As part of Opportunities, you can create a playbook. Which is a text based document, outlining how your company does business development.
While you can use this as a repository to outline your approach with your team, the playbook is used by Atlas AI to decide on the next steps for all the business development that you are running.
Atlas will follow all the communication to and from prospects regarding new business development. It will provide a 'story so far' and it's belief on next steps.
For example. you've reached out to Jordan Shlosberg to see if you can make a hire for Atlas, and he hasn't responded in two days. If this was the case, what should the next step be?
Another example, is that Jordan Shlosberg responded saying they weren't hiring at the minute, how should you respond to that?
So what should you include?
1. General Approach
Explain your overall outreach philosophy.
Examples:
How your company likes to speak to prospects (friendly, consultative, direct).
How many times you follow up before stopping.
Typical wait times between messages.
How you balance automation with human touchpoints.
2. Handling Common Responses
Describe what your team would normally do in each scenario, such as:
Prospect hasn’t replied after a few days.
Prospect says they’re not hiring / not interested.
Prospect says “send info.”
Prospect wants to book a meeting.
Prospect says “speak later” or “try next quarter.”
Prospect is the wrong contact and points you elsewhere.
Atlas will then use these examples to predict the best next step in similar cases.
3. Objection Handling
Outline your standard ways to deal with common objections, for example:
“We already use another supplier.”
“We don’t have budget.”
“We’re not looking right now.”
“We do this internally.”
Explain what kind of response your team would give (reframe, offer insight, pause outreach, etc.).
4. Tone and Style
Describe the communication style your team prefers:
Formal vs conversational
Short vs detailed replies
Whether humour or emojis are acceptable
Level of persistence (light touch vs assertive follow-ups)
5. Next-Step Logic
Explain how you want Atlas to move deals forward:
When to send reminders or nudges
When to mark something as “closed”
When to hand over to a human
When to move someone into a nurture or re-engagement campaign
6. Examples
Give a few real examples for clarity:
Example outreach → no reply → what you’d normally do next.
Example objection (“not hiring”) → how you’d respond.
Example positive response (“we’re interested”) → what steps you’d take.