Guide · Three-pager
The measured play.
How to find who’s best at a moment, turn what they do into a play, and show whether it lifted the team.
01
Find who’s best at a moment
Pick the moment a buyer asks who else this worked for. Compare outcomes like with like. On the sample team, Andie Benjamin wins 58% of deals where she tells a customer story; the team wins 27%.
02
Name the move
Read the winning calls. Andie tells a matching customer’s problem and what changed in under a minute. She told a story in 24 of her 31 won deals.
03
Approve it, then send it before the moment
Your enablement lead reviews the clips and approves the play. Each rep gets it right before the call where they’ll need it, not in a session they’ll forget.
04
Measure the lift
Compare reps who got the play before the moment with reps who haven’t yet, in the same segment. Report a likely range, and check whether the lift holds or fades.
