Workflows for sales and expansion
Plan upgrades, second departments, add-ons, support asks and win-backs – expansion found inside the accounts you already have, with the evidence on the record.
Second-Department Expansion Playbook 2026
Your best customers run the product in more than one department. This play checks every account against that benchmark each week, confirms the second team is real before anyone calls it a gap, and puts the right move on the account in your CRM: a champion-led rollout, a sponsor conversation, a guided session – or no move, with the reason noted.
Expansion Signal to PQL Handoff Playbook 2026
Your customers who upgraded showed you what ready looks like before they asked. This play checks every account against them each week, confirms the records before anyone calls it ready, and puts the move on the account in your CRM: an upgrade conversation for your AE, an in-app prompt your team chose to automate – or no move, with the reason noted.
Seat & Feature-Adoption Upsell Playbook 2026
Accounts show what they'd pay more for by how they use what they have. This play compares each account in a segment every week with the customers who bought your add-on or added seats, checks the records before calling it a gap, and puts one move on the account in your CRM: an add-on deal, a seat true-up – or no move, with the reason noted.
Trial Activation Playbook 2026
Your converted customers show you what a good first week looks like. This play checks every trial against that pace each day, confirms a trial is really stuck before anyone acts, and puts the move on the account in your CRM: personal outreach for high-fit trials, an unblock message or check-in your team chose to automate – or no move, with the reason noted.
Sales to CS Handoff Playbook 2026
Start while the deal is fresh. This play puts the deal's promises on the CRM record at closed-won, gets kickoff done inside a week, and at day 14 compares the account with customers who onboarded well. On track, it's left alone with a note; stalled, the CSM gets a drafted setup session or re-plan to run.
Support-to-Expansion Goldmine Playbook 2026
When a customer asks support for a higher limit or a missing feature, they have written down what they want to buy. This play catches the tagged ticket, compares the account with your successful customers, and puts the move on the account in your CRM with the ticket attached: an upgrade conversation, an add-on or seats offer – or no move, with the ask passed to product.
New Executive, New Rules Playbook 2026
A new executive who owns your budget line is a chance at a second sponsor. Your best accounts make their value easy to see from the top. This play checks each account with a new exec against that benchmark and puts one move on the account in your CRM: a briefing in the exec's terms, a refreshed value summary – or no move, with the reason noted.
Churned-Account Win-Back Playbook 2026
Some former customers left over one reason your team has since fixed. This play checks them each quarter, and whenever a fix or new plan ships: did they look like your successful customers before they left, and does the reason still stand? The answer lands on the CRM record as a drafted note for the AE, or no move, with the reason and a recheck date.
Every playbook, one download
All 32 workflows as print-ready playbooks — diagrams included. Plus every new workflow as we publish it.