Build Better: How to Turn Your Sales Frameworks Into an AI-Powered System
October 27, 2026 @ 12:00PM ET
You wrote the ICP doc, and nothing downstream behaves as though it exists. Point AI at it and it won’t fail loudly. It’ll fail confidently.
We’ll go through a real framework that lives in Google Docs: a 16-part ICP system from Samantha Leon, VP of Go-to-Market at Zipcio, built so marketing and sales run off the same profiles and the same scoring model. Then we’ll make it work harder than a doc you keep updating.
You’ll see how the framework runs today, then the GTM system built on top of it, plus a couple of options for where it can live beyond Docs. Every piece gets broken down step by step, so your reps, your campaigns, and your AI agents can all read from it.
Walk away with a clear path to turn your own ICP doc into a system your team actually runs on.
What You'll Learn:
Why your ICP doc is a dependency problem, not a storage problem
Options for running your ICP framework beyond Google Docs
Two tests that show whether marketing and sales agree on a good lead
