Sales Playbooks: The Builder's Toolkit
Professional B2B Sales Frameworks
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About the book
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.
Meet the Authors
Here's what you'll find inside:
- Introduction - What is a Sales Playbook?
- Gathering Information
- Blueprint Creation
- Discovery Questions
- The Sales Process
- Target Market
- Customer Stories
- Managing Resistance (Objections)
- Competitive Battlecards
- Product and Pricing
- Structuring Meetings
- Demos and Presentations
- Creating Momentum
- Negotiation Levers
- Content and Resources
- Sales Development
- Outbound Prospecting
- Qualifying Inbound Leads
- Upsell and Cross-sell
- Social Plays
- Trade Shows and Conferences
- Deployment and Continuous Improvement
- Scripts & Additional Resources