How to generate, review, and apply the sales playbook with AI
Tell us how your company sells, and the AI builds the funnel with deadlines, qualification, messages, and objections. You review it and choose what to apply.
2 min readBasicUpdated on November 12, 2026
Where to find it in Cognizy
Video lesson coming soon. For now, follow the steps below.
The playbook is the work guide for your sales team and AI agents: funnel stages with deadlines, qualification questions, messages, objection responses, and follow-up. The AI writes it based on what you tell it; nothing changes in Cognizy until you apply it.
Where to find it in Cognizy
Before you start
- Business plan feature.
- Each playbook generated uses 2 AI credits.
- Only the owner and admins can apply the playbook.
Step by step
- Step 1:
Open and click New playbook.
- Step 2:
Under How your company sells, fill in What the company sells and to whom (required). The other fields make the playbook match your business: offer and pricing, who decides, how you sell today, and the objections your team hears, one per line.
- Step 3:
Click Generate playbook. It takes a few moments; nothing changes in Cognizy until you apply it.
- Step 4:
The playbook appears with the notice Review before applying. If there's more than one, choose which to view from the version list at the top.
- Step 5:
Go through the Funnel, Qualification, Messages and objections and Follow-up tabs. For each funnel stage, adjust the Deadline (days), the Chance (%) and the entry and exit criteria. If you change anything, click Save changes.
- Step 6:
Under Apply to Cognizy, check what should go into the system: Funnel and stage deadlines, Qualification criteria in SDR, Quick replies for salespeople and the document in the knowledge base. Click Apply playbook.
- Step 7:
To improve the script with what actually happens in real sales, click This week's calls, at the top. Every Monday, Cognizy reads the analyzed calls and suggests up to 3 adjustments to the playbook; Analyze now does this right away.
How to know it worked
After applying, the funnel with its stages and deadlines appears in Deals, the SDR starts using the qualification criteria, and the quick replies become available to the team in conversations.
If something goes wrong
The playbook came out generic.
Add more detail to the form: pricing, who decides, and the real objections. Generate it again; the previous one stays in the version list.
I applied it again and the quick replies changed.
Reapplying swaps out the quick replies and the document from the previous playbook. Uncheck anything you don't want to replace before applying.
This week's calls shows nothing.
At least 3 analyzed calls are needed for the period. Record meetings with the bot so they're included in the analysis.
Next step
Set up the Inbound SDR to use the qualification criteria.
Sign in with your Cognizy account to save your progress.
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