What four elements should your sales playbook include?

  • Required behavior, factual outcomes, inspectable actions, and buyer-centric focus
  • What your sales reps need to know, what they need to do, what they need to say, and what they need to show
  • An ideal buyer profile to help your reps identify good leads, an outreach strategy to help them connect with good leads, a qualification framework to help them explore their leads’ needs, and a presentation template to help them advise their leads on the best path forward
  • Territories, quotas, compensation, and tactics
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