Playbooks

Playbooks are one of the most important concepts in Bigmind because they encode your GTM strategy as an executable process.

A playbook answers a simple question:

“Given this kind of deal (or lead) and this stage, what should happen next?”

How playbooks connect to coaching


In practice, playbooks are the “operating system” for execution. Coaching concepts then plug into that system:

  • Talking points help a rep run a specific meeting inside a stage (what to ask, what to capture).
  • Scorecards evaluate meeting execution quality after the call (and can be gated by stage).
  • Frameworks track what we’ve learned on the deal over time (e.g. a living MEDDICC), across multiple meetings and emails.

See how these concepts differ: Concepts.

What a playbook is (and what it isn’t)


  • A playbook is a stage-based GTM motion with checklists and touchpoints (e.g. “Enterprise new logo”, “Mid-market expansion”, “Renewal save motion”, “Outbound SDR qualification”).
  • A playbook is not a single meeting script (that’s Talking points).
  • A playbook is not a post-call grading rubric (that’s Scorecards).
  • A playbook is not a deal qualification model (that’s Frameworks).

Why playbooks matter


  • Consistency: every rep runs the same motion with the same standards.
  • Speed: reps don’t have to guess what “good” looks like at each stage.
  • Better AI guidance: Bigmind can tailor next steps, warnings, and recommendations to the motion instead of being generic.
  • Scalable enablement: leaders can update the motion once and the whole org benefits.

What’s inside a playbook


A playbook typically contains:

  • Objective: what winning looks like for this motion.
  • Guidance: expected sales cycle, budget bands, average deal size, etc.
  • Stages: the stages you want to guide across (for deals/opportunities, and optionally for leads).
  • Checklists (touchpoints): what the rep should do in each stage (emails, calls, LinkedIn, preparation, follow-ups).
  • Frameworks (optional): structured deal-level tracking (e.g. MEDDICC) attached to the playbook.
  • Linked resources (optional): ICP docs, product docs, and case studies that support the motion.

How playbooks show up for reps


1) In Bigmind

Reps can browse playbooks to understand the motion and its stages.

2) On a deal

Deals can have a playbook assigned (or no playbook). When a deal has a playbook:

  • The playbook becomes the reference for “what should happen next”.
  • Any frameworks attached to the playbook show up as deal tabs, so the team can fill in a living qualification view over time.

How to create and manage playbooks


  1. Go to Settings → Library → Playbooks.
  2. Create a playbook and set a clear Objective.
  3. Add stages for the motion (e.g. Prospecting → Discovery → Demo → Proposal → Negotiation).
  4. For each stage, add checklists (touchpoints) with:
    • Touchpoint type (e.g. discovery call, follow-up email, stakeholder meeting)
    • Channel (email / call / LinkedIn)
    • Optional timing (wait time) and preparation notes
    • Optional templates for emails/calls/LinkedIn
  5. (Optional) Add frameworks to the playbook (e.g. MEDDICC).
  6. Publish/activate the playbook so it’s available to the team.

Best practices


  • Make playbooks role-specific: SDR/BDR, AE, and CSM motions are different. Encode them separately.
  • Don’t overload stages: keep each stage’s checklist short and high signal.
  • Attach frameworks intentionally: use frameworks to track what you need to know, and use stage checklists to drive what you need to do.
  • Start with one motion: roll out one playbook (e.g. new logo) and iterate before expanding.