Playbook Table of Contents
A peek under the cover: Ever wonder what a well crafted sales playbook looks like?
Are your sales people on the same page? Are they following a step-by-step process to drive leads? Are they making the most out of their efforts to move prospects through the pipeline?
If you answered “no” to any of these questions it’s time to develop a sales playbook. A sales playbook documents everything your team needs to generate, qualify, nurture and close leads. The playbook takes the guesswork out of prospect development, helping your sales team perform at their best. You can also incorporate Account-based marketing processes to improve short and long-term results.
Ever wonder what a well-crafted sales playbook looks like. Here’s the table of contents for a playbook Prospect-Experience recently created. A team of BDRs uses this 25-page document as a training tool, and ongoing reference. These individuals have everything they need at their fingertips to do their job confidently—and drive results.
TABLE OF CONTENTS
Introduction
PX Playbook: Purpose, How to Use
Company Overview: Information on the organization as related to its sales goals and this project.
Offer: Defined and documented description of the product/service, delivery mechanism (the “how it works”), price, and other considerations.
Market: What is the total addressable market (TAM)? What specific roles are targeted? What are the targets worried about, and how does [company] help?
Positioning: How are offers positioned in the market, how do we compare to competitors’, and what are the relative strengths of the company/its solutions?
Lead Qualification Specifics: What is the pain, priority, process and environment situation associated with the solution(s)?
Pre-call Considerations: Do your homework, but don’t overdo it; call guidelines.
Message Outbound: What to say and do: Call flow(s), voicemails, emails and other media.
Lead Processing: Distribution, method, timing, and process for acceptance.
Metrics: Media/cadence outbound, metrics for scaled program, and lead definition.
Reporting: Weekly reports, market intelligence and roll-up reports delivered as followed.
Weekly Conference Call Agenda: Lead-, Pipeline-, Comments, Questions.
Resources: Where to go for more information.
Does it work? Ask Greg Plunkett with Credit Plus, a PX client benefiting now from the sales playbook developed for his organization by Prospect-Experience: