Most technically strong companies keep hitting the same sales ceiling. The pipeline looks real. The product is solid. And yet revenue is still unpredictable, and still founder-dependent - or you are searching for the perfect way to talk about your product in a value-oriented language.

The answer is almost never the product.

Three things most companies get wrong:
  • Most companies build their sales engine in the wrong order. That's why it doesn't scale.
  • Most companies think they have an ICP. Most of them don't.
  • AI sales tools won't fix a broken foundation. They'll just scale the confusion faster.
ACT Playbook is a structured GTM system built specifically for B2B founders and early-stage revenue leaders who need to move from inconsistent wins to a revenue motion that runs - and improves - without them.
What you'll build

This is not a course about sales theory. Every module produces a working artifact you deploy on real deals before the next one starts.

Your Value Architecture
  • Define your Ideal Customer Profiles and Buyer Personas - the actual foundation everything else is built on
  • Articulate your Value Drivers in the language your economic buyers use - not technical features
  • Map your Key Capabilities to the business outcomes they deliver, so every rep tells the same story
  • Build the metrics layer that makes your business case credible to an executive
Your Revenue Engine
  • Design your sales stages with clear entry and exit criteria - so every deal has a position and nothing hides in the pipeline
  • Embed MEDDPICCR qualification logic directly into your CRM - so qualification is a process, not a judgment call
  • Build forecast confidence from structure, not from gut feel
Your Sales Execution Playbook
  • Run discovery calls, first meetings, and demo workshops that actually move deals forward
  • Build a Mutual Engagement Plan that keeps deals moving without pushing
  • Arm your champion with the 3 Whys before they walk into the room with the economic buyer
  • Execute proof of value, business case, and EB ping-back with templates you use from day one
Who this is for

  • Founders who are still the primary driver of revenue - and know that doesn't scale
  • Revenue leaders who have inherited a process built on instinct and need to replace it with a system
  • Early-stage companies on the path to find product market fit
  • Growth-stage companies that have hired sales but haven't seen results match the headcount
  • SMBs where forecasts are unreliable and the CRM has become a reporting tool instead of an execution system
What makes this different

Most sales programs teach techniques. Techniques depend on the individual. This program builds infrastructure - documented, configured, and running inside your business before you finish.

Every module connects to a deliverable. Every deliverable connects to a system. Every system feeds a learning loop that gets sharper with every deal you run.
"We finally had language that matched the sophistication of the product - and a process that made our GTM repeatable beyond the founder." Mark Weisbrod, Founder & CEO, GREYD GmbH - closed a flagship US franchise deal in 6 weeks after implementation.
Revenue isn't going to architect itself.

If you're ready to stop selling on instinct and start building a system that scales, this is where it starts.

Course plan

Introduction
Sales Process and Deal Qualification
Value Architecture
Sales Process Artifacts