Reading order by role
Founder. The decisions register, the GTM strategy, Proof and guardrails, Commercial answers, the Holly playbook, Sales metrics and rhythm; then skim the seller documents.
New salesperson, week one.
| Day | Read | Do |
|---|---|---|
| 1 | This guide; Proof and guardrails; Positioning and messaging | Ask John Cooper for your Maktura seat and access to the internal demo workspace. Learn the RED list by heart. Run the pre-send check on something you write. |
| 2 | Pitch; Holly playbook; Commercial answers | Build your own voice and ask Holly for three posts. Say the 2-minute pitch aloud. Practise the price moment: state the band open today, then stop talking. |
| 3 | Sales method; Discovery and demo | Practise the nine-minute demo three times on the internal workspace, with John playing the buyer. Run the reset checklist after each. |
| 4 | Segment pitches (your segments); Objection handbook (index and Top 15) | Answer the Top 15 objections aloud. |
| 5 | Battlecards (the alternatives you will meet most); Customer success playbook; Sales metrics and rhythm | Write your first SPICED record from a practice call. |
RuleUntil the academy's claims test and demo sign-off exist, a founder signs off each new seller personally before they speak to a live prospect. Demos to prospects are run only by Alex or John until a fictional demo workspace exists and you are cleared (decisions register).
Partner or affiliate. Partners receive only the Partner and affiliate playbook. They never receive Sales team documents, including Proof and guardrails. Until the partner certificate exists, a founder signs off each partner personally before they receive a referral link.
Customer success. The Customer success playbook, the Holly playbook, Discovery and demo (so you know what was shown and promised), Commercial answers, Proof and guardrails, Sales metrics and rhythm.