Workflow · Build Sales Plays
Illustrative walkthrough
Characterize the trigger — what changed at the account and why it opens a window now.
Translate the signal into the concrete need the account is likely to act on.
Map the need to the specific offering — or bundle — that answers it best, favouring what a single-line competitor can't match.
Gather the account context and proof that make the play credible in the room.
Recommend the why-now, the route in and the owner to lead it.
Evidence gap
A live run names the specific evidence to firm up before deciding here; this worked example marks where that check lands.
Final output
Build Sales Plays answers “What opportunity exists at this account, and why now?” This worked example walks the full methodology step by step; a live run applies it to your chosen scope, carrying its own evidence, scores and recommendation.