I’m often asked how do you build an effective sales playbook. All too often, my company is brought in after the client has spent considerable time and dollars on a failed sales playbook project. Sometimes the client tries to do it themselves. Other times they engage an outside consulting firm to build a sales playbook…
When was the last time you were on the receiving end of a sales surprise? Let me guess, it was not of the pleasant sales surprise variety. Our good friends at Merriam-Webster online capture it best by defining the word “surprise” as: “to attack unexpectedly” (source:http://www.merriam-webster.com/dictionary/surprise). When I think of sales surprises, I inevitably think of them all being…
What is a sales playbook and why is it important? Sales playbooks are the synthesis of sales process, best practices, the sales tools used and the tactical steps that should be adhered to as part of an effective sales engagement. Think of it as a blueprint for sales success, which allows for creative tailoring based…
What is a sales playbook and why is it important? Sales playbooks are a synthesis of sales process, best practices and the tactical steps that should be adhered to as part of an effective sales engagement. Think of it as a blueprint for sales success, which allows for creative tailoring based on situational needs but…