How to Use a Sales Playbook with Your Sales Team
The Center for Sales Strategy
SEPTEMBER 2, 2020
Before we get into the how to use a Sales Playbook , let’s make sure we’re all on the same page when it comes to answering what is a Sales Playbook.
how-to-use-a-sales-playbook-with-your-sales-team 
AI in Sales: A New Era of Selling
Sales 2.0
MAY 30, 2023
This is number 7 in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going. Traditional sales models vs. AI-enabled selling. This interview is with Heidi Messer Co-Founder of Collective[i].
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Modernize Your GTM Playbook With These 3 Rules
Zoominfo
NOVEMBER 9, 2023
At this year’s INBOUND conference , I attended ZoomInfo’s session “GTM for All: Unlocking Playbooks for Every Company,” which provided valuable insights into how companies can connect these disparate threads to modernize and optimize their GTM strategies. A third of responses came at least a full day later.
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Introducing a Better Go-to-Market Playbook
Zoominfo
NOVEMBER 16, 2022
Just as sports teams use playbooks to map out potential in-game scenarios, the best go-to-market (GTM) teams rely on playbooks to map out their revenue-generating strategy across sales and marketing. Plenty of companies have sales and marketing plays, but not all plays are created equal.
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100 Pipeline Plays: The Modern Sales Playbook
Advertiser: ZoomInfo
Hit your number with 100 Pipeline Plays. For the first time, we’re sharing the winning plays that took us from scrappy startup to a publicly traded company. Use our proven data-driven plays to grow your pipeline and crush your revenue targets. Close more deals with these winning plays!
Sales may be about to get harder
Sales 2.0
MARCH 12, 2020
In the sales realm I believe we may be about to see a big shift. This includes your prospects. It’s time for business owners and sales leaders to take action to make sure you can sell effectively if we enter a downtown. Do not be surprised if deals in your pipeline don’t close. Your prospecting numbers may drop too.
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A Failure to Launch?
Sales and Marketing Management
APRIL 1, 2020
In order to resonate with customers, your announcement must be seen, messaging absorbed and content leveraged with the sales team. For a successful campaign or product launch, you’ll want the right content and up-to-date information at the fingertips of your sales reps. A failure to launch. Customized workspaces :?You
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Apple Fritters and the 10 Keys to a Successful Sales Transformation
Understanding the Sales Force
OCTOBER 25, 2023
I’m not very useful in the kitchen until it’s time for cleanup. On the bright side, I do know how to use the microwave oven! And that, somehow, leads me to sales performance. Yesterday, I had a craving for an apple fritter and you can’t do much worse health-wise than a yummy, gooey, apple fritter.
GTM Automation: Unlocking the Power of Data for Sales and Marketing Teams
Zoominfo
JULY 26, 2023
For years, go-to-market leaders lived by the laws of growth through sales capacity. Experts say that standout growth will come from teams that double down on productivity. Here’s how ZoomInfo can help teams of all sizes modernize their go-to-market strategies and win the race for productivity.
How to Supercharge Your Customer Expansion Strategy
Zoominfo
JULY 13, 2023
The sustained growth that can only come from retaining and expanding your customer base relies on sales reps who consistently build genuine relationships with customers. That work starts with determining where a customer is today, understanding where they’re going in the future, and seeing how you can help them bridge the gap.
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GTM 60: 261% More Likely to Trust a Company When Their Founders are Posting on LinkedIn with Sam McKenna
Sales Hacker
SEPTEMBER 19, 2023
Sam McKenna is the founder of SamSalesConsulting , previous to that she spent 6 years at On24 ending up as their VP of Enterprise Sales, She then jumped over to LinkedIn as their Head of Enterprise Sales. She now leads an all women team of 11, has over 180 clients, multiple million dollars in revenue, all under 4 years.
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Master the Sales Development Playbook to Boost Growth
Highspot
DECEMBER 19, 2023
The answer lies in lead generation driven by sales development reps. These teams scout and qualify leads. To truly unlock their potential, a robust sales development playbook is vital. What Is a Sales Development Playbook? Furthermore, the playbook aligns sales activities with broader business goals.
Mastering LinkedIn Growth: 3 Playbook Insights to Help You Grow
Sales Hacker
JANUARY 19, 2024
3 Things from Sam’s Playbook for LinkedIn Growth Sam McKenna , Founder at #samsales shares 3 aspects of her playbook 1. Write content for your target audience, but also beyond that While growth outside of your ICP alignment isn’t the goal, including some content for adjacent audiences can be helpful for growth.
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Sales PlayBook Philosophy: The Why & How for Selling
criteria for success
SEPTEMBER 30, 2022
Our Sales PlayBook philosophy provides the seller with a context for selling. The simplest way to explain this is to say that our Sales PlayBook provides both the “why” and the “how” for selling in your organization. What is the Criteria for Success (CFS) Sales PlayBook? A manual is static.
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How to Improve Sales Productivity and Boost Team Efficiency
Nutshell
MARCH 19, 2024
As the backbone of any business, the sales team needs to be efficient to meet targets and ensure the company remains profitable. Keeping an eye on your team’s sales productivity is one of the best ways to track performance and nip bottlenecks in the bud. Table of Contents What is sales productivity?
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A Sales PlayBook Success Story
criteria for success
OCTOBER 14, 2021
That's why we're re-sharing a story from 2019 about building a Sales PlayBook with one of our clients. Read on learn about how we first made contact, began our partnership, and together developed a Sales PlayBook. Why develop a Sales PlayBook? A Sales PlayBook Success Story.
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Demystifying Buyer Intent Data: 3 Tiers of Actionable Insights
Zoominfo
SEPTEMBER 22, 2023
At its core, intent data helps marketing and sales teams identify the companies and individuals most likely to make a purchase, especially in the near future. How Do I Know Which Intent Data is Trustworthy? Tier 1: Champion Moves When the biggest supporter of your product moves to a new company, it’s a significant opportunity.
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How to Set Sales Goals: 7 Best Practices to Improve Sales Performance
criteria for success
JUNE 8, 2022
As a sales manager, one way you can help your busy sales team be more productive and improve sales performance is to give them a set of best practices on how to set sales goals. When setting goals in our CFS Sales Playbook , I use this approach: Make goals hierarchical in the PlayBook.
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How to Create a Sales Prospecting Action Plan
criteria for success
SEPTEMBER 9, 2022
As a sales leader, it can be a challenge to make sure your team is prospecting efficiently (or at all). This action plan puts your sales reps on the right track to ensure proper prospecting practices. Sales conversations. This plan is a foundational tool to ensure your team achieves sales success.
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Ditching 'More is More' to Increase Sales Team Effectiveness by 50%: Teamwork.com’s Story
Hubspot Sales
SEPTEMBER 6, 2023
How do you go from putting out fires to running like a well-oiled machine? If you’re rolling your eyes at your screen right now, just hear us out. Read on to find out how Teamwork.com increased sales efficiency by 50% when they ditched "more is better" in favor of "better is better." What’s the backstory?
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Enhancing Prospect Qualification for B2B Sales Success
Janek Performance Group
APRIL 10, 2024
In the competitive landscape of B2B sales, effectively qualifying prospects is paramount. However, many B2B sales teams struggle with inefficient qualification processes. In fact, two statistics cited in Spotio are eye opening: 46% of B2B sales reps list lead quantity and quality as their top challenge.
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This is Why You Need a Sales Playbook
Alice Heiman
NOVEMBER 13, 2019
My clients often ask about sales playbooks. How many should they have? . To be honest, I have shied away from playbooks because the word has different meanings to different people. Which got me thinking about what a sales playbook is and why you need one. . I talked to my good friend and playbook guru,?
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New Book! The 60 Second Sales Coach
Keith Rosen
OCTOBER 27, 2020
Download Your Free Copy of The 60 Second Sales Coach . Over 600 Coaching Questions and 40 Critical Conversations Managers Must Master to Develop Sales Champions and Coach More Customers to Succeed. ” If this is what you and your company think, then you have no idea what coaching is, and you’ve never coached before.
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Revive Stagnant Pipeline with These 6 Proven Tactics
Sales Hacker
OCTOBER 27, 2023
We’ve witnessed a pervasive challenge sweeping through the industry: Sales cycles growing longer and more arduous. This week is brought to you by Demandbase: Hit Your Revenue Goal. Use Fewer Resources. For example: Cross-reference your customers with their connections, and have your happy customers directly reach out to them.
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22 of the Best Custom GPTs for Sales Enablement
Allego
JANUARY 18, 2024
In the rapidly evolving world of sales enablement , staying ahead of the curve is not just an advantage—it’s a necessity. The emergence of generative AI and the proliferation of GPTs has opened a new horizon for sales enablement managers, as it has for sales teams, promising greater efficiency, innovation, and revenue growth.
Why your sales meeting sucks — and how enablement can fix it
Sales Hacker
DECEMBER 14, 2022
One day you might have to explain to your children that companies once had sales meetings in person, in a room with the lights dimmed and something called a PowerPoint presentation. (If Now we all use Zoom for our meetings. So you might expect us to say, “and everything changed.” And this is why your sales meetings suck.
The Hybrid Sales Kickoff Playbook
Allego
APRIL 18, 2023
When it comes to hybrid sales kickoffs (SKOs), consider ditching the same-old dreary programming and get creative. A long itinerary of live-streamed presentations quickly gets tedious—no busy sales professional has the attention span for that. How can you level up your hybrid meeting to be engaging and fun?
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The AI Advantage for Managing Large Sales Teams
BuzzBoard
DECEMBER 13, 2023
We have already discussed in our last post how managing a large sales team creates hurdles at tracking performance, analyzing sales data, providing personalized coaching, etc. Simply compiling exhaustive performance analysis no longer cuts it in today’s highly competitive enterprise sales climate. But what’s next?
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7 Creative Ways Sales Reps Are Using AI
Hubspot Sales
JULY 25, 2023
Like many disciplines, sales teams everywhere are trying to understand what role artificial intelligence will play in their industry. It’s here, and it’s already changing sales as we know it. Whether you’re skeptical, curious, or fully on board, it’s important to educate yourself about how sales reps are using AI.
SalesTech Video Review: All-in-One Sales Enablement @AllegoSoftware
SBI
APRIL 11, 2021
SalesTech Video Review: All-in-One Sales Enablement Software Allego. Allego can be used by anyone that Enables Sales (whether you’re in HR, learning & Development, Sales, Sales Enablement, or Marketing). Coaching & Collaboration You can enhance individualized coaching by using recorded sales calls.
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GTM 56: The Pioneer of the BDR Name with Lars Nilsson (Revisited Bonus Episode)
Sales Hacker Training
AUGUST 18, 2023
Lars Nilsson is the VP of Global Sales Development at Snowflake. Before that he was the VP of Global Inside Sales for Cloudera. Before that he was the VP of Global Inside Sales for Cloudera. He then talks about Cloudera’s account-based sales development method, including how it started and why it was successful.
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Why You Need to Attend NEXT 2021
InsideSales.com
MARCH 3, 2021
NEXT is a free 2-day virtual event designed to give your sales team practical insights to succeed in 2021, and a vision for where the market is going. We’ve spent months curating content, keynotes, and breakouts that are catered to the new landscape of sales. How have the events of 2020 changed the world of sales?
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From Process to Playbook Your Small Business Sales System
SalesProInsider
OCTOBER 28, 2021
Yet many don’t take the same approach for their sales function. The owner realizes they don’t have the time for sales and taps someone on the team to, “Sit in on meetings and watch me so you can work with these prospects in the future.”. The owner hires a sales rep and sets them loose, expecting they’ll know what to do.
Unlock Sales Success with AI Sales Coaching and Training
Highspot
MARCH 26, 2024
Whether you’re launching a new product, implementing new sales strategies, or upskilling your team, sales training and coaching will always be of utmost importance. Oftentimes, sales managers won’t have the bandwidth to set up personalized training and coaching sessions for each rep on their team.
Sales Authenticity Sells
Sales Hacker
JANUARY 12, 2024
The enduring truth of the statement “ people buy from people they know, like, and trust” remains a constant in the realm of sales. This principle has stood the test of time and continues to be a significant factor in the sales decision-making process. Sales authenticity” resonates with people in different ways.
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The Pros and Cons of Following Sales Playbooks
SBI
OCTOBER 15, 2019
The Pros and Cons of Following Sales Playbooks. When you think of a “sales playbook”, what’s the first thing that comes to mind? If you’re thinking of a plan or guidebook for your sales team to follow, you aren’t too far off. What is a playbook? Improves training.
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Understanding the Value and Benefits of Guided Selling
Highspot
FEBRUARY 4, 2024
Merging cutting-edge technology with personalization, it’s redefining how we shop. It tailors the buying experience using AI and extensive data, guiding customers as they compare products, understand pricing, and select add-ons while preventing the frustration and abandonment that often come from being overwhelmed by options.
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The Sales Playbooks Every Sales Team Needs
Costello
APRIL 16, 2019
In our latest research done in partnership with Databox , marketers and sales managers agree that playbooks improve the effectiveness and efficiency of calls, help train new salespeople and ensure product and services are correctly positioned. Here’s what they said: Cold Calling Playbooks Are a Must.
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Making ABM Stick: How to Create Marketing and Sales Alignment that Lasts
Sales Hacker
APRIL 29, 2022
Marketing and sales alignment is a core component of account-based marketing (ABM) but many organizations treat this as a once-and-done step. True ABM requires salespeople to adopt a new playbook, in which they analyze data to determine the best time to intercept prospects, and customize their outreach based on account and contact knowledge.
Sales Talk for CEOs: Building a Powerful Go-to-Market Machine with Jonathan Siddharth (S2:E19)
Alice Heiman
JUNE 16, 2022
million software developers on Turing, and the platform is used by huge companies like Johnson & Johnson, Pepsi, Dell, Disney, Coinbase, and more. And he’s joining Sales Talk for CEOs to discuss exactly how he did it. 14:02] Product market fit + playbook = time to build sales. [19:16] Click to tweet.
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Pandemics, Playbooks and Priorities
Pipeliner
JULY 22, 2021
As roadmaps for best practices, sales playbooks matter. To start this playbook conversation, let’s build our understanding through one of our favorite methods – the sports analogy. I wrote an article a while back comparing sales playbooks to soccer corner kicks. How can we bring it to life?
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How to Create a Healthy and Effective Goal-Driven Sales Environment, According to Sales Leaders
Hubspot Sales
MARCH 19, 2022
The goal of any sales organization is, ultimately, to increase revenue. Which means the goal of any effective sales leader is to inspire and motivate their sales team to hit, or exceed, their revenue targets. But first — what is a goal driven sales environment? What is a goal driven sales environment?
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The Playbooks Guide for Customer Success Managers
InsideSales.com
FEBRUARY 2, 2021
The handoff of the customer from sales to CSMs should be smooth and offer the same level of care and attention they’ve come to expect from your organization. Playbooks gives CSMs more visibility into and accountability for their accounts. During the sales cycle, reps use automation to customize messages, cadences, and contacts.
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Sleepy Sales? 7 Sales & Prospecting Slump-Busters
criteria for success
FEBRUARY 8, 2022
If you’ve been a sales manager for a while, it's inevitable that one or more people – or even your entire sales team – will get into a prospecting or selling slump. But after years working in a pandemic, you never know when that slump feeling might take over for your team members. Time Management.
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