Playbooks

Operational playbooks for sales, marketing, delivery, and crisis management

Overview

Step-by-step operational playbooks for repeatable business processes. Ensures consistent execution across team members and situations.

Structure

11-playbooks/
├── sales-playbooks/       # Sales process playbooks
├── marketing-playbooks/   # Marketing execution playbooks
├── delivery-playbooks/    # Service delivery playbooks
└── crisis-playbooks/      # Crisis and incident response playbooks

Subdirectories

sales-playbooks/

Playbooks for sales process execution.

Available Playbooks: | Playbook | Purpose | Trigger | |----------|---------|---------| | discovery-call.md | Running effective discovery calls | New qualified lead | | demo-playbook.md | Delivering product/service demos | Discovery complete | | proposal-playbook.md | Creating and presenting proposals | Assessment complete | | negotiation-playbook.md | Handling objections, closing | Proposal delivered | | competitive-deal.md | Winning against specific competitors | Competitor identified | | expansion-playbook.md | Upselling existing clients | Account review | | referral-playbook.md | Generating and managing referrals | Happy client |

Discovery Call Structure:

┌─────────────┐   ┌─────────────┐   ┌─────────────┐   ┌─────────────┐
│   RAPPORT   │ → │   DISCOVER  │ → │  QUALIFY    │ → │ NEXT STEPS  │
│   2-3 min   │   │   15-20 min │   │   5-10 min  │   │   5 min     │
└─────────────┘   └─────────────┘   └─────────────┘   └─────────────┘

marketing-playbooks/

Playbooks for marketing campaign execution.

Available Playbooks: | Playbook | Purpose | Trigger | |----------|---------|---------| | campaign-launch.md | Launching new campaigns | Campaign approved | | content-creation.md | Creating marketing content | Content calendar | | webinar-execution.md | Running successful webinars | Webinar planned | | event-playbook.md | Conference/event participation | Event scheduled | | lead-handoff.md | Marketing → Sales handoff | MQL threshold reached | | social-media.md | Social posting and engagement | Ongoing | | email-campaign.md | Email campaign execution | Campaign planned |

delivery-playbooks/

Playbooks for service delivery execution.

Available Playbooks: | Playbook | Purpose | Trigger | |----------|---------|---------| | engagement-kickoff.md | Starting new engagements | Contract signed | | assessment-execution.md | Running assessments | Assessment SOW | | remediation-guidance.md | Guiding remediation efforts | Gap analysis complete | | qbr-playbook.md | Quarterly business reviews | Quarter end | | escalation-playbook.md | Issue escalation | Problem identified | | closeout-playbook.md | Closing engagements | Deliverables complete |

crisis-playbooks/

Playbooks for crisis and incident response.

Available Playbooks: | Playbook | Purpose | Trigger | |----------|---------|---------| | client-incident.md | Client security incident | Incident reported | | internal-incident.md | SBK internal incident | Internal issue | | communications.md | Crisis communications | Any crisis | | escalation-matrix.md | Who to contact when | Escalation needed | | recovery-playbook.md | Post-incident recovery | Incident contained |

Crisis Response Flow:

┌─────────────┐   ┌─────────────┐   ┌─────────────┐   ┌─────────────┐
│   DETECT    │ → │  CONTAIN    │ → │  RESPOND    │ → │  RECOVER    │
│   Alert     │   │   Isolate   │   │   Fix       │   │   Review    │
└─────────────┘   └─────────────┘   └─────────────┘   └─────────────┘

Playbook Standards

Playbook Structure

# [Playbook Name]

**Version**: [X.Y]
**Last Updated**: [Date]
**Owner**: [Role]

## Purpose
[Why this playbook exists]

## Trigger
[When to use this playbook]

## Prerequisites
- [ ] Prerequisite 1
- [ ] Prerequisite 2

## Steps

### Step 1: [Step Name]
**Time**: [Expected duration]
**Owner**: [Role]

[Detailed instructions]

**Checklist**:
- [ ] Item 1
- [ ] Item 2

### Step 2: [Step Name]
[Continue pattern...]

## Outcomes
- [ ] Expected outcome 1
- [ ] Expected outcome 2

## Metrics
| Metric | Target |
|--------|--------|
| [Metric 1] | [Target] |

## Troubleshooting
| Issue | Resolution |
|-------|------------|
| [Issue 1] | [Fix] |

## Related Playbooks
- [Link 1]
- [Link 2]

Playbook Metrics

Metric	Target	Frequency
Playbook Adherence	90%+	Per execution
Playbook Effectiveness	80%+ success rate	Monthly
Time to Completion	Within estimates	Per execution
Playbook Currency	Updated within 90 days	Quarterly

Skills Integration

Primary Skill: Strategic Business Planning

The strategic-business-planning skill supports playbook operations.

Invoke: Load when creating sales or strategy playbooks.

Key Subskills: - @sales-pipeline.md — Sales qualification frameworks (BANT, MEDDIC, CHAMP) - @gtm-strategy.md — Marketing playbook alignment - @risk-assessment.md — Crisis playbook risk frameworks

Secondary Skill: Campaign Orchestration

For marketing playbook automation and monitoring.

Invoke: Load when creating or executing marketing playbooks.

Key Subskills: - @campaign-lifecycle.md — Campaign states and transitions - @workflow-engine.md — Automation triggers and actions - @lead-handoff.md — Marketing to sales handoff

SDK Integration

from sbp.sdk.gtm import LeadScorer, ICPDefinition
from sbp.sdk.orchestration import DurableContext, durable_handler
from campaign_orchestration import CampaignManager, WorkflowEngine

# Durable playbook execution (survives failures)
@durable_handler
async def discovery_call_playbook(ctx: DurableContext, lead_id: str):
    # Step 1: Pre-call preparation
    lead = await ctx.call(enrich_lead, lead_id)
    prep = await ctx.call(generate_discovery_prep, lead)

    # Step 2: Score lead against ICP
    scorer = LeadScorer(framework="BANT")
    score = await ctx.call(scorer.score, lead)

    # Step 3: Execute call (human step - wait for completion)
    call_result = await ctx.wait_for_event("call_completed", timeout_hours=48)

    # Step 4: Update CRM and route
    await ctx.call(update_crm, lead_id, call_result)

    if call_result.qualified:
        await ctx.call(schedule_demo, lead_id)
        return {"status": "qualified", "next_step": "demo"}
    else:
        await ctx.call(add_to_nurture, lead_id)
        return {"status": "nurture", "next_step": "email_sequence"}

# Marketing playbook with campaign orchestration
workflow_engine = WorkflowEngine()

webinar_playbook = workflow_engine.create_playbook(
    name="webinar_execution",
    triggers=[
        {"event": "webinar_scheduled", "days_before": 21}
    ],
    steps=[
        {"action": "send_speaker_prep", "days_before": 21},
        {"action": "launch_promotion_campaign", "days_before": 14},
        {"action": "send_reminder_1", "days_before": 7},
        {"action": "send_reminder_2", "days_before": 1},
        {"action": "send_day_of_reminder", "hours_before": 1},
        {"action": "execute_webinar", "at": "scheduled_time"},
        {"action": "send_recording", "hours_after": 2},
        {"action": "send_follow_up_sequence", "days_after": 1}
    ]
)

Subskills Reference

Subskill	Skill	Purpose
@sales-pipeline.md	SBP	BANT/MEDDIC/CHAMP frameworks
@gtm-strategy.md	SBP	Marketing strategy alignment
@risk-assessment.md	SBP	Crisis risk frameworks
@campaign-lifecycle.md	CO	Campaign state management
@workflow-engine.md	CO	Playbook automation
@lead-handoff.md	CO	MQL → SQL handoff

Related Documents

• Sales Pipeline
• Service Delivery
• Competitive Intel
• Templates