Travis Bryant, Head of US Mid-Market GTM at Anthropic, shares how he uses Claude Cowork to prepare customer briefs and weekly forecasts, and to run an overnight territory scoring that used to take cross-functional teams hundreds of hours.
Travis walks through how he uses Claude Cowork to prepare customer briefs, pull weekly forecasts, and score 4,000 accounts overnight.
In sales leadership, the job is to make judgment calls: where to invest the team's hours, and what to tell leadership about how the quarter is shaping up. The work surrounding those decisions, like assembling data from four systems and re-baselining numbers every time numbers refresh, used to eat most of my week. Claude Cowork has shifted that balance: it handles the data assembly and reformatting, so I can dedicate more time to customer conversations and strategic decisions.在销售领导岗位上，工作就是做出判断：团队的时间应该投入在哪里，以及如何向领导层汇报本季度的进展。围绕这些决策的工作，比如从四个系统汇总数据、每次数据刷新时重新调整基线，过去会占据我一周的大部分时间。Claude Cowork 改变了这种平衡：它处理数据汇总和格式调整，让我能腾出更多时间用于客户沟通和战略决策。
I run US mid-market go-to-market at Anthropic, which means I'm responsible for 4,000 accounts split between mid-market tech and industries. Mid-market includes tech companies that aren't startups anymore, but aren't large enterprises yet either. Industries cover everything else, from financial services and healthcare to retail and manufacturing.我在 Anthropic 负责美国中端市场的市场推广，这意味着我要管理 4000 个客户，分为中端科技企业和行业客户。中端科技企业包括那些不再是初创公司但尚未成为大型企业的科技公司。行业客户则涵盖其他所有领域，从金融服务、医疗保健到零售和制造业。
My work spans three cadences: daily customer call prep, the weekly forecast rollup to Anthropic's sales leadership, and quarterly territory and prospect-list work across the full 4,000-account book. Each is a lot of work on its own and doing all three well used to be impossible.我的工作分为三个节奏：每日客户通话准备、每周向 Anthropic 销售领导层提交的预测汇总，以及每季度对全部 4000 个客户进行的区域和潜在客户名单梳理。每一项单独来看工作量都很大，而同时做好这三项在过去几乎是不可能的。
I tried Claude Code, but never got comfortable with working with the terminal. Claude Cowork wraps the same engine in an interface I can work in. That was when it clicked: I finally had a way to hand off the work and trust it would get done.我试过 Claude Code，但始终不习惯在终端中工作。Claude Cowork 将同样的引擎封装在一个我能操作的界面中。那一刻我豁然开朗：我终于有办法把工作交出去，并且相信它能完成。
Most of the time I save with Claude Cowork falls into about 90 minutes of small daily wins, or micro-optimizations, that it runs for me.Claude Cowork 为我节省的大部分时间，来自每天约 90 分钟的小型日常胜利，或者说微优化，它自动为我运行。
Each morning, a scheduled task runs a skill that scans my Google Calendar and books a conference room for any external meeting that's missing one. A second skill runs customer call prep before each meeting, pulling spend from BigQuery and pipeline status from Salesforce into a brief that's waiting for me when I open my laptop. The scheduler was the bigger unlock than the skill itself. Once prep stops being a slash command I have to remember and starts running on its own, I stop forgetting it.每天早晨，一个定时任务会运行一个技能，扫描我的 Google 日历，为任何缺少会议室的对外会议预订一个。第二个技能在每次客户通话前运行准备流程，从 BigQuery 拉取支出数据，从 Salesforce 拉取管道状态，生成一份简报，在我打开笔记本电脑时等待我。调度器本身比技能本身更重要。一旦准备不再是一个需要我记住的斜杠命令，而是自动运行，我就不会再忘记它。
The Friday forecast is the next tier up and it saves me about three hours per week. A scheduled skill pulls opportunity records and submitted commits from Salesforce's Forecast tab, token spend from BigQuery, and notes from a handful of internal documents. It assembles a single-page web report in the exact format Anthropic's sales leadership wants to read: top-line metrics, top deals, movers and decliners, and the forecast snapshot rolled up from each first-line manager. The skill deploys the page to an internally shared link before Monday's forecast call. My Monday job is to add commentary: Claude builds the what; I do the why.周五的预测是下一个层级，每周为我节省大约三个小时。一个定时技能从 Salesforce 的预测标签拉取机会记录和已提交的承诺，从 BigQuery 拉取代币支出，以及从一些内部文档中拉取笔记。它按照 Anthropic 销售领导层希望阅读的精确格式生成一页网页报告：顶层指标、顶级交易、上升和下降趋势，以及从每个一线经理汇总的预测快照。该技能在周一预测会议前将页面部署到内部共享链接。我周一的工作是添加评论：Claude 构建“是什么”，我负责“为什么”。
The biggest project I've run through Claude Cowork was account propensity scoring for the whole mid-market segment. Every fiscal year, every account in the book needs a score that helps the assigned AE prioritize the territory. In previous companies and roles, work like this ran for hundreds of hours across RevOps, FP&A, and marketing. I did it in one night.我通过 Claude Cowork 运行的最大项目是整个中端市场的客户倾向评分。每个财年，客户名单中的每个账户都需要一个评分，帮助指定的客户经理确定区域优先级。在之前的公司和职位中，这类工作需要 RevOps、FP&A 和市场营销团队投入数百小时。而我一个晚上就完成了。
I started by defining two five-dimension scoring rubrics with Claude: one for tech accounts and one for industries. The dimensions for tech were agent opportunity, internal transformation, AI commitment, white space against existing spend, and industry fit. Industries used a different rubric, with dimensions like knowledge-worker density (which can be very high at law firms, for example, and lower in manufacturing because so many employees are on the shop floor), and public AI commitments measured by mentions on the company's open jobs page.我首先与 Claude 一起定义了两个五维评分标准：一个用于科技客户，一个用于行业客户。科技客户的维度包括：代理机会、内部转型、AI 承诺、现有支出的空白空间以及行业契合度。行业客户使用不同的标准，维度包括知识工作者密度（例如，律师事务所可能非常高，而制造业由于许多员工在车间工作而较低），以及通过公司招聘页面上的提及次数衡量的公开 AI 承诺。
Once the rubric was set, I pointed Claude Cowork at the 4,000-account list. Claude Cowork ran overnight, scoring each account one by one with deep web research, Salesforce data, and BigQuery data, producing a numerical score and a written rationale for every dimension. Then I asked Claude Cowork to build an interactive dashboard from the results. Each AE clicks into their territory's pie slice and sees their accounts ranked by score, with the rationale generated for each dimension. Hovering over an account surfaces potential use cases and comparable case studies for prospecting. The dashboard turned the scores from a data exercise into a working sales tool.标准设定后，我将 4000 个客户名单指向 Claude Cowork。Claude Cowork 运行了一整夜，逐个对每个客户进行评分，结合深度网络研究、Salesforce 数据和 BigQuery 数据，为每个维度生成数值评分和书面理由。然后，我让 Claude Cowork 根据结果构建一个交互式仪表盘。每个客户经理点击进入自己区域的饼图，就能看到按评分排序的客户列表，以及每个维度生成的理由。悬停在客户上会显示潜在用例和可比较的案例研究，用于拓展客户。这个仪表盘将评分从数据练习变成了一个实用的销售工具。
None of the prompts were technical. The pattern was: tell Claude what dimensions to score on, run a test territory, check the output, adjust the weights ("I think D4 is probably weighted a little heavy; bring it down a bit"), run the next territory. 所有提示都不是技术性的。模式是：告诉 Claude 要评分的维度，运行一个测试区域，检查输出，调整权重（“我觉得 D4 可能权重有点高；稍微降低一点”），然后运行下一个区域。
What made Claude Cowork stick for me is the interface. Prompts read like English sentences, outputs land in formats I already work in (docs, web pages, and Salesforce updates), and the human-in-the-loop pattern is built in so Claude proposes and I approve before anything ships. Claude Cowork 让我坚持使用的原因是它的界面。提示读起来像英语句子，输出以我已经使用的格式（文档、网页和 Salesforce 更新）呈现，并且内置了人在循环的模式，因此 Claude 提出建议，我在任何内容发布前进行批准。
Sales is full of people who got into the job for the customer conversations. Claude Cowork can give them back the hours to do just that.销售行业中有很多人是因为喜欢与客户交流才进入这个领域的。Claude Cowork 可以把时间还给他们，让他们专注于这一点。
Two patterns from my own week are worth taking back to a sales team.我一周工作中的两个模式值得销售团队借鉴。
The first is to put prep on a schedule. Scheduled tasks run themselves; I don’t have to remember to do any of the small daily tasks that end up taking a fair bit of time collectively. Encoding the team's required format into the skill matters too: my forecast lands in the exact layout my leadership reads, so my Monday time goes to commentary instead of formatting. If you want a starting point for your setup, Anthropic's Sales plugin ships with baseline skills, including the call prep one. Those are meant to be customized to match how your team actually works.第一个是将准备工作安排到日程中。定时任务会自动运行；我不需要记住任何小的日常任务，而这些任务加起来会占用相当多的时间。将团队要求的格式编码到技能中也很重要：我的预测以领导层阅读的精确布局呈现，因此我周一的时间用于评论而不是格式调整。如果你想为你的设置找一个起点，Anthropic 的销售插件附带了一些基础技能，包括通话准备技能。这些技能旨在根据你团队的实际工作方式进行定制。
The second is to run big strategic projects as overnight Claude Cowork routines. The 4,000-account scoring run is the showcase example, but the same shape works for TAM sizing, account research, comp benchmarking, anything historically deferred because no team had the hours for it. You can refine the prompt the next morning, if needed.第二个是将大型战略项目作为 Claude Cowork 的夜间例行程序运行。4000 个客户的评分运行是一个典型例子，但同样的模式也适用于 TAM 规模估算、客户研究、薪酬基准测试，以及任何过去因团队没有时间而推迟的工作。如果需要，你可以在第二天早上优化提示。
Before Claude Cowork, data assembly, report formatting, and the rebaseline when a number changes used to fill my week. Now, I have the hours back to dedicate to the strategic and customer-relationship work that pushes the needle.在 Claude Cowork 之前，数据汇总、报告格式调整以及数字变化时的重新基线化占据了我一周的时间。现在，我重新获得了时间，可以专注于推动业务发展的战略和客户关系工作。
Learn more about how sales teams use Claude Cowork and get started today.了解更多关于销售团队如何使用 Claude Cowork 的信息，并立即开始使用。
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