安索普公司美国中端市场销售负责人特拉维斯·布莱恩特分享了如何利用 Claude Cowork 准备客户简报、周度预测，以及执行过去需要跨职能团队花费数百小时的夜间客户评分工作。
特拉维斯详细介绍了如何使用 Claude Cowork 准备客户简报、提取周度预测数据，以及在一夜之间完成对 4000 个客户的评分。
参加网络研讨会
- 分类企业级 AI
- 产品Claude Cowork
- 日期2026 年 5 月 20 日
- 阅读时间5分钟
- https://claude.com/blog/how-an-anthropic-sales-leader-uses-claude-cowork-to-run-a-4-000-account-book
在销售领导岗位上，核心工作是做出判断决策：如何分配团队的工作时间，以及向管理层汇报本季度的业务进展。而围绕这些决策的准备工作——比如从四个系统中整合数据、每次数据刷新后重新校准基准数字——过去会耗费我大部分的工作周。Claude Cowork 改变了这种局面：它负责处理数据整合和格式转换，让我能腾出更多时间用于客户沟通和战略决策。
我负责安索普公司美国中端市场的销售推广，这意味着我要管理 4000 个客户，这些客户分布在科技中端市场和其他行业领域。中端市场包括那些已不再是初创公司、但也尚未成为大型企业的科技公司。其他行业则涵盖金融服务、医疗健康、零售和制造业等所有领域。
我的工作分为三个节奏：每日客户通话准备、每周向安索普销售领导层提交的预测汇总，以及每季度针对全部 4000 个客户进行的区域和潜在客户名单梳理工作。每一项单独来看工作量都很大，而要把这三项都做好，过去几乎是不可能的。
我尝试过 Claude Code，但始终不习惯在终端中操作。Claude Cowork 将同样的引擎封装在一个我能熟练使用的界面中。正是在那时，我豁然开朗：我终于找到了一种可以移交工作、并确信它能被完成的方式。
我每天、每周、每季度在 Claude Cowork 中运行的内容
通过 Claude Cowork 节省的大部分时间，都来自它为我执行的约 90 分钟的日常小胜，或者说微观优化。
每天早上，一个定时任务会运行一项技能，扫描我的 Google 日历，并为任何缺少会议室的对外会议预订好房间。另一项技能则在每次会议前运行客户通话准备，从 BigQuery 拉取支出数据，从 Salesforce 拉取管道状态，整合成一份简报，等我打开笔记本电脑时就能看到。相比技能本身，调度器才是更大的突破。一旦准备工作不再是我必须记住的斜杠命令，而是自动运行，我就不会再忘记它了。
周五预测是更高一级的功能，每周能为我节省大约三个小时。一个定时技能会从 Salesforce 的 Forecast 标签页拉取机会记录和已提交的承诺，从 BigQuery 拉取模型 token 支出，并从几份内部文档中提取笔记。它会以 Anthropic 销售领导层希望看到的精确格式，生成一份单页网页报告：包含核心指标、重点交易、涨跌情况，以及由每位一线经理汇总上来的预测快照。该技能会在周一预测电话会议之前，将页面部署到一个内部共享链接上。我周一的工作就是添加评论：Claude 负责构建“是什么”；我负责解释“为什么”。
我通过 Claude Cowork 运行的最大项目，是对整个中端市场进行客户倾向评分。每个财年，账面上的每个客户都需要一个评分，帮助分配到的客户经理确定区域优先级。在之前的公司和职位上，这类工作需要 RevOps、FP&A 和市场部门投入数百小时。而我一个晚上就完成了。
我首先与 Claude 一起定义了两个五维评分标准：一个用于科技类客户，一个用于行业类客户。科技类的维度包括：智能体机会、内部转型、AI 承诺、现有支出的空白空间，以及行业契合度。行业类则使用了不同的标准，其维度包括知识工作者密度（例如，在律所可能非常高，而在制造业则较低，因为许多员工都在生产车间），以及通过公司招聘页面上的提及次数来衡量的公开 AI 承诺。
评分标准设定完成后，我将 Claude Cowork 指向了包含 4000 个客户的名单。Claude Cowork 运行了一整夜，通过深度网络研究、Salesforce 数据和 BigQuery 数据，逐一为每个客户打分，并为每个维度生成数值评分和书面理由。随后，我让 Claude Cowork 根据结果构建一个交互式仪表盘。每位客户经理点击自己负责区域的饼图部分，就能看到按评分排序的客户列表，以及每个维度生成的评分理由。将鼠标悬停在某个客户上，还会显示潜在用例和可供参考的相似案例研究。这个仪表盘将评分从一项数据处理工作，转变成了一个可用的销售工具。
所有的提示词都不涉及技术内容。操作模式是：告诉 Claude 需要评分的维度，运行一个测试区域，检查输出结果，调整权重（例如“我觉得 D4 的权重可能有点重；把它调低一点”），然后运行下一个区域。
为什么 Claude Cowork 适合我
让我坚持使用 Claude Cowork 的原因是它的界面。提示词读起来就像英文句子，输出结果直接呈现在我已有的工作格式中（文档、网页和 Salesforce 更新），并且内置了“人在回路”模式，因此 Claude 会提出建议，在一切实际执行前由我来批准。
销售行业中有很多人是因为喜欢与客户交流才从事这份工作的。Claude Cowork 可以把这些时间还给他们，让他们专注于客户对话。
销售团队应该从哪里开始
我本周工作中总结出的两个模式，值得带回到销售团队中。
第一个模式是将准备工作列入日程。定时任务会自动运行；我不必再记住那些每天都要做、且累积起来相当耗时的小任务。将团队要求的格式编码到技能中也很重要：我的预测报告会以领导层阅读的精确格式呈现，这样我周一的时间就用来写评论，而不是调整格式。如果你想为你的配置找一个起点，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。
第二个做法是将大型战略项目作为 Claude Cowork 的隔夜例行任务来运行。那项 4000 个账户的评分运行就是典型的例子，同样的模式也适用于 TAM 规模测算、账户调研、竞争对标——任何过去因为团队没有时间而被搁置的工作都可以这样处理。如果需要，你可以在第二天早上优化提示词。
在 Claude Cowork 出现之前，数据整合、报告排版以及当某个数字发生变化时重新调整基线，这些工作曾占据我整整一周的时间。现在，我重新拿回了这些时间，可以投入到真正能推动业务进展的战略性工作和客户关系维护中。
用 Claude 改变你组织的运作方式。
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.
Join the webinar
- Category
- ProductClaude Cowork
- DateMay 20, 2026
- Reading time5min
- https://claude.com/blog/how-an-anthropic-sales-leader-uses-claude-cowork-to-run-a-4-000-account-book
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.
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.
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.
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.
What I run in Claude Cowork every day, week, and quarter
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.
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.
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.
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.
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.
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.
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.
Why Claude Cowork works for me
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.
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.
Where sales teams should start
Two patterns from my own week are worth taking back to a sales team.
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.
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.
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.