What are your best practices when building sales playbooks? What sections do you consider?
JC10X
SALES PLAYBOOKS
13
Quick thoughts:
- Value add aligned to industry ("When selling to pharma, this is where we add value")
- Value add aligned to "buying influence" (IE: when selling to procurement, keep in mind this xyz" "when talking to marketing this etc etc")
I would also add a "competitive battle card" area
- "When selling against this competitor, touch on this, avoid this" etc
You want your playbook to be a wealth of knowledge that your reps can quickly pull up and grab some key takeaways to use in their sales rhythm. I would also recommend intertwining whatever sales methodology y'all use into the vernacular within the playbook.
- Value add aligned to industry ("When selling to pharma, this is where we add value")
- Value add aligned to "buying influence" (IE: when selling to procurement, keep in mind this xyz" "when talking to marketing this etc etc")
I would also add a "competitive battle card" area
- "When selling against this competitor, touch on this, avoid this" etc
You want your playbook to be a wealth of knowledge that your reps can quickly pull up and grab some key takeaways to use in their sales rhythm. I would also recommend intertwining whatever sales methodology y'all use into the vernacular within the playbook.
love this! Thanks!
extra kudos for using 'use in their sales rhythm'
Battlecards
Onboarding
Value drivers
Onboarding
Value drivers
Thank you!
In have found that doing a battle card is really helpful to pull up while on the phone as it is simple and easy to read but yet very effective.
Battlecards
Battlecards
In have found that doing a battle card is really helpful to pull up while on the phone as it is simple and easy to read but yet very effective.
You want your playbook to be a wealth of knowledge that your reps can quickly pull up and grab some key takeaways to use in their sales rhythm. I would also recommend intertwining whatever sales methodology y'all use into the vernacular within the playbook.
You want your playbook to be a wealth of knowledge that your reps can quickly pull up and grab some key takeaways to use in their sales rhythm.
I would say the below 4 are the bare minimum. Ideally the SDR did some sort of qualification with the prospect and has more clarity on the use case. But we all know that is not always the case.
Do they have a problem that we can no doubt solve?
I think B.A.N.T. is outdated, but honestly helps show they are at least qualified.
Take into consideration the manufacturing costs and the information must be accurate and without unnecessary surpluses.
Sales techniques section mainly.
Related posts
Members only
16 comments