“Your scorecard says a champion has sold it alone at least once. Has Alex?”
Caty · deal review · by voice
Scored on your criteria, in your words.
···
The coach for your own method · for enablement and the teams that wrote their playbook
Your method.Her standard.MEDDPICC, MEDDIC, SPIN, or the playbook you wrote yourselves.
Hand Caty the playbook, the scorecard and the personas. She coaches every call against them, scores every roleplay on your criteria, and answers the manager's question in Slack with the call it came from. Call her with a live deal; if you cannot talk, type.
The roleplay is scored on your criteria. Not on hers.
A buyer built from your personas holds the line. Caty scores each round on the scorecard you gave her, names the criterion that fired and the one that did not, and says what to ask next in the language your playbook already uses.
Roleplay against your buyers. Your personas, your objections, your stage gates.
A call with Caty on the live deal. Before the meeting and after it, in your criteria.
Courses in your method. Caty checks the work against the playbook, module by module.
Dynamo for the kickoff. One deal, six rounds, scored on your scorecard in front of the room.
Delivered with a methodology partner, who sets the bar and runs the rolloutEvery rep and manager on seats; the same Caty in Claude, ChatGPT and Slack
Specimen team · runs MEDDPICC
Roleplay · Alex Okonkwo · Head of Operations, BrightwaterWe already have a tool that does most of this. What would change for my team on Monday?
Caty · Round 3 · your scorecard7/10Decision criteria. You asked what Alex measures every option against, and let the answer come in Alex's words.
0Economic buyer. Alex cannot sign above £50k and you never asked who can. Your playbook makes that a stage gate.
02 · Report
Every call comes back scored on the same eight rows, so drift has a date.
Because the scorecard is yours, the read across the team is in your language too. The enablement lead asks which criterion the team still skips; Caty answers with the count, the reps and the call to use as the example on Thursday.
The call, scored criterion by criterion. With the moment on the call where each score came from.
The question in Slack, answered in Slack. Which criterion, which reps, which call to teach from.
A call archive, scored. Last quarter's recordings against this quarter's scorecard, in your warehouse, on credits.
The manager's read never carries the transcript, only the pattern and the moment
Specimen team · runs MEDDPICC
Discovery scorecard · Brightwater · 9 Sep
MetricsConfirmed by the buyer, in their number8
Economic buyerNamed, and reached2
Decision criteriaWhat every option is measured against7
Decision processThe steps and dates to signature4
Paper processLegal, procurement, security3
Identify painThe reason to act now9
ChampionHas sold it alone at least once5
CompetitionEvery other option, including do nothing6
Your criteria, your weights. 44 of 80. The gate is the economic buyer.
#enablement@Caty who on the team still skips the economic buyer?Four of nine, the same four as August. Tomas asked on the Vireo call on Tuesday. Use that one as the example on Thursday.
What you hand over.
Once, with your partner
The playbook is the rubric. Nothing has to bend to fit a template.
The playbook, in the words your team already uses
The scorecard: criteria, weights, the pass mark
The personas and the objections they raise
The stage gates, so a deal cannot move without the evidence
Configured with a methodology partner who knows rollouts, usually a matter of days. Caty coaches from the first call after that.
The rep, the manager and the systems all get the same answer.
Roleplay and coach calls, scored on your criteria
The follow-up email, judged against the playbook before it sends
The manager's question in Slack, with the call attached
Ask her from Claude, ChatGPT or the CRM, and the method comes with her
Training teaches the framework in a room. Caty keeps it running on live deals after everyone leaves the room, and most rollouts are delivered by the trainer who taught it.
Practice makes (not) perfect, but we can still connect with real value. Replicate is a total game changer.
Stephanie WhiteFounder @ Enablement Reimagined
Bring your playbook and one live deal.
We load your method with your partner, then Caty works a real deal from your pipeline in front of you, scored on your scorecard. You leave with the read, in your own criteria.
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Caty · deal review · by voice 
Scored on your criteria, in your words. ··· 
Roleplay against your buyers. Your personas, your objections, your stage gates.
Courses in your method. Caty checks the work against the playbook, module by module.
Specimen team · runs MEDDPICC 
Caty · Round 3 · your scorecard7/10Decision criteria. You asked what Alex measures every option against, and let the answer come in Alex's words.
The question in Slack, answered in Slack. Which criterion, which reps, which call to teach from.
A call archive, scored. Last quarter's recordings against this quarter's scorecard, in your warehouse, on credits.
Specimen team · runs MEDDPICC