AI SummaryExpansion Playbook is a skill that helps sales and customer success teams structure upsell, cross-sell, and advocacy strategies by mapping customer milestones to growth plays with ROI narratives and enablement assets. It's designed for AEs, CSMs, and account managers running QBRs and account reviews.
Install
Copy this and paste it into Claude Code, Cursor, or any AI assistant:
I want to install the "expansion-playbook" skill in my project. Please run this command in my terminal: # Install skill into your project mkdir -p .claude/skills/expansion-playbook && curl --retry 3 --retry-delay 2 --retry-all-errors -o .claude/skills/expansion-playbook/SKILL.md "https://raw.githubusercontent.com/gtmagents/gtm-agents/main/plugins/account-management/skills/expansion-playbook/SKILL.md" Then restart Claude Code (or reload the window in Cursor) so the skill is picked up.
Description
Use to package upsell, cross-sell, and advocacy motions tied to customer outcomes.
When to Use
• Preparing QBRs/EBRs where growth plays should be highlighted. • Running account reviews to recommend upsell/cross-sell motions. • Equipping AEs/CSMs with talk tracks and proof aligned to success milestones.
Framework
• Trigger Mapping – link product usage, milestone completion, or executive asks to specific plays. • Value Narrative – outline business impact, ROI proof, and reference customers per play. • Commercial Guardrails – specify packaging, pricing, approvals, and compensation cues. • Enablement Kit – include decks, ROI calculators, success stories, and objection handling. • Measurement – track attach rate, win rate, and cycle time for each play.
Templates
• Play card (trigger, narrative, assets, owners, KPIs). • Executive talking points for expansion proposals. • Post-play follow-up checklist with success metrics.
Tips
• Keep plays prioritized (top 3 per segment) to avoid overwhelm. • Pair with account-health-framework to time plays when risk is low. • Capture learnings after each motion to refine triggers + messaging. ---
Discussion
Health Signals
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