GrowthStack Advisory / Sales Playbook Development
Sales playbook development, written for the team that has to run it.
ICP, messaging, sequences, call structure, qualification, metrics and coaching, written down as decisions your SDRs can act on, then run with the team until it holds.
GrowthStack writes your SDR and sales development playbook and puts it into use. It covers ten sections: ICP and account tiers, personas, messaging, lead sources and priority, the sequence, calls and objections, qualification and handoff, tools and data rules, metrics, and coaching and onboarding. Each section records decisions, not principles, and is tested against your own calls and closed deals. The playbook is written and run within a GTM Growth Sprint, from $2,000 a month on a recommended 90 day engagement, after an optional $750 GTM Diagnostic.
What the playbook covers
- ICP and account tiers, built from your last twenty wins and losses, with disqualifiers and a named account list.
- Personas and messaging, written per segment and per persona, with a proof point mapped to every claim.
- Lead priority and routing, including a response standard for inbound and a named owner for every lead.
- The sequence, with a fixed touch pattern across email, LinkedIn and phone, and a written exit rule.
- Calls and objections, the first-call questions and the answers to the objections your market actually raises, rehearsed in recorded mock calls.
- Qualification and handoff, a written standard two reps grade the same way, and a handover that carries the reasoning.
- Tools, metrics and coaching, the data rules, the daily, weekly and monthly numbers, and a weekly coaching rhythm.
The structure is published in full in the SDR playbook. The engagement writes yours, from your data, and stays until the team runs it without us.
How it gets written
The ICP, messaging and qualification standard come first, because a new rep cannot invent them and every other section depends on them. They are built from founder and sales leader sessions, your closed-won and closed-lost deals, and recorded calls. Then the sequence and sending setup, then tools, metrics and coaching. Each section is tested in market before it is final: the two-rep test for qualification, reply analysis for messaging, and call reviews for the objection handling.
Where this has been done
GoComet. As the SDR team grew from 10 to 23 across the US, India and South East Asia, weekly call reviews against a written qualification standard and two SDR managers kept output rising from 2 to 6 SQLs per rep per month.
Landmark Group’s Logistiq division. Shobhit Gupta designed the ICPs, personas, CRM workflows and sequences that the founding inside sales team worked from, and the division generated $500K ARR in its first quarter.
WorkStore. A written four-criteria qualification standard for paid media leads moved qualification from 5% to 30% in two months, with no change to ad spend.
Pricing
| Option | What it covers | Price |
|---|---|---|
| GTM Diagnostic | A review of your ICP, messaging, sequences, qualification and SDR workflow, with prioritised 30, 60 and 90 day recommendations | $750 one-time, credited toward setup if you start within 14 days |
| GTM Growth Sprint | The playbook written, tested in market and run with your team, including SDR coaching | From $2,000 a month, 90 day initial engagement |
| GTM Scale Partner | Playbooks for several markets, ICPs or teams, plus SDR enablement and management support | From $3,500 a month |
Who this is for
- Founders about to hire their first SDR, so the hire inherits a system rather than a title. SDR team build covers the hiring itself.
- Teams of two to eight SDRs each running a slightly different process.
- Teams where the method lives in one good rep and leaves when they do.
Frequently asked questions
What is included in a sales playbook?+
Ten sections: ICP and account tiers, personas, messaging, lead sources and priority, the sequence, calls and objections, qualification and handoff, tools and data rules, metrics, and coaching and onboarding.
How long does it take to write a sales playbook?+
The core sections, ICP, messaging and qualification, take most of the first month. The rest is written and tested in market over the 90 day engagement, so the playbook reflects what actually works with your buyers.
How much does sales playbook development cost?+
It runs within a GTM Growth Sprint, from $2,000 a month on a recommended 90 day engagement, after an optional $750 GTM Diagnostic. Multi-market playbooks run within the GTM Scale Partner, from $3,500 a month.
Do you write it, or train our team to write it?+
We write it with your team, from your calls and closed deals, then run it alongside them with weekly coaching until it holds without us.
Can we start from the free template?+
Yes. The ten-section structure is published in the SDR playbook guide. The engagement fills it from your own data and tests it in market.
Related reading
Need a playbook your team will use?
Thirty minutes on which sections your team is missing and what to write first.
Written with AI assistance from Shobhit Gupta’s notes and client work, then reviewed and edited by Shobhit Gupta on .