What is a sales playbook?
A sales playbook is a collection of tactics that outline the characteristics of your sales process; buyer personas; agendas; sample emails; discovery, qualification, demo, and negotiation questions; proposal guidelines; and/or competitive intelligence guidelines.
In other words, your sales playbook helps you standardize and implement your account based sales methodology with all the high-performing content and strategies needed to close a deal.
Why do you need a sales playbook?
Having an account-based sales playbook is like having a map at a theme park you know where everything is you just need to select where you want to go and what you want to do the most.
There are a few unavoidable advantages to having a sales playbook because
Here are the key points you must include in your team’s account-based sales playbook.
For more info visit: https://www.intandemly.com/blog/it-service-companys-need-for-account-based-sales/
A sales playbook is a collection of tactics that outline the characteristics of your sales process; buyer personas; agendas; sample emails; discovery, qualification, demo, and negotiation questions; proposal guidelines; and/or competitive intelligence guidelines.
In other words, your sales playbook helps you standardize and implement your account based sales methodology with all the high-performing content and strategies needed to close a deal.
 |
| Account-based sales |
Having an account-based sales playbook is like having a map at a theme park you know where everything is you just need to select where you want to go and what you want to do the most.
There are a few unavoidable advantages to having a sales playbook because
- When you hire a new salesperson, training him or her to your company’s product and ABM practices become far easier and faster.
- With a playbook in place you can speed up the sales process as every rep, SDR, VP has content right at their fingerprint and can dedicate more time for selling.
- As everyone within the company follows one sales playbook/practice of messaging will be unified from rep level to CEO.
- Develop the playbook by adding old and new techniques that worked for you in closing a deal, and lessons learned from those which did not work. This helps the salespeople to choose from a variety of options that all worked in the past.
Here are the key points you must include in your team’s account-based sales playbook.
For more info visit: https://www.intandemly.com/blog/it-service-companys-need-for-account-based-sales/
