Prepared for Maya Chen · NorthlineAI-GTM Transformation Kit

Diagnosis · Northline

An agent that runs.
A company that doesn't learn.

Northline already has an AI SDR in production. It still books the wrong meetings. That isn't a model problem. It's a brain problem.

The number+40%

Pipeline from meetings that convert. Same headcount. No new SDRs.

The leverTalk time

SDRs spending the day on conversations, not prep.

The blockerResearch

Half the day burned on accounts before anyone picks up the phone.

“

Everyone uses ChatGPT. We also bought an AI SDR that runs one sequence on its own. We turned it down after a few bad meetings. It doesn't know our ICP.

Maya Chen · Head of Sales Development
01Where you are

One step from multiplayer.

  1. 01

    Personal Copilots

    People have AI

  2. 02

    Integrated Copilots

    The stack can answer

  3. You
    03

    Siloed Agents

    Agents run in pockets

  4. Next
    04

    Shared Brain

    The company has a brain

You're ahead of most. An agent already runs. Shared Brain isn't a better model. It's a different object: shared judgment the company owns.

02The workflow

Same entities. Different center.

Data, humans, agents, systems — the same four. Flip the brain in and watch the flow change.

DataSalesforce · ZoomInfo
Records sit where they landedNothing decides which of them matters.
No shared judgment

Nothing in the middle holds the ICP, the ranking or the opener.

Humans14 SDRs · Maya
Manual researchHalf the day in Sales Nav tabs, copy-paste.
Everyone picks their ownNo shared list. Gut feel decides the next account.
Prep eats the talk timeThe best opener stays in one person's head.
AgentsAI SDR
Runs on private promptsIts research never leaves the tool.
Doesn't know the ICPOne sequence, sent alone.
Books off-ICP meetingsSo it gets turned down.
Learning stops hereWhat worked is said in a team meeting, then lost in a doc nobody opens.

Four entities, zero shared judgment. The agent is impressive. It is still an island. That is why the meetings were bad.

03What it takes

One change. Put judgment in one place.

01

Write the core

ICP, what a good account looks like, how your best SDR picks the next one. As if briefing a new hire.

02

Start from skills, not a blank page

Signal Sourcer and Sales Playbook Foundations. Argue with them. Make them Northline's.

03

Point the agent at the brain

Keep the AI SDR. Kill its private prompts. Salesforce, Outreach, ZoomInfo stay.

04

Let the team work on it

An SDR proposes an opener. Maya approves it. Humans and agents use it the same day.

04What to expect

Pointed at the 40%.

Talk time

The job again. Accounts ranked to a written ICP before anyone logs in.

On-ICP meetings

The agent stops booking what your best SDR would skip.

Coverage, not headcount

Same fourteen people. The 40% stops being a hiring problem.

A morning at Shared Brain

Accounts ranked overnight. SDRs spend the day on conversations. The opener that worked at 10am is in the brain by noon. Maya reviews the rule, not the activity log.

05Don't start blank

Three skills for your blocker.

Alex Vacca
Alex Vacca

Signal Sourcer

How accounts get researched and ranked before anyone dials.

Kevin Dorsey
Kevin Dorsey

Sales Playbook Foundations

ICP, opener, qualification, in a form humans and agents can share.

Sam Jacobs
Sam Jacobs

Profitable Efficient Growth

Same fourteen people, more pipeline. Headcount is not the lever.

gtmskills.com · Pavilion × Swan · free — read, argue, customize. Don't copy.

Next step

GTM Brain Consultation

30 minutes on your first workflow: account research and prioritization. We'll write it together, as if briefing a new hire.