24 Mar 2023
Goal is to make this the landing page structuring all topics & related notes.
What is a playbook?
I think the term "playbook" comes from American sports where coaches will have a book with all the plays they can run. TBC.
For a formal explanation:
A sales playbook is a comprehensive set of guidelines and procedures that sales teams use to improve their sales effectiveness, close more deals, and increase revenue. A sales playbook typically includes detailed information about the sales process, prospecting techniques, sales pitch strategies, objection handling tactics, and closing methods.
Sales playbooks are designed to provide sales reps with a roadmap to success by outlining the most effective ways to engage with potential customers and navigate the sales process. They are often created and customized by sales leaders, based on the organization's specific sales goals and market dynamics, and can be continuously updated and improved over time.
Sales playbooks may also include best practices for collaboration between sales and marketing teams, customer relationship management, and sales metrics and KPIs. Ultimately, a sales playbook serves as a valuable resource for sales teams to help them streamline their sales process, improve their performance, and ultimately close more deals.
My Playbook
This section and associated notes aim to provide my framework for a B2B Sales playbook.
It's a framework only, as each playbook will look/be different - context matters a lot.
Also, it's my personal playbook, so it's particular to me, with a heavy emphasis on Technology (both what is being sold & how).
TODO insert notes links.
The Sales Process
Prospecting
Definition of prospecting
Types of prospects
Ideal customer profile
How to build an Ideal Customer Profile (ICP)
Lead generation strategies
Prospecting techniques
Tools for prospecting
Qualification
Definition of qualification
B2B Sales Qualification Methodologies
Criteria for qualifying prospects
Qualification techniques
Tools for qualification
Needs Assessment
Definition of needs assessment
Techniques for needs assessment
Tools for needs assessment
Demonstration
Definition of demonstration
Types of demonstrations
Best practices for conducting a demonstration
Tools for conducting a demonstration
Proposal
Definition of proposal
Best practices for creating a proposal
Tools for creating a proposal
Close
The Closing stage in B2B Sales
Definition of closing
Techniques for closing
Tools for closing
Objection Handling
Best practices for objection handling in B2B sales