and hands its receipt to the next.
Before you run it, I ran it for real.
This workflow is genericized from a real build. Here is the number it moved, and what I actually did.
WHAT I DID ›
A firmographic filter is not an ICP; it is a list. Derive the real one from evidence: interview buyers, mine G2 and calls for their words, backtest closed-won for the pattern that repeats, reconcile it against the data, and write personas about the person and their problem, not the headcount band. Then your ICP survives contact with a real pipeline.
Dig into the full build →The persona is only as good as the question it changes
The interviews and the message house hand the team named personas and one senior thread into each account; the meetings come from a rep asking that thread the right question for the person in front of them. Here is how a GTM leader makes personas change live conversations instead of decorating a slide.
Reps run the discovery-question-builder set against a roleplayed buyer, then the roleplay switches personas mid-call and the rep has to notice and adapt. Certification is catching the switch, not finishing the script.
- 01Teach the roles, not the titles
Walk the team through what each persona cares about, in the buyer's own words from the customer-research transcripts. Titles vary by company; the recurring role is the persona.
- 02Work the thread, ask for the room
The icp-interview-finder hands over one senior contact per account, not the committee. Train reps to use that thread to ask their way to the other roles, and script the ask itself.
- 03Review persona coverage biweekly
Every other week, check open opportunities against the persona map: which roles are engaged, which are dark, which message-house lane each contact got. Single-persona deals get flagged, not celebrated.
- 04Coach from the call, not the deck
Pull one real discovery call a week and grade the questions against the persona in the room. Feed what worked back into the discovery-question-builder set.
One plugin. 4 skills, bundled.
The whole playbook installs as a single plugin in Claude Code, no copy-pasting 4 times. Or grab any single step above. It runs on what you paste; connect your stack to go live.