If you're working from a playbook, is there anything you wish you could add to it?
And if you're not using a playbook, do you wish you were? Would it be helpful?
Calico
What do you wish your playbook had?
14
What is the context of your question. Do you have a playbook you're building, have you built one, are you asking to ask?
Just out of curiosity, would it matter if I were building one from scratch or fixing an existing one? If your answer were "Damn, I wish my company had included (insert whatever here) in my playbook", would it have been different based on my own situation?
Well, yes. What I want in my playbook that is in v5 will be different than what I'd put in a fresh v1. I'd focus on the basics in v1, and add nuance and complexity as we itterate.
Our playbooks are meant for brand-new SDRs to be able to ramp up in a day. And since none of us can share playbooks here, I was looking for something like a ranty list (See CloudyWithAChanceOfQuota's answer below) that I could pick and choose from. Even if the answers included things already in my own playbook, maybe the thread could help someone else who's building a playbook from scratch later on without having to make another thread.
Great--now that I know the context I can help with my own experience:
SDR Playbooks are built to do what you said:
1) outline the day-to-day activities
2) supply them with the talk track, objection busters, and competitive intelligence that will help them navigate conversations
3) outline rules of engagement and SOPs that they must follow to maintain CRM hygiene and avoid stepping on the toes of others.
Above all else, it must be written so simply that anyone can read it and know what to do next. Screenshots, gifs, and other visuals are what I've found to be most effective rather than word blocks that confuse and drone on.
SDR Playbooks are built to do what you said:
1) outline the day-to-day activities
2) supply them with the talk track, objection busters, and competitive intelligence that will help them navigate conversations
3) outline rules of engagement and SOPs that they must follow to maintain CRM hygiene and avoid stepping on the toes of others.
Above all else, it must be written so simply that anyone can read it and know what to do next. Screenshots, gifs, and other visuals are what I've found to be most effective rather than word blocks that confuse and drone on.
A sliver bullet, take that however you want
is that like a super thin pen gun bullet?
I wish it had a pop up Kahlua fountain...like you know those birthday cards that play a song when you open them? Like that, only a fountain of Kahlua squirts straight into my eyeball when I open it.
I vote for one of those extremely generic company bday cards that HR is forced to give you with as much emotion as they can muster (little to none) but it has a clown's water spray flower thing full of coffee.
I'm with @poweredbycaffeine . Are you asking this because yours is lacking something?
As I make new templates for the board to check, I notice that our existing one single template isn't consistent across the board - some are lacking things that our client didn't have, like success stories. And some are just half done since our managers got lazy - or extremely busy, as they would call it.
What's included in your playbook?
Objections, challenges, information about the ICP if the client gave us that, competitor information, some G2 reviews and common complaints about the product (just to be aware).
No playbook. And if I did, it would be in a trashcan.
Fair enough. Does your company give any type of script or guidance regarding what you're selling?
As much as I want to say "Welcome, new SDRs. You sell cellphones to companies who might want their employees to have work-only phones. Here's your lead list. Have fun!" to my newbies, I feel like that would backfire pretty hard.
As much as I want to say "Welcome, new SDRs. You sell cellphones to companies who might want their employees to have work-only phones. Here's your lead list. Have fun!" to my newbies, I feel like that would backfire pretty hard.
I have no objection giving scripts and such to SDRs early on. But if they're good, eventually they'll find what fits them and their styles.
GAP SELLING, I've had enough bant HAHAHAHAHA
gap is a sales method and BANT is a qualification metric not a sales method
for once, I just wish we had some goddamn marketing. being within the startup division of my company, I would do awful things for some helpful customer success stories and one pagers around the new products we are adding
YES! Thank you for this. Our marketing team is....lacking at the moment, but this is definitely something I would like to add to a playbook.
And I'd give an entire boob for my clients to give me at least one success story of their own product instead of "Yeah, please sell our amazing product. Oh, you need some kind of proof that it's amazing? Well, none of our previous customers want to say how amazing it was, so just take our word for it."
And I'd give an entire boob for my clients to give me at least one success story of their own product instead of "Yeah, please sell our amazing product. Oh, you need some kind of proof that it's amazing? Well, none of our previous customers want to say how amazing it was, so just take our word for it."
Oh jeez, sorry everyone. The question made perfect sense in my head and then I took the rest of the day to focus on meetings.
I'm trying to fix the existing playbooks we have, but each campaign and each client had something different in their minds. As a result, some playbooks have objections, some don't. Some have objections that don't fit their ICP. Some don't have an ICP (Yeah, we sell our product to everyoneeeee!) and my favorite: We don't have a playbook. So my reps have no guidance.
In order to basically build a template that my clients can fill out, I want to know what sections would be useful apart from the basics: ICP, objections, common challenges, product information necessary for the SDR (the AE works with the client company), things like that.
I'm trying to fix the existing playbooks we have, but each campaign and each client had something different in their minds. As a result, some playbooks have objections, some don't. Some have objections that don't fit their ICP. Some don't have an ICP (Yeah, we sell our product to everyoneeeee!) and my favorite: We don't have a playbook. So my reps have no guidance.
In order to basically build a template that my clients can fill out, I want to know what sections would be useful apart from the basics: ICP, objections, common challenges, product information necessary for the SDR (the AE works with the client company), things like that.
No worries, I did get the point from OP but this additional comment also helps.
I just shared some ideas, hope that helps. And yes and objection handling section is very helpful for new reps.
I just shared some ideas, hope that helps. And yes and objection handling section is very helpful for new reps.
I would add a cover of two people shaking hands and one with the knife behind
Positioning statements
Qualifying questions
Compelling/Trigger events
A high-level view of the sales cadence
Some key traits about the personas (beyond the typical challenges that anyone can google)
Competitor analysis
those are the main sections that come to mind.
Qualifying questions
Compelling/Trigger events
A high-level view of the sales cadence
Some key traits about the personas (beyond the typical challenges that anyone can google)
Competitor analysis
those are the main sections that come to mind.
So, you ask a vague question with no background, several people respond and then you just ghost us?
In my defense, I can't just spend my day on Bravado when I'm in back-to-back meetings. And I'm not sure what background is needed in order to answer something like "Well, I wish my playbook had (x)." or "My old company had one and it helped, but my current one doesn't and I feel like I was just thrown into a tank of sharks with no cage."
Did you downvote my comment because I hurt your feelings?
What feelings? I work in sales.
I look for answers or questions that offer value. Earlier you asked for some context, and that made sense. I answered it, and your question helped me realize that my original post apparently wasn't clear enough. I clarified and I'm using people's answers to help my playbook.
What else do you want? Everyone to be online 24/7 just upvoting everything you post, valuable or not?
What else do you want? Everyone to be online 24/7 just upvoting everything you post, valuable or not?
Don't sweat it
It's been 19 minutes why haven't you responded!?!?!? lol
awe sorry did i get in your feels
Plays.
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