Your Playbook

What the Playbook Is

The Playbook is your team's plays, written down and kept current. It lives in Arsenal (/dashboard/sales-training) as a third tab beside Courses and Resources.

Unlike Resources — which holds whatever files and links your team uploaded — Playbook pages are built from what your company has actually decided and proven: the objections you've approved responses for, the offers in your catalog, who you sell to, and your published sales process. Where your team has won calls on record, the pages quote the lines that worked.

What's In It

The Playbook groups pages into up to four sections. You'll only see sections your team has actually published.

Objection cards

What to say when a buyer pushes back. Each card covers:

• The objection — how it actually gets said on calls
• Why it comes up — what's usually driving it underneath
• How to respond — one or more approaches, each with the specific words to use and when that approach fits
• What worked on real calls — verbatim lines from your team's won calls
• Don't do this — approaches that backfire
• Follow-up questions — what to ask next

Offers

One page per offer: how to position it, who it's for, what the buyer gets, pricing, proof points, and the questions you should expect.

Who we sell to

Your ICP brief — the buyers this works best for, the personas you'll be talking to and what each cares about, the pains to listen for, and the signals that mean you should walk away.

Sales process guides

One guide per phase of your call. What that phase is for, what good looks like, the key moves, roughly how long to spend there, and the mistakes to watch for.

Using It

1. Open Arsenal from the sidebar.
2. Click the Playbook tab.
3. Use the search box to filter by page title — handy mid-call when you need one objection fast.
4. Click any card to open the full page in a side panel. Press Esc or click outside to close it.

How Pages Stay Current

You only ever see pages an admin has reviewed and approved. When your team updates something upstream — adds an approved response to an objection, changes an offer, republishes the sales process — an admin regenerates and re-approves the page. Until they do, the page you're reading is the last approved version, not a half-finished draft.

That's deliberate: the Playbook is meant to be trustworthy enough to read out loud on a live call.

Related

• Courses Overview — structured lessons with progress tracking
• Taking Courses — how modules, lessons, and quizzes work
• Practice Arena — rehearse objection handling against an AI buyer