A guide for healthcare AEs and RevOps — covering account prioritization, account planning, stakeholder mapping, outreach, meeting prep, nurturing, deal review, and expansion.

Why this guide exists

Sales execution is moving into a single interface: the AI assistant. AEs no longer log into half a dozen tools before a call — they ask Claude or ChatGPT, and expect one synthesized answer drawn from CRM, calendar, inbox, call recordings, Slack, company docs, and a fresh view of what's happening inside the account.

That last piece is where teams break down. External account context is ad-hoc: a 5-minute pre-meeting prompt yields a hallucinated org chart and a generic summary. Every rep prompts differently. Every rep walks in with a different version of the truth.

Revealed solves this by being the governed external intelligence layer for the accounts in your pipeline. Connected via MCP, Revealed gives your AI assistant a consistent, current, source-of-truth view of who matters inside every account, what's changing, and what to do next — pulled the same way for every rep, every time.

This guide is for the two people who run the motion: the AE working accounts day-to-day, and the RevOps partner designing the playbooks, rubrics, and automations. Each job below calls out who owns what.

How Revealed fits in your GTM stack

Your AI assistant is the operator. It needs two kinds of context to do useful work:

Internal context — what's true inside your company:

• CRM (account records, opportunity stages, deal history, owner)
• Calendar and email (who's met whom, what was discussed, what's scheduled)
• Meeting notes and call recordings (Gong, Granola, Fireflies, Chorus)
• Slack (deal channels, internal coordination, async handoffs)
• Company docs (ICP, battle cards, pricing, case studies, win-loss notes)

External context — what's true inside the account:

• Buying group: who actually makes the decision
• People movement: who's new, who left, who changed roles