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How to Study Playbook Overviews

Action Step

Complete this before moving on.

For each of the next 10 playbook trainings, open the overview video and the transcript side by side — video on the right, transcript on the left. Watch through the advisory sections (Parts 1-4), then pause and browse the actual playbook on the Playbooks site. Repeat for the implementation section (Part 5). Spend 30-45 minutes max per playbook — you're marinating, not deep diving.

What You're Doing in This Section​

This training covers what you'll be doing over the next 10 lessons. There isn't a separate walkthrough video for each playbook — this is the one video that explains the process. Once you finish this, you'll know what to do for all 10.

You're going to study the overview videos that have been recorded for each of the core playbooks. These overviews give you the big pieces, the big outcomes, and the big pillars for each project.

How to Study Each Playbook​

For each of the next 10 trainings, here's the process:

  1. Click the iframe on the training page — it takes you to the Playbooks site where the overview video lives
  2. Split your screen 50/50 — transcript on the left, video on the right
  3. Watch through Parts 1-4 (the advisory/strategy sections). The transcript won't say "hook" or "opening" explicitly, but it gives you orientation around exactly what's being covered
  4. Pause after Part 4 — browse the actual playbook. Skim through the purpose, the pro tips, the core components. You're encoding the same ideas twice — once from the video, once from the text
  5. Continue to Part 5 (implementation) — watch that section, then pause again and browse the implementation playbook the same way
  6. Comment in your onboarding channel after each one, then move on to the next

The overview video is the same across advisory methodology and implementation — don't worry if you see the same video on multiple pages. That's intentional.

Time Expectations​

Don't over-study. The overview video for each playbook is roughly 10-15 minutes. With pausing, browsing the playbook, and note-taking, you're looking at 15-30 minutes total per playbook.

If you spend an hour-plus on each one, you'll burn two full days on this section alone. That's too much. We're going to go much deeper on a select few playbooks later in the course — right now you just want to marinate yourself in the material and build foundational awareness.

This section is called Project Learning (Cookie Cutter) for a reason. The playbooks and overview videos present the ideal scene — a clean, step-by-step way to deliver each project.

In reality, that's not how it works. When you're in a real engagement, the customer might already have three of the ten components halfway done, four components they don't have at all, and a completely different starting point than the playbook assumes.

You'll customize these playbooks for every customer you work with. There's a later section in this course where you'll practice exactly that — taking a handful of projects and adapting them for real client scenarios. For now, just absorb the cookie-cutter version so you have the building blocks.

Why 10 Projects, Not 14​

If you look at the Playbooks Library, you'll see 14 playbooks listed. But in Academy, we only cover 10 overview videos. The reason is Quote to Cash.

Quote to Cash is a mega-project made up of five sub-projects — things like CPQ implementation, rev rec, billing, and others. Each sub-project is almost big enough to be its own standalone project, but they all roll up under Quote to Cash. There's only one Q2C overview video, and it's the same one across all five sub-project pages.

If you want to go deeper, CPQ and rev rec are the two most common sub-projects you'll encounter.

The Memory Palace​

Here's a technique for remembering all 10 projects without brute-force memorization: the Memory Palace (also called the Method of Loci).

Instead of memorizing 10 separate project names, map them to the business pipeline. The playbooks are organized by function:

  • Cross-functional (foundational projects like Growth Model and GTM Lifecycle)
  • Marketing (projects like Attribution, Automated Inbound)
  • Sales (Sales Territory Design, Lead Routing, Speed-to-Lead)
  • Customer Success
  • Partnerships

As you go through each playbook, ask yourself: where does this project sit in the pipeline? Why would Growth Model be cross-functional instead of just marketing? Why does Attribution lean toward marketing?

When you bucket each project into its place in the pipeline, you stop trying to remember a list and start building a mental model. It's like putting books on the right shelf — when you need one later, you know exactly where to look.