Guides & Playbooks

Practical GTM Guides, Sales Playbooks & Templates

Learn the methods. Explore practical examples. Apply what matters to your work.

Successful GTM decisions require more than general advice. They require clear frameworks, practical examples, and useful steps that professionals can apply to real business challenges. EnableU Guides & Playbooks brings together resources for founders, revenue leaders, sales professionals, hiring managers, and GTM consultants. Whether you're building a sales strategy, hiring your first Account Executive, developing an account plan, or improving sales skills, explore guidance designed to connect learning with practical action.

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Playbook library

Featured guides

Methods you can apply

When to Hire Your First Account Executive
Account-Based Selling: Framework & Examples
MEDDPICC Sales Qualification Guide
Skills-Based Sales Hiring

Browse by Challenge

Find the Right Guide for Your GTM Challenge

Explore resources organized around the work you need to accomplish.

GTM Strategy & Sales Excellence

Build a clearer and more repeatable approach to GTM strategy.

Explore guidance related to customer targeting, sales planning, revenue organization structure, execution standards, and business performance. Learn how to identify GTM priorities and translate them into practical business decisions.

Featured Guides & Playbooks

Guide

When to Hire Your First Account Executive

Know what should be established before hiring your first AE.

Hiring your first Account Executive is an important decision for a growing business. Explore how founders can assess sales readiness, define expected role outcomes, and identify the competencies their first sales hire may need.

What you'll learn

Signs of founder-led sales readiness
The importance of customer and sales process evidence
Founding AE responsibilities
Relevant competency requirements

Practical next step: Build a Founding AE Role Scorecard.

Read the First AE Hiring Guide →

Guide

Account-Based Selling: Framework & Examples

Coordinate account engagement across relevant stakeholders.

Account-based selling requires understanding the customer, identifying relevant stakeholders, and preparing communication appropriate to each buyer. Explore how account intelligence, buying signals, stakeholder mapping, and differentiated outreach work together.

What you'll learn

Account selection
Buyer and stakeholder identification
Source-dated buying signals
Buyer-specific messaging

Practical next step: Build an account-based selling plan.

Explore Account-Based Selling →

Guide

MEDDPICC Sales Qualification Guide

Review the evidence behind complex sales opportunities.

MEDDPICC provides a structured approach to examining important qualification information in complex B2B sales. Explore the questions and evidence relevant to evaluating an opportunity, understanding stakeholder involvement, and identifying missing information.

What you'll learn

MEDDPICC qualification elements
Business and decision context
Stakeholder responsibilities
Supporting evidence

Practical next step: Review an opportunity using a MEDDPICC checklist.

Explore the MEDDPICC Guide →

Guide

Skills-Based Sales Hiring

Evaluate candidates against the work the role requires.

Explore how to define job-relevant competencies, create structured hiring criteria, and review candidate evidence.

What you'll learn

Role requirements
Competency scorecards
Job-related assessment methods
Structured candidate evaluation

Practical next step: Build a GTM Role Scorecard.

Explore Skills-Based Hiring →

Guide

Sales Discovery Questioning

Ask questions that clarify customer needs, business challenges, and next steps.

Explore practical approaches to preparing and conducting discovery conversations.

What you'll learn

Discovery preparation
Relevant questioning
Business impact exploration
Customer understanding

Practical next step: Practice a discovery conversation.

Explore Discovery Questioning →

Guide

Account Planning Skills & Practice

Build an account plan with useful information and clear next actions.

Explore account research, buying committee mapping, sales priorities, and stakeholder communication.

What you'll learn

Account context
Buyer and stakeholder mapping
Information quality
Account priorities

Practical next step: Build an Account Plan.

Explore Account Planning →

How to Use

How to Use EnableU Guides & Playbooks

Choose Your GTM Challenge

Identify what you want to accomplish, whether it's hiring a salesperson, preparing an account plan, improving sales execution, or developing professional skills.

Explore a Relevant Guide

Review the concepts, framework, and practical steps associated with the task.

Examine a Worked Example

Use a fictional or appropriately authorized example to understand how the method can be applied.

Apply the Method

Complete a relevant checklist, template, assessment, or practice activity.

Save Your Next Action

Where supported, use the relevant EnableU product to save useful work and continue from your results.

Find a Relevant Guide

Connected Products

Connect Your Learning with EnableU Products

Sales Excellence

GTM Strategy and Frameworks

Explore GTM strategy, planning, execution standards, and organizational design.

Explore Sales Excellence →

Deal Pilot

Account Intelligence and Execution

Connect relevant account research, stakeholder information, and sales planning with practical execution.

Explore Deal Pilot →

HiringIQ

Skills-Based GTM Hiring

Build role scorecards, review competency requirements, and explore job-relevant candidate evaluation.

Explore HiringIQ →

AdaptIQ

Contextual Coaching

Explore sales, deal, career, and team coaching connected to relevant professional development needs.

Explore AdaptIQ →

Who It's For

Guides for Every GTM Professional

Founders & Business Owners

Explore early-stage sales strategy, first hiring decisions, and account execution.

CROs & Sales Leaders

Discover resources for GTM alignment, performance measurement, organizational development, and revenue execution.

Hiring Managers & Talent Leaders

Explore skills-based hiring, role definitions, competency scorecards, and assessment methods.

Sales Professionals

Learn about customer discovery, account planning, qualification, coaching, and career development.

GTM Agencies & Consultants

Review relevant client implementation and coaching resources.

FAQ

Frequently Asked Questions

They are practical educational resources designed around GTM strategy, skills-based hiring, sales execution, coaching, and related professional challenges.

Learn the Method. Apply It to Your GTM Work.

Find practical guidance for the challenges you face today, whether you're building a sales team, managing opportunities, or developing professional capabilities. Explore EnableU Guides & Playbooks and take the next step with a relevant template, assessment, or practice activity.

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