The Cowork GTM Playbook: 3 Claude Cowork Workflows to supercharge your revenue team
GTM AI Podcast with Coach K and Jonathan Moss
Building a calibrated MEDDPICC scoring skill
Victor explains his 0ā2 scoring system and the need for examples to ensure consistent scores.
www.gtmaipodcast.com www.gtmaiacademy.com
Find Victor on LI: https://www.linkedin.com/in/victoradefuye/
Newsletter: https://superintelligentsales.beehiiv.com/
Victor website: www.dana-consulting.com
Victor Adefuye built 7 Make.com automations FAST. He's not a developer. He used Claude Cowork.
In this episode, Victor (former MD at Winning by Design, now running Dana Consulting) walks through 3 live workflows that show what's actually possible when you combine 10+ years of GTM enablement expertise with agentic AI:
What you'll see:
š Lead Research & Prioritization at Scale Victor feeds 360 conference leads into Cowork, which spins up parallel sub-agents to research 15 companies simultaneously, scores them against his ICP, and writes personalized nurture emails pulling from his 110-page content library. The prompt? Three sentences.
š Mass Call Analysis with MEDDPICC Scoring A custom skill scores 7+ sales calls in parallel using a calibrated 0-2 scoring system. Individual scorecards with timestamps and direct quotes. A synthesis report showing team-wide skill gaps. What used to take days happens while you grab coffee.
āļø Building Make.com Automations (Zero Code) Victor gave Cowork a folder of automation ideas he brainstormed over Christmas. It reviewed them, picked the ones it could build, opened Make.com in the browser, and started configuring modules. Call transcript processing, trigger-based prospecting for newly hired CROs... all built through conversation.
Key insights discussed:
- Why enablement professionals are the best-positioned to build AI agents
- How skills (packaged expertise) make 3-sentence prompts more powerful than 3-paragraph ones
- Why parallel sub-agents change the math on what's possible at scale
- The case for monetizing skills as productized consulting IP
- Why the chat interface might be going away
Connect with Victor: š dana-consulting.com š§ superintelligentsales.ai (newsletter) š¼ LinkedIn: Victor Adefuye
Connect with Coach K: š gtmaiacademy.com
ā±ļø Timestamps: 0:00 - Intro & Victor's background 3:55 - Victor's GTM enablement journey (Winning by Design ā Dana Consulting) 7:30 - Live Demo: Lead Research & Prioritization with Cowork 9:23 - What are Skills? Victor's explanation 14:00 - The power of simple prompts with deep context 16:10 - Parallel sub-agents explained 17:06 - Will Cowork replace the chat interface? 20:48 - Live Demo: Mass Call Analysis with MEDDPICC 22:40 - Building a calibrated scoring system (0-2 scale) 27:15 - How sub-agents solve the context window problem 29:07 - Lead research results walkthrough 31:49 - Can skills be monetized? The productized consulting play 35:19 - Email quality self-checking and the Victor voice filter 40:00 - MEDDPICC synthesis report and team-wide gap analysis 43:50 - Live Demo: Building Make.com Automations with Cowork 46:37 - Trigger-based prospecting for newly hired CROs 50:03 - "It's the creativity that matters" 51:20 - Ethan Mollick's "Invite AI to Everything" 53:23 - Where to find Victor
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