What is a Sales Playbook?
A sales playbook can mean different things to different leaders. Much of a sales playbook situates itself around objection handling or managing competition in the sale. These are, of course, important aspects of any sales organization, but they do require a good foundation and process to be effective.
How to Develop a Powerful Sales Playbook TemplateWhen developing a good Sales Playbook template, it is important to think through what the steps are to getting a deal done from the perspective of the customer. Then you can ultimately create activities and outcomes for sales reps to perform to get a customer through the buying process.
Tips for Startups creating a Sales Playbook
If you are a startup, you have a prime opportunity to set up your Salesforce or CRM to map back to this Sales Process and Sales Playbook. If you do it this way, you have a much stronger foundation for influencing your sales rep’s behavior and ultimately their success in selling your product or service.
In the different Sales Guide packages that I offer, I provide you with information regarding a proper Sales Process and Sales Playbook out of the box. There is no guessing and you can use what works.
We break down what the Opportunity Stages “could” be or how to map the Sales Process steps and stages to your current CRM setup.
Sales Playbook Template Overlays
After laying out that foundation, we provide the additional sales playbook template overlays in terms of how to look at your competition. I help you organize this analysis into what your competition solves regarding a customer’s technical, business and personal challenges.
Use the Sales Playbook to beat your CompetitionOnce you lay out your competitors using this framework, you are able to come up with your products’ or services’ unique abilities and differences. Furthermore, this exercise brings to light where you might be extremely weak in terms of a competitor in these areas. This kind of insight can influence your own product development or marketing.
See what Sales Leaders are saying!
VP of Sales
"Emily was a key part of building our sales process at BrightEdge. When she joined she quickly became the top performing rep and began sharing her knowledge with the team. She coached our top performing SDR's to better efficacy in their cold calling approach, developing a process that was then used across our team globally. Emily's sales approach was clearly working and she ran a series of trainings for our Account Executives on her process. She drove change in our discovery call process that included restructuring Salesforce set around her effective approach. Emily developed more robust and systematic objection handling including turning a key "deal killer" objection into a call to action to purchase. She also refined our approach for creating business cases and developed a template used across the team. In short, Emily content and guidance had a huge impact on the sales process of our SDRs and AEs. The people she mentored and who followed her process closely were top performing who went on to be promoted at every level."London
VP of Sales
"Emily's sales playbook in a box is exactly what an early stage sales leader needs. She is a model salesperson in nearly every way: her process, discipline, creativity and consistent achievement are all exemplary. Every Sales Leader would love for each AE to operate like Emily; now they can."San Francisco
VP Global Sales
"Emily has the unique ability to take complex and advanced sales skills and break them down in a way that is super easy for my sales reps to digest, comprehend and most importantly execute on!"San Mateo
I have been selling software for nearly 13 years and have been the #1 sales rep at every organization I have been apart of. I would often outsell entire sales teams of 4-5 reps in a given month or quarter. I am not some kind of sales prodigy or savant. The reason I am good at sales and was the top sales rep, was because I LEARNED how to do it. SALES IS 80% learned and 20% innate skill. Writing these guides is my way of giving back to the community and giving Sales Reps and Sales Leadership easy yet effective tools to increase revenue.
Written by a Sales Rep for Sales Rep. This guide is purely tactical information that you as a sales rep can implement into your selling behavior immediately to drive near term impact to your quota and achievements.
No sales theory, no complicated sales process or sales methodology, no fluff.
The Guide contains:
- Training Content
- Sales Agendas For Each Stage of Sales process
- Scripts (Pitches, Meeting Opening, 60 Sec Elevator Pitch, Meeting Closing)
- Business Case Templates
- Email FollowUp Templates
- Forecast Calculator
- and much much more!
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