Two authored chapters in the shared playbook
These selected original pages show the structure of the competency and customer buying-journey chapters: chapter purpose, learning objectives, practical guidance and examples.
My contribution
I wrote AE Competencies and The Science of Selling. The pages here come from the shared playbook, which includes subsequent team editing and presentation. They show the chapters in their wider context; the complete playbook was a team output.
What to notice
The progression from chapter objectives to practical guidance, the competency table linking skills to observable behaviour, and the customer journey organised into awareness, consideration and decision.
Selection and redactions
Six selected pages are included. Source pagination is retained; intervening pages are omitted. Company, system and named internal-method references have been permanently redacted in this portfolio copy.
