lore
Building the first sales playbook for a seed startup. What kind of info is a must?
6
Identifying ICP should be any first step. What problem are you solving for them.
Thank you for the help!
Before filling the pot with meat and potatoes, you need to get the architecture right:
1. ICP (like @rallier said) - I'd include the "likes and "dislikes" of each customer persona, i.e. what drives them, what don't they appreciate, etc.
2. Buying Scenarios - AKA the use-cases. What are common use cases that you deal with (there's usually only a handful for every company).
3. Discovery/Qualification - rules to discovery, scripts on how to do discovery, and what to look for.
4. Demo run sheet - a framework on how to do demos.
5. Closing - a section focusing on tips on how to close
6. Follow up - a section focusing on follow up tips, examples of templates, examples of cadences, etc.
7. Sales enablement material - material your team can use for demos or emails to help close the deals.
8. Internal FAQs - FAQs relating to: product, CRM, pricing, commission, sales process.
9. Objections & Rebuttals
10. Process - a guide on "how to" navigate through CRM in relation to different use-cases sales people go through.
1. ICP (like @rallier said) - I'd include the "likes and "dislikes" of each customer persona, i.e. what drives them, what don't they appreciate, etc.
2. Buying Scenarios - AKA the use-cases. What are common use cases that you deal with (there's usually only a handful for every company).
3. Discovery/Qualification - rules to discovery, scripts on how to do discovery, and what to look for.
4. Demo run sheet - a framework on how to do demos.
5. Closing - a section focusing on tips on how to close
6. Follow up - a section focusing on follow up tips, examples of templates, examples of cadences, etc.
7. Sales enablement material - material your team can use for demos or emails to help close the deals.
8. Internal FAQs - FAQs relating to: product, CRM, pricing, commission, sales process.
9. Objections & Rebuttals
10. Process - a guide on "how to" navigate through CRM in relation to different use-cases sales people go through.
Nailed it! Negotiation could be another section to add. A list of trades is always great to sales people know what they can trade with a client when they ask for pricing reduction
ICP
TAM
GTM Strategy
GTM tactics
GTM messaging
sales tech stack reasoning
Sales process
predicted AOV & Sales Cycle
rep ramp times and productivity expected at full level.
KPIs with justification/explanation
TAM
GTM Strategy
GTM tactics
GTM messaging
sales tech stack reasoning
Sales process
predicted AOV & Sales Cycle
rep ramp times and productivity expected at full level.
KPIs with justification/explanation
Are you building a strategy doc (who we sell to) or an operational doc (how we prospect, demo, close)?
I would like to include both in the same document. Overall sales strategy and operational processes. Thanks for the help
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