Kadient's Sales Playbooks provide salespeople with the coaching and guidance they need to advance and win deals in complex B2B selling environments. A Sales Playbook aligns sales activities, content, tools, and coaching with the customer’s buying cycle, and it served up within a CRM system, so the salesperson knows what to do, how to do it, and when to do it. Sales Playbooks can be developed for any recurring selling situation where you want to drive repeatable behavior, and consist of a series of plays that are based on what’s proven to work in previous sales engagements.
What Sales Playbooks are...
- They are situational - You could never develop a sales playbook for every scenario a sales person will encounter, but across any team there are common situations, such as selling into a specific target market or selling a particular product line.
- They are concise - Salespeople are usually overwhelmed by the amount of collateral and information their companies throw at them. The best sales playbooks collect the 10 or 15 plays and resources that are proven to work in a given sales situation.
- They are buyer-focused - Buyers go through a problem-solving cycle, and need information to move to the next step. The design of effective sales playbooks starts with a clear understanding of the buyer’s information needs, and aligns the information with those needs.
- They are opportunity-specific - Salespeople don’t retain knowledge and information unless it relates to a current deal. Sales playbooks need to be delivered to salespeople in the context of the deal they are working.
- They are dynamic - The market conditions you sell into are constantly changing. Salespeople need to be able to provide feedback when plays are no longer working or messages need to be updated, so that the playbook can continuously improve.