Create Pipeline through the Use of aSales Playbook

Ralph BarsiInside Sales ManagerInsideView@rbarsi@Sales_Playbook

ted.com

Simon Sinek, The Golden Circle

Call scripts

Email templatesCase studiesData sheetsBrochuresWhite papersAnalyst studiesCompetitive hot sheetsQualification criteria checklistsROI calculatorsMethodologies

Proposals

So many resources, so many locations

9 reasons organizations build playbooks

1. To generate pipeline and drive revenue

2. To gather disparate, decentralized info into one place

3. To standardize messaging

4. To ramp new hires

5. To reinforce struggling reps and remind experienced reps

8. To prevent things from falling through the cracks

6. To increase productivity of reps

7. To drive a corporate initiative

9. To influence behavior

Frame it up

Announce it with enthusiasm

• We’re introducing an Outbound Sales Playbook!• It lays out a simple, 5-stage approach for creating opportunities• You’re all stakeholders (Lead Gen, Corp, & Field Sales)

• It’s a roadmap!• Each stage is clearly defined and segues into the next stage• It’ll show you how to reach the destination

• It’s a hybrid of methodologies• We incorporate WYWYN, 3x3, NMCC, & others

• It’s a Sales Management System• It’ll inform pipelines, qualify opps, coach skills, and increase productivity• It addresses our ideal customer profile, value prop, & messaging• It’ll test how well we walk the walk

Chapters mirror the five stages of creating an opportunity

Checklists make it simple to follow and reference

Appendices are comprised of the “sales tools”Activities / metrics are mapped to the CRM

Prospecting time is sacred

Pepper your playbook with memorable quotes

“There’s no one you can’t get to if you’re determined.” Chet Holmes

“Opportunity favors the man in motion.”

“You're not here to survive this, you're here to take charge of it.” US Navy SEALS

“You can’t take a fishing boat out and just expect all the fish to jump in the boat.”

“Just tell them what time it is. You don’t have to show them how to build a watch.”

“You won’t get by on just personality and good intentions.”

“Your prospects have a finely-tuned BS meter.”

“It takes 30 seconds to get 2 minutes; 2 minutes to get 15 minutes; and 15 minutes to get an hour.”

“Measure twice, cut once.”

Optimize the playbook

1. Refine, update every 3-6 months (eBook format)

2. Encourage candid feedback from the users

3. Certify reps on the messaging

4. Always include checklists at the end of each chapter

5. Apply best practices by mapping to your CRM

6. Print spiral-bound copies for everyone

7. Review sections, best practices, methods in 1:1’s

If you don’t use it…you LOSE it!

You can’t win if you don’t keep score

Experts in the field (that can help you)

Define the Sales Playbook (unique value prop, target

customer, competition,

common objections, & product

information).Playbooks are a resource that trained salespeople can leverage to recall best practices in real-time.

Give your Inside Sales team a Sales Playbook that defines effective processes and delivers compelling sales tools, and you’ll have a winning team.

Clients that implemented

playbooks saw their average win rate go

up 38%.

By giving participants a tactical playbook, Vorsight’s sales training alumni see up to 300% increase in individual performance.

Thank You!Ralph BarsiInside Sales ManagerInsideView@rbarsi@Sales_Playbook