Sales Playbooks: The Builder's Toolkit

Professional B2B Sales Frameworks

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About the book

Outsourcing people to build a sales playbook is expensive. Why not build one internally with full control at a fraction of the cost? This builder’s toolkit coaches you on how to create a collaborative team that functions with one voice when engaging with buyers.

You'll learn about Blueprint Creation

The goal for the practitioner is to reduce the time and the amount of rework required to develop the playbook by building a blueprint. Learn how to use this element to outline the blueprint of your playbook. Identify the people and resources required, define the elements you'll be using, identify gaps in what exists and what's needed, and begin to understand how your team will use your playbook in their workflow.

You'll learn about Creating Momentum

One of the primary functions of the sales playbook today is to prevent the sales cycle from stalling by providing value to the buyer. Most companies have points along the sales process where momentum slows. Sales management must identify these points and use tactics to create velocity from SDRs, to Account Executives, through Customer Success.  We'll show you how.

You'll learn about Deployment and Continuous Improvement

The biggest problem with most sales playbooks is that they are perceived as an event. Once completely there's a launch with a lot of fanfare, then no one uses it. No one updates it. No one refines it. Learn how to maintain Content Quality, Content Relevance, Impact, and User Engagement.

... AND SO MUCH MORE!

Meet the Authors

Cory Bray

Cory has built high-performing sales teams in industries that range from manufacturing to technology. He knows what works in practice, not just in theory. He’s a high-value advisor to multiple accelerators, bestselling author, and a dynamic keynote speaker who has spoken all over the world. He thrives on process and making sales accessible, actionable, and scalable to help companies grow.

Hilmon Sorey

Hilmon’s 20-year track record of sales impact ranges from hundreds of startups to companies like Salesforce, Box, and SurveyMonkey. He is trusted by the fastest-growing companies in the world and is recognized worldwide as a bestselling author, as well as an award-winning speaker and trainer. He's passionate about growing individuals, and teams to create successful companies .

Here's what you'll find inside:

  1. Introduction - What is a Sales Playbook?
  2. Gathering Information
  3. Interviews
  4. Blueprint Creation
  5. Discovery Questions
  6. Personas
  7. The Sales Process
  8. Target Market
  9. Customer Stories
  10. Managing Resistance (Objections)
  11. Competitive Battlecards
  12. Product and Pricing
  13. Structuring Meetings
  14. Demos and Presentations
  15. Creating Momentum
  16. Timelines
  17. Negotiation Levers
  18. Content and Resources
  19. Referrals
  20. Sales Development
  21. Outbound Prospecting
  22. Qualifying Inbound Leads
  23. Upsell and Cross-sell
  24. Social Plays
  25. Trade Shows and Conferences
  26. Deployment and Continuous Improvement
  27. Scripts & Additional Resources

...and MUCH MORE!