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Enterprise Account Executive

Valued Contributor
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Fire Starter

Do sales playbooks work?

Every company has some kind of GTM playbook. what I'm interested in learning from you all is - do you feel like they ACTUALLY help you? 

if so, what makes for an effective sales playbook and which ones are just 🙄🙄🙄🙄?? 
💼 Productivity
👑 Sales Strategy
🥎 Training
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poweredbycaffeine
WR Lieutenant
8
☕️
Yes, they work. They’re highly effective onboarding tools, and they can improve existing rep productivity (ie close rates) if implemented properly.

Context is king. They need to be leveraged as enablement tools, not a bible to be thumped. Companies like Salesroom and Spekit are making way to enable reps to know what to do, when to do it, what to say, etc, in real time.
jefe
Arsonist
2
🍁
Absolutely.
As long as it's a framework like PBC outline, and not just strict scripts to be followed then they are key.
FinanceEngineer
Politicker
2
Sr Director, sales and partnerships
Yea, they are really good when you have newer members of the team, or adding a product to the mix where sales doesn’t get it or understand it yet. It also is a great baseline to determine what works best.
Pachacuti
Politicker
2
They call me Daddy, Sales Daddy
They can work, but it’s dependent on the players. And a playbook is only good as a jumping off point.
2
Retired Sales Professional
Only if a playbook is updated on a consistent basis say every six months or a least once a year will it not become obsolete and remain relevant to all from management down to sales.

It's not an easy task (I was part of a group tasked with updating a playbook at the company I worked for in the past) and we had to update some of the rhetoric and many other aspects to bring it up to speed.

It doesn't have to be an overhaul of the playbook. These update will show the employees that the playback is a tool and part of the companies overall objective for growth and not something you read once and put away on a shelf never to opened again.
Kosta_Konfucius
Politicker
1
Sales Rep
Gives you something to go off of in the beginning, then can make it your own
Sunbunny31
Politicker
1
Sr Sales Executive 🐰
They work if done well and updated. Old, dated content kills any playbook, so make sure that the components are current.
wolfofmiami
Opinionated
1
🐺
If done right. Good leadership is better than a playbook imo
HappyGilmore
Politicker
1
Account Executive
They're great tools to have if used and leveraged effectively, as well as constantly updated.
GDO
Politicker
1
BDM
yes they work, however, you need to make it a bit fitting to your own style
BigShrimpin
Catalyst
0
Account executive
An effective playbook focuses just as much on the WHY as the WHAT. Its important to know what to say but you'll never be able to iterate or truly solution sell if you don't understand why it matters to the prospect.
NoSuperhero
Politicker
0
BDR LEAD
I'd say so, when I worked at Vonage they had a clear one, same with SourceForge, it's tough to create one on your own though. I've been thinking of doing one for my team but I don't know where to start.

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