softwaresails

Sales Manager

Sales Playbooks. Are they helpful?

I apologize in advance if this has been asked previously. I tried searching the previous posts but nothing came up as I tried searching for this.

I've been tasked with putting together a Sales Playbook. This isn't something I've ever had available to me in previous positions so I don't have experience using something like this.

As I've started preparing to work on this I've found a handful of things that could be helpful to include:

Call scripts
Buyer personas
Overview of the sales process
Pricing outlines
Email templates
Key performance indicators (KPIs)
Lead qualifications
Product demo outlines
Negotiation tactics

Is there anything else that you have found helpful that have been included in Sales Playbooks you've used or put together?

Does your organization have a Sales Playbook?

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🧢 Sales Management

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9 comments

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mistamor

Opinionated

2

VP of Sales

Happy to add my 2cents.

In the buyer persona section, I think you could also add:
1. Buying Scenarios - this is the different use-cases that your prospects are looking to purchase (e.g. a common one is 'migrating from competitor)

2. Deal Drivers - within each buying scenario, what motivates them? (i.e. if someone's buying scenario is that they are migrating from competitor then a deal driver would be migrating data, seamless transition, feature parody, etc).

3. Buying Sceanrio Goals - this is the goals that the buyer wants to achieve within their buying scenario. I.E. if a prospect has a buying scenario for migrating from competitor, maybe their goal in the first 90 days of a new platform is to achieve XYZ functionality/results.

4. CSM Handoff - what happens when a deal closes? what's the process? In my company, we hand it off to CSM, and there is a process around it.

5. Competitor Analysis - this is literally a side by side analysis of your product VS your competition.VERY handy to have for your sales people.

6. Call recordings - you should have sections within call recordings that salespeople can refer back to. For example, having a call recording section for discovery - this allows sales rep to hear how a proper discovery call is made.

7. Common Objections and Rebuttals - a list of objections with different types of rebuttals.

8. Sales Enablement Material - material that you salespeople can piggy back off during demos or when they send follow up emails. The material SHOULD be specific to the BUYING SCENARIO -- makes it more tailored.

These are some additional things you should add.

softwaresails

Politicker

0

Sales Manager

Thank you! This type of feedback is exactly what I'm looking for. This insight is super helpful and I'll definitely be adding these sections into the playbook.

There are things here I never would have thought to add but are definitely important.

Salespreuner

Big Shot

0

Regional Sales Director

Such a valuable feedback here

Blackwargreymon

Politicker

1

MDR

Buying Sceanrio Goals - this is the goals that the buyer wants to achieve within their buying scenario. I.E. if a prospect has a buying scenario for migrating from competitor, maybe their goal in the first 90 days of a new platform is to achieve XYZ functionality/results.

Clashingsoulsspell

Politicker

1

ISR

Call recordings - you should have sections within call recordings that salespeople can refer back to.

swizard

Celebrated Contributor

0

Sales Evangelist

Playbooks are a very delicate thing - it might bring great results or turn the sales team into parrot-like robots. depending on the industry, target audience etc

MR.StretchISR

Politicker

0

ISR

Buying Sceanrio Goals - this is the goals that the buyer wants to achieve within their buying scenario. I.E. if a prospect has a buying scenario for migrating from competitor, maybe their goal in the first 90 days of a new platform is to achieve XYZ functionality/results.

Mr.Floaty

Politicker

0

BDR

Deal Drivers - within each buying scenario, what motivates them?

Cyberjarre

Politicker

0

BDR

I agree! I want the details

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