Growth Stage Company · $2–10m revenue · 20–60 employees
You've proven the product works. Now the question is whether the revenue motion works without the founder in every deal. Define your value architecture, build the sales process, and give your first sales hire something real to execute.
The Challenge
You have product, customers, and revenue. What you don't yet have is a system. How your features connect to business value, how discovery should run, what a winning deal looks like and why - it all lives in the heads of one or two people. The moment you try to hand that off, performance drops. Hiring the first sales rep without a structured foundation is just multiplying the inconsistency.
Your new customers are not your early adopters. The buyers are more skeptical, the buying process is longer, and the messaging that worked on the first 20 deals no longer lands the same way.
Your product creates real value. But how each feature connects to a specific business outcome for a specific persona has never been written down in a way the whole team can use.
There is no single source of truth for how a deal should progress. Every rep runs a slightly different process with different documents and different qualification criteria.
Slide templates, business cases, and stage-specific assets don't exist yet. Every deal and every new buyer type starts from scratch.
You want to hire your first real sales person. But there's nothing structured enough to hand them on day one.
How ACT Playbook Helps
It starts with the value architecture. ACT Playbook maps how your product features connect to real business outcomes: per persona, per ICP, per capability. That becomes the backbone of every conversation, document, and hiring decision.
From there, you build the sales motion. Clear stages, exit criteria, and qualification frameworks so every rep runs the same process. Not rigid, structured. Enough to replicate what the best reps do naturally.
Then you create the execution layer. Business case templates, proposal structures, discovery guides, follow-up assets, all grounded in your value framework. The kind of collateral that makes a new hire productive in week two, not month three.
The result is a system you can hand to a first sales hire, scale with the second, and still trust when the team hits ten. Every learning gets documented and used by the whole team.
Capabilities That Matter Most
Define your value per ICP and stakeholder so every rep tells the same story and it's the right one.
Learn more →Stage-by-stage playbook with clear exit criteria. New hires ramp 2x faster when they have a process to follow.
Learn more →Embed deal qualification in CRM. Forecast accuracy goes from "gut feel" to data-driven.
Learn more →Multi-channel sequences grounded in your value framework, not generic templates.
Learn more →Every rep walks into every call prepared and every call update hits CRM automatically.
Learn more →Every conversation updates your positioning. Your playbook improves faster than your competition can copy it.
Learn more →Customer Story
Read the full story →"We finally had language that matched the sophistication of the product and a process that made our GTM repeatable beyond the founder. That gave us the confidence to enter the US market and hire our first dedicated sales person."
6 wks
To close largest US franchise deal
24
ICP-specific demo videos generated
4 ICPs
7 buying personas defined
Which role are you?
ACT Playbook