The Mach blog
Practical guides to sales automation, account research and conversations that move a sale forward.
Building Mach
Research an account without adding more people
Research a company without adding new contacts. Keep that choice through retries, and count the work each choice creates.A reply rule belongs beside the next step
Put reply rules beside the sales plan. Say who acts on each reply, and test silence apart from an interested answer.Your sales playbook should show its work
A clear sales playbook shows how each of your instructions became a step. It flags gaps and keeps your words when drawing fails.Saving a playbook is not permission to send
Saving, drawing, approving and running a sales playbook are four separate decisions. How to check each one, with a made-up cost example.How we build Mach: small steps and failing tests first
How Mach is built, measured. A typical change touches 6 files, 82% of product changes carry a test, and each bug left a rule.Lead search shipped in five days and seventeen rule versions
Lead search went from first commit to locked rules in five days and seventeen rule versions. Each was backed by a blind check. Here are the checks and the live lock.Approval rails: every step from lead to meeting has a switch
Every step from lead to meeting has its own switch, review or automatic. Some rails never switch off. The rule for flipping a switch is the part to copy.Building Mach since 23 July, in numbers
Building Mach since 23 July, in numbers. By 17 October: 861 commits, 263 database changes, one repair, one new name, and tests rising from 116 to 3,026.The Brain: check sources and correct what Mach learns
Read what Mach learns from your website and files. Check the sources, fix mistakes, and know what research can use.We rebuilt account research while it was already working
Our account research worked, until an answer key written by hand showed it found only 28% of the facts. Here is the rebuild, and the two ways a brief fails.
