Next Best Action Layer

Your sales approach. Structured for AI.

Turn your sales methods, stage guidance and approved assets into a custom layer that helps AI recommend what to do next on each deal. Custom built in 2-4 weeks for one agreed sales motion and destination. Timing starts when inputs, access and reviewers are ready.

Discuss your custom layer

From discovery context to precise next actions, using your configured sales approach.

Read the film transcript

Commercial opportunityDiscoveryExample output

Prepare discovery validation and a tailored demo

Agree the next meeting around the buyer's actual workflow. Bring the right owners, gather the demo inputs and establish what the evaluation must prove.

The original response suggests 60-75 minutes. Agree the duration and agenda with the buyer; this isn’t a universal requirement.

What the buyer is trying to change

Reduce the fragmented dialler, routing and CRM stack. Improve reporting by state, carrier and agent, and strengthen compliance and QA across the screener-to-agent workflow.

ScreenerLive transferAgent

Request these five demo inputs

Scripts: One screener script and one agent script.
Objections: The top ten objections and preferred responses.
Dispositions: The disposition list and the action each outcome should trigger.
Reports: Current reports and the report they wish they could produce.
Routing rules: Queue logic, transfers, callbacks, no-answers and reattempts.

Quantify the gap before assuming value

Reporting effort: Hours per week, who compiles reports and the associated cost.
Funnel conversion: Request, contact, qualification, transfer and enrolment; segment where useful.
QA effort: Calls flagged, review time and the buyer's definition of good.

Ask for the current measure, desired outcome, unit and timeframe. Values are still to be established.

Involve the people who must validate the workflow

Buyer roles

Commercial decision involvement to confirm
Operations or process owner
Technical owner
Compliance or QA owner

Seller roles

Account executive
Sales engineer
Relevant specialist where required

Ask the contact to involve the relevant colleagues and share preparation material. Treat the response as evidence of advocacy, not a definitive Champion test.

Build two specific demo sequences

01 Screener workflowQueue, scripting and disposition triggers.

02 Agent workflowAgent workflow, reporting by state, carrier and agent, and compliance or QA visibility.

Prepare integration questions for the existing dialler, routing tool and CRM automations. Validate feasibility; don’t imply every requirement is already supported.

Agree how the buyer will evaluate

Top three decision criteria and the nice-to-haves.
Who evaluates, how they compare options, timing and what must be proven.
Alternatives, including keeping the current stack.
A next step based on the evidence: POV, pilot or proposal.

Propose a lightweight mutual plan

Discovery validation: metrics and workflows
Tailored demo
Integration or architecture session
Compliance or security review
Commercials and paper process
Target go-live

These are proposed milestones to agree with the buyer, not confirmed commitments.

Three actions to move the preparation forward

Suggested timing for this adapted example

AESend the follow-up, propose the next session, request the five demo inputs and ask for the relevant technical and compliance attendees.Next working day

AEPrepare a one-page discovery validation sheet: current stack, screener-to-agent workflow, KPI hypotheses and the unanswered metric questions.Before the next meeting

SEBuild the two demo sequences and the integration question list.Before the tailored demo

Example adapted from an actual copilot response. Names and identifying details removed; wording shortened for clarity. Interface recreated for this demonstration.

Give AI a clear standard to apply.

Call recordings and deal notes show what happened. Your approved sales approach defines what good looks like and what should happen next. We codify that approach so AI can inspect the evidence against your methods, stage guidance and working assets.

The standard can include practices you want the team to adopt, as well as what already works.

Your sales approach, organised for use.

Five connected groups bring the method together. The detail is specific to your business and sales motion.

Business and buyer context

Your markets, buyer roles, problems, desired outcomes, capabilities and approved proof.

In the exampleThe buyer’s workflow and the reporting outcomes the seller needs to understand.

Deal inspection methods

MEDDPICC, why change, why now, why us, and current state, future state and the gap, as agreed for your approach.

In the exampleIdentify missing impact measures and decision criteria without inventing answers.

Stage guidance

What to know, show, do, say and avoid at each stage, including the evidence needed to progress.

In the exampleThe inputs and outcomes required for a useful discovery-to-demo transition.

Skills and Vital 8 behaviours

Your approved skills and behaviour standards, using the right Discovery or Demo profile for the context.

In the exampleGuidance on validating discovery and preparing a demo around the buyer’s process.

Approved working assets

The call plans, demo structures, business cases, proof and templates that help sellers act on the guidance.

In the exampleThe appropriate structure for the seller’s next call plan or demo brief.

Method content is maintained separately from changing deal evidence.

From your material to a usable custom layer.

01
Review sources
Select the material that should inform the layer. Assess its relevance, gaps and conflicts, then agree what is approved for use.
02
Codify
Structure the methods, stage guidance, behaviours, assets and decision rules. Author and version the package in GitHub.
03
Calibrate
Review outputs on representative deals with your sales leaders. Refine relevance, prioritisation and treatment of uncertainty.
04
Hand over
Configure the agreed destination, train the owner and users, and establish how updates are reviewed and released.

A typical scoped delivery is 2-4 weeks once the required inputs, access and reviewers are ready. The integration route is agreed before the work starts.

Use the layer where your team works.

The package is created and maintained in GitHub, then configured, exported or integrated into the agreed environment.

Your custom layerAuthored and versioned in GitHub

AI assistant

Use the layer in a configured AI assistant, such as an agreed ChatGPT or similar environment.

CRM

Surface guidance in the deal workflow through the supported integration agreed for your CRM.

Other software

Supply a structured package for a compatible revenue platform, internal tool or agent.

These are alternative destinations. Available data, permissions, platform capabilities and engineering work determine the implementation.

A fixed scope, agreed before the build.

One sales motion and one destination are included. Platform subscriptions and API usage sit with your chosen tools.

Included

Customer-specific sales method and stage guidance
Prioritisation rules and linked asset catalogue
Portable structured files and readable guidance
One agreed AI or workflow configuration
Calibration examples and acceptance record
Training, ownership and a controlled update process

Scoped separately

Additional sales motions
Extensive content creation
Custom CRM interfaces
Automated ingestion and writeback

“They codified how we sell, built practical playbooks and embedded them into our workflow”

Zach MillerCRO, VanillaSoft. This testimonial concerns the broader sales-system engagement.

Questions

It’s a custom sales method layer, configured for an agreed environment. The interface shown is an example of how its guidance can be presented.

Those systems can supply deal evidence or provide the place where guidance is used. The layer supplies your approved methods, stage guidance and assets.

The demonstration shows one discovery-to-demo case. The scope can cover the agreed sales stages and their relevant tasks, guidance and templates.

We confirm the destination, access, available data and implementation route before agreeing the work. Some routes use a configured assistant or export; others need integration work.

One agreed sales motion and deployment environment, a bounded source set, timely access to subject experts and prompt review. Major proposition work, multiple motions and custom engineering need additional scope.

We agree representative deal examples and acceptance criteria with your team, review the recommendations with sales leaders, and test evidence fidelity, specificity and priority. Adoption and commercial results are measured after deployment; they aren’t guaranteed.

Make your sales approach useful on the next deal.

Bring your playbook, a representative deal and the tools you use. We’ll agree the scope, the destination and the standard the guidance needs to meet.