Sales Unicorn · Living Execution Plan · updated Sep 14, 2026
One page to execute from. Full detail lives in the Brain (Clay-Course/BRAIN.md) and the workdoc (curriculum/COURSE-WORKDOC.md). When anything changes, this page gets republished. View the complete curriculum → · Script Room (batch 1) →
00 · The play in one paragraph
The whole course — 44 topics, Strategy + Build layers, exercises, playbooks — is recorded and live in the academy by Oct 8. Sculpt is the launch stage: the QR goes to clay.solutions, the offer is open, and the course exists in full behind it. Primary buyer: the individual revenue professional (demand gen, marketing ops, GTM ops, RevOps, AEs/SDRs) upskilling solo — they take both layers. Team licenses are the second motion, not the first. Production math: ~40 videos in ~20 recording days = 2 topics/day sustained, scripts generated in batches, Hassan editing in parallel.
The LeanScale deal (v3): LeanScale receives a fixed number of full-course licenses for their team inside the academy — no free tier, no revenue share. Everything else stays under Sales Unicorn. Still required before recording on their instances: the one-page terms (license count · branding · recording rights on their SFDC/HubSpot).
The honest risk: 2 recorded topics per day with zero slack. If anything slips, the pre-agreed relief valve is: bonus module + M6.3 (MCP) + 7.4 ship to the academy in week one AFTER Sculpt — never announced as "coming soon" on the offer page.
01 · Countdown board
Ships by Oct 8 the FULL course (44 topics, both layers) in the academy · exercises + grader v1 · template library · offer page + QR funnel · name + brand Allowed to be late (week one after) bonus agent-native module · grader v2 web app · Claude Code plugin · audit skill · content-kit skills · Instagram/TikTok
02 · The course at a glance
| Milestone | Core build | Gate exercise | Status |
|---|---|---|---|
| M0 · Foundations (free tier) | 3 myths, two-meter pricing model, workspace hygiene | Workspace to spec + two-meter quiz | scripts DONE (v6 intro + M0) · recording next |
| M1 · Data Engine | Lists, waterfalls, the 8 habits, cost math | 97% email waterfall under a budget cap | assets ready |
| M2 · AI Layer | Prompt method, model tiers, Sculptor + Sandbox | Schema'd classifier, gated + budgeted | ⚠ Sculptor reps |
| M3 · CRM Layer | Lookups first, write-back safety, hygiene | Fill-blanks-only sync, zero overwrites | assets ready |
| M4 · Inbound | Webhooks, scoring, routing, speed-to-lead | Live form-fill → enriched → routed E2E | assets ready |
| M5 · Signals & Audiences | Signal taxonomy, dynamic segments, TAM | Job-change play fires end-to-end | ⚠ Audiences reps |
| M6 · Activation | Quality gates, personalization + review, Clay MCP | 25-contact micro-campaign | ⚠ MCP reps |
| M7 · Capstone | Campaign Engine telemetry (4 motions, 6-part spec) + Vendor QA Lab | Find 5 planted defects + full measured campaign | framework ready |
| Bonus · Agent-Native | Claude Code plugin, Clay CLI + workflows, "instruct don't click" | Rebuild M4 by instructing Claude Code | post-Sculpt |
Merged tracks: every module ends with a 3–6 min Leader Lens; milestone gates accept a Build path (submit the table) or Command path (submit the review). Recorded on LeanScale SFDC + HubSpot, customer data hidden.
03 · The funnel
LinkedIn (one enemy per post) + 30–45 min/day comments · free 5-Day Credit-Discipline Challenge · calculator + audit · Sculpt QR — every free asset is email-gated; the list is the business (Lara: 70–80% of revenue from email)
Waitlist → 20 seats, REAL cap, never countdown timers · $995 founding seat / $5,000 founding team
$1,495 seat (12-month access + community + weekly calls) · $7,500 team (5 seats + Leader Track + 2× 1:1 calls) · $15–25K enterprise (incl. private training day) — annual-only, no monthly tier ever (Jasmin's model)
Monthly live "Clay Waste Audit" webinar + newsletter do the selling — no sales calls (1:1 calls exist only inside the team tier) · graduates' scored wins = the proof engine
Doctrine the audit must encode: BYO-key agents for public/qualitative data (revenue, tech, news) · waterfall providers for contact data (emails/phones need validation). "Agents for everything" saves credits and wrecks data quality — a RevOps leader will catch it.
⚠ Platform decision open — Skool vs Whop: research showed NEITHER role model runs on Skool (Jasmin = Whop at $1,199/yr annual-only; Lara = own platform). Decide on mechanics (grader submission flow, payments, affiliates, gamification) in a 60-min spike before the portal is built. Full research: brain/10-sales-motion.md.
04 · The moat
Templates import in one click; exercises submit as exported table JSON.
Deterministic rubric checks + registry cost model on exported table JSON. Overspend = fail. ToS-clean: the grader reads offline JSON, never Clay's API (brain/11).
Mandatory estimate attached to every exercise; public version = lead magnet.
"Your table, graded in 60 seconds" — its own marketing event, on Cloudflare Pages.
One command installs the toolbelt: /clay-build, prompts, calculator, playbook skills. Public-lite = lead magnet.
Mid-funnel magnet for existing-instance buyers. Schema-only by design.
05 · Open decisions
Living doc — republished whenever the plan changes. Sources: Clay-Course/BRAIN.md (8 research files + decisions log) · curriculum/COURSE-WORKDOC.md (full module specs, scripts rules, content-engine mapping) · launch/clay-coach-playbook.html (the strategy deck). Sales Unicorn · September 2026.