An AI is only as good as the data it digests. This playbook is that data. When you connect an AI agent to the portal, this is the first thing it reads. The more complete it is, the more specific and useful the guidance becomes — advice that sounds like your best rep, not a generic chatbot.
OPTICS — Six Pillars
What each pillar covers · the diagnostic question · what the AI does with it
O
Offering
How you position what you sell — your message, your value proposition, and how you describe the problem you solve.
Diagnostic question
"What is the one sentence that makes your ideal buyer think: that's exactly my problem?"
What good looks like
A buyer reads your offering and immediately knows if they're in or out — no guessing, no follow-up questions needed.
What the AI does with this
When a rep asks how to pitch to a specific buyer type, the AI references this to tailor the message — not give a generic one.
P
Prospecting
The channels and methods you use to reach buyers — consistently, repeatably, and at the right volume.
Diagnostic question
"If your best rep was sick for a month, would pipeline still come in?"
What good looks like
Two to three active channels with defined sequences, clear ownership, and output that doesn't depend on any one person's energy.
What the AI does with this
When pipeline drops, the AI identifies which channel is underperforming and surfaces the right sequence to run.
T
Targeting
How you identify, filter, and prioritise who is worth your time before you reach out or take a call.
Diagnostic question
"How quickly can you tell if someone is worth an hour of your time?"
What good looks like
A defined ICP with 4–6 qualifying criteria that can be applied before the first meeting — saving time on both sides.
What the AI does with this
Before a meeting is booked, the AI checks the contact against your ICP criteria and flags whether it's worth the time.
I
Insights
The information you gather before and during a conversation — what you know about the buyer before you speak, and what you learn on the call.
Diagnostic question
"What do you know about a prospect before you reach out to them?"
What good looks like
Every rep arrives at a call with context: company size, recent activity, likely trigger, and one genuine observation. Discovery is structured, not improvised.
What the AI does with this
Before every call, the AI generates a pre-call brief using the buyer's profile and your insights framework — automatically.
C
Conversion
The process that takes a qualified lead from first conversation to closed deal — consistently, regardless of who's running the call.
Diagnostic question
"Would your conversion rate change if a different rep ran the same call?"
What good looks like
A repeatable close process: clear next steps at every stage, defined qualification gates, and a documented approach to handling the final objection.
What the AI does with this
When a deal stalls, the AI pinpoints where in the process it's stuck and recommends the specific next move.
S
Scalability
Whether your sales system can survive you stepping back — whether knowledge is documented, transferable, and ready for a new hire or an AI agent.
Diagnostic question
"Could your system run for two weeks without you?"
What good looks like
A new hire or an AI agent can execute your sales process without asking you how. Everything is written down, not just understood.
What the AI does with this
A new hire or AI agent can run your sales process without asking you how — because everything is documented here, not locked in anyone's head.
When all six are working — you're ready to hire, delegate, or hand it to an agent. Until then, get your OPTICS right.
How the AI uses this playbook
1
You populate it
Through the intake questionnaire, the diagnostic call, and ongoing edits as you learn what works. Every section you fill in gives the AI sharper context.
2
The AI reads it as its primary context
Every brief it generates, every alert it sends, every question it answers — all grounded in this document. Not generic advice. Advice built on how your business actually sells.
3
It improves as the system does
Close a deal — update Conversion. Find a new objection — add it to the library. The AI gets sharper every time the playbook gets more specific.
Your version
Your OPTICS Playbook is the compiled output of all six sections — your positioning, your sequences, your objection handles, your personas, your process — in one place. It's also what your AI coach uses as its foundation. The more complete it is, the sharper the guidance.
Want this built for your company? Start here →