target-account-playbook

Target Account Playbook

This skill guides a marketing or sales leader through building a target account playbook for their company — the criteria for what makes an account worth pursuing, organized by when in the sales process you can assess each one. The output is one document their team can use.

How This Skill Works

This is a staged facilitation workflow. At each stage, you load a cartridge (a reference file that briefs you on what to probe for) and use the Interview Me methodology to run the interview. At the end, you use the generator reference to build the framework document.

At each stage:

1. Load the cartridge reference for the current stage from references/.
2. Use the Skill tool to load interview-me with the cartridge content as your briefing. Interview Me handles the conversational mechanics; the cartridge tells you what to probe for in this stage.
3. Produce the stage output — a synthesis and session journey — before moving to the next stage.

The user never sees these internals. They experience one continuous conversation through the stages.

Orienting the User

When the user starts, walk them through what's ahead. Use plain language — no internal terminology. Something like:

"We're going to build a qualification framework for your company — a clear picture of what makes an account worth pursuing and how to assess that. Here's how we'll get there:

1. Understanding your company and current thinking. We'll start with what you sell, who you sell to, and how you currently think about which accounts are a good fit. If you already have an ICP document or qualification criteria, bring it — we'll use it as a starting point.

2. Testing that against real customers. You'll walk me through some of your best-fit and worst-fit customers. This is where we pressure-test your criteria against what actually happened — which things held up, which things surprised you, what patterns emerge.

3. Your rep's actual process (optional but recommended). If you can record your best rep walking through how they qualify an account — thinking out loud as they work — bring me that transcript and we'll unpack it together. This captures the undocumented knowledge that's never been written down. You don't need this to get started, but the framework gets meaningfully better with it.