Ensuring consistency in the sales processĪll the stuff that pays off BIG in the long run.Slack), team dashboards (or sales tracking templates), and more.Ī sales playbook resource library is essential for: These can include, but are certainly not limited to, Gong call library, sales process breakdown, Customer Success handoff guidelines, messaging channels to follow (i.e. “Other resources” is a simple way of saying “miscellaneous” or “those resources that don’t fit in any of the above categories. Questions (and answers) that tend to land here include executive outreach process, implementation process, point of contact with different teams, and so on. It’s always important to include a “what do I do if” section, also known as “FAQs.” These are resources that don’t necessarily require an entire presentation deck or one-pager but are nonetheless essential to ensure a consistent process and standard messaging. Pilot resources could include checklists, customer reference materials, presentation and training assets, and set-up resources FAQs Having easily accessible sales materials not only saves sales reps time but also ensures a consistent (proven) process. Pilot resourcesĪ buyer piloting your product is - assuming you’ve assured the “ground rules” are in place (fixed timeline, support throughout, etc.) - often an important just-before-they-buy step in the sales funnel. Ideally, organize each presentation by sales funnel stage (early, middle, late) and break it down even further by buyer persona, product, and use case. Round up your corporate-approved, top-notch sales decks. Love ‘em or loathe ‘em, sales presentations are an essential tool for sales folks to highlight who they are, what they do, what customers they serve, and - most importantly - how you (future customer) will benefit from buying. Let’s explore each bucket in a bit more detail. Every company, each team (Commercial, Mid-Market, Enterprise), even specific verticals or products, will have some specific materials. It’s your secret sauce: your team’s assets that help close more deals and win more business.Ī sales playbook resource library includes the following: Resources: Your sales team’s go-toĪ sales playbook resource hub is your team’s repository of sales-related content specific to your industry, your organization, and your team. It leads your sales reps through various scenarios: how to prospect, when to sell what product or service, how to overcome common objections, what to negotiate for (and how) to name a few. What is a sales playbook?Ī sales playbook serves as a guide or a model for capturing best practices for each and every potential sales situation. P.S: Staring at a blank page? Steal these sales playbook examples and add them to your team’s process. When you are done reading this, you’ll have everything you need to build your very own, fully customized, super-complete, sales playbook. It is chock full of examples, suggestions, best practices, and more. Think sales playbook by segment or sales playbook by product type or sales playbook by team.Ĭonsider this your guide - or template - for building out your sales playbook. Sales playbooks are all-encompassing but are often broken down into smaller parts - mini-sales playbooks if you will. Less time to coach reps means… well, you get where we are going. More work for managers means less time to coach reps. No sales playbook also means more work for managers. If no sales playbook exists, you are flying blind and often repeating (unnecessarily repeatable) tasks.Ī missing sales playbook equals more opinions, less reality. If your team does not have a sales playbook, you are relying on best guesses and gut instinct. Pick any (or all) of the above, and you have the reason sales playbooks exist.
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