Section 10 · Human Sales Team Superpowers
10.4Pre-call briefing
Built in the POC- No.
- 10.4
- DMA's reference
- Decision Book p.23
- Phase
- Phase 1
- Autonomy
- L3 · Act within rules
- DMA's decision
- Yes
What DMA asked for · Decision Book p.23
A 60-second summary before a call: the company, its history, the opportunity, likely objections and what to ask.
Why it matters to DMA: Reps walk in prepared instead of cold, which directly improves the close rate.
In our words, from DMA's Product Decision Book v3, page 23.
How we do it
- In the team workspace, anyone can ask for a brief on an account in plain words. It comes back from the bridge database: who they are, the deals and their stages, the people, the latest notes, the score and why, the next best action, and what could make it wrong.
- It reads only through narrow tools, and a rep only gets accounts they own. Numbers are copied from the database, never worked out by the AI.
- For a call booked from the website, the host's alert already carries the score, the company, the site and the three fixes the AI shared. DMA's book asks for this and the Section 20 research brief to be consolidated; the POC has one account brief for both.
The flow
It plays on its own while it's on screen; hover or use the controls to pause or step through.
The rep asks
In plain words, before the call.
- Person
- Screen
- Rule in code
- Stored data
Where the data goes
The same six stages on every page. Nothing reaches Nutshell except through the write gate.
- 1Team workspace
Source
The rep's question.
- 2Sync
Copies Nutshell changes into the bridge database
Keeps the mirror current.
- 3Bridge database
A copy of the CRM data, plus what the AI works out
The account twin, score, facts and notes.
- 4AI
Claude models, only through DMA's own gateway
Writes the brief from what the tool returns.
- 5Write gate
The only way back into Nutshell: checked, approved when needed, sent once
Not involved: a brief only reads.
- 6Nutshell
The system of record
Links back to the record.
The tables behind it
Drawn from the POC's database catalogue: structure only, no data.
PK primary keyFK reference the database enforces (solid line)ID reference kept by id (dashed line)
| Table | What it holds | Columns |
|---|---|---|
| ai.account_twin | The account's current picture: deals, people, timeline, score. | 16 |
| ai.scores | The score, reasons and doubts the brief quotes. | 20 |
| ai.extracted_facts | Facts from the notes, with their quotes. | 15 |
How the tables connect (3)
| Column | Points to | Kept by |
|---|---|---|
| ai.account_twin.prompt_id | agent.prompts | The application (by id) |
| ai.scores.prompt_id | agent.prompts | The application (by id) |
| ai.extracted_facts.prompt_id | agent.prompts | The application (by id) |
Worked example
Synthetic demo data: every name, business and number is made up.
The brief for Northside Dental Group (synthetic).
Brief
- Who
- Northside Dental Group · former client · Tier A (85)
- History
- Moved their SEO to BlueFin; about $15,000 a month on SEO
- Opportunity
- Their BlueFin contract ends March 2027; they said to call in Q1
- Likely objection
- The pricing issue that drove them away
- Next action
- Win-back email to Dana
In the running POC
The team workspace ("DMA AI"): an account brief on request.
- 1The question, in plain words.
- 2The brief, from the bridge database.
Team workspace (LibreChat, branded DMA AI) · account brief. Captured from the running POC on September 25, 2026; synthetic data.
See it live
Opens the exact screen in the running POC, in a new tab.
| Open | Where | What to try |
|---|---|---|
| Accounts | DMA AI dashboard | Every account's brief, facts and next action. |
Status
Built in the POC. This capability runs in the POC today, on synthetic data, end to end.