Iannarino

OCTOBER 12, 2023

Many problems that plague sales leaders and sales managers can be traced back to a lack of accountability. Because B2B sales roles provide more autonomy than most business positions, it is important they also come with the discipline of accountability.

B2B 297

B2B Sales 297

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? And as business changes, so does the PlayBook.

Sell 98

Sell Sales Drivers/motivators Promote 98

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. The post Mastering LinkedIn Growth: 3 Playbook Insights to Help You Grow appeared first on GTMnow. This called for insight from one of the most knowledgeable on LinkedIn’s platform – let’s get into it.

Growth 93

Growth GTM CRM Launch 93

Partners in Excellence

MAY 30, 2023

We continue to use the same playbooks, but those playbooks no longer work. We need new playbooks! The post Why Are You Still Using Your Old Playbooks? We think we have changed by inventing a whole new series of acronyms like ARR, CLV, and so forth, but they are the same concepts we’ve had before.

Objection handling 104

Objection handling Quota Entertainment Up-sell 104

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? It’s no secret that Sales PlayBooks are sales success tools. The best part?

Drivers/motivators 98

Drivers/motivators Cross-sell Government Sales 98

Highspot

DECEMBER 19, 2023

To truly unlock their potential, a robust sales development playbook is vital. What Is a Sales Development Playbook? Benefits of a Sales Development Playbook How Do You Create a Winning Sales Development Playbook? Furthermore, the playbook aligns sales activities with broader business goals.

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

SaaStr

DECEMBER 12, 2023

Mandy Cole, Partner at Stage 2 Capital, shared the five steps every company needs to take to build their first GTM playbook centered around the buyer. Let’s look at common mistakes in SaaS GTM playbooks and what to focus on instead. It’s hard to understand what’s working and not working if you don’t keep your playbook up to date.

GTM 94

GTM CRM Pipeline Referrals 94

Search Engine Land

OCTOBER 12, 2023

Learn more by registering and attending “AI-Powered Marketing in 2024: A Playbook for Success,” presented by MNTN. The post AI-powered marketing in 2024: A playbook for success appeared first on Search Engine Land. Join MNTN as they walk through how B2B marketers can utilize the rapidly evolving AI technology.

B2C 106

B2C Niche B2B Engineering 106

SaaStr

FEBRUARY 16, 2024

Well, the best in SaaS and venture and Cloud are not just still growing at epic rates, but they’re acquiring so much funding … they can still run the 2021 playbook. The companies that can run this playbook today are only the best of the best. But of those 200, maybe 50-100 can still run the 2021 Playbook.

Growth 94

Growth Up-sell Sell 94

Salesforce

FEBRUARY 19, 2024

What you need is an easy-to-understand sales playbook to guide your team to victory. What you’ll learn What is a sales playbook? What’s included in a playbook ? Learn more What is a sales playbook? A playbook is a comprehensive guide that outlines your team’s approach to selling.

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59

Sandler Training

APRIL 30, 2021

Create and circulate a documented playbook of best practices for anything and everything that occurs on an ongoing basis. The post The Power of the Playbook appeared first on Sandler Training.

104

104

Sales Pop!

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. Sales playbooks can make the difference. Think about it.

Sports 90

Sports Quota Strategize Gaming 90

Closing Bigger

JUNE 7, 2022

Building effective an effective Sales Playbook for your organization is vital to your ability to scale and sustain your sales success. There are many comprehensive and highly detailed guides out there on how to build a sales playbook, but I wanted to focus on a format that can get you started quickly.

Sales 98

Sales Niche B2B Clients 98

Predictable Revenue

MARCH 28, 2022

Inbound and outbound sales each require a unique approach, and there are several key differences to consider when it comes to building your sales playbooks. The post Key Differences Between Inbound and Outbound Sales Playbooks appeared first on Predictable Revenue.

Sales 105

Sales 105

Predictable Revenue

OCTOBER 4, 2021

Learn how to build a winning playbook from scratch in 4 easy steps to create a repeatable, scalable sales culture. The post Build Your Sales Playbook in 4 Easy Steps appeared first on Predictable Revenue.

Sales 116

Sales 116

Predictable Revenue

DECEMBER 20, 2023

The post The Beginner’s Playbook for Sales Managers with Gretchen Gordon appeared first on Predictable Revenue. Gretchen Gordon, the author of "The Happy Sales Manager," unravels the complexities and challenges of this significant career shift.

Sales 59

Sales 59

Martech

NOVEMBER 19, 2021

Good morning, Marketers, the B2B playbook is expanding. But just because the playbook has expanded, doesn’t mean that the goals for B2B marketers have altered significantly. The post Good morning: The B2B playbook is expanding appeared first on MarTech. Social media is relevant, and not just LinkedIn, but Facebook, too.

B2B 94

B2B Contact Follow-up Meeting 94

Sales Hacker

MAY 31, 2023

How to sniff out objections before it’s too late The powerful email template EVERY post demo email should have How to have your prospects thinking about you ALL THE TIME The post Dominating Demos: Steal This Sales Demo Playbook appeared first on Sales Hacker.

Sales 71

Sales Prospecting 71

Sales Hacker

MAY 17, 2022

During this live event, we’ll dissect the winning hybrid sales strategies playbook, showing how leaders implement approaches that accelerate pipeline & empower reps to find success, regardless of where the sale occurs. The post 2022 Leadership Playbook: Winning Hybrid Sales Strategies appeared first on Sales Hacker.

Outside Sales 83

Outside Sales Pipeline Sales Process 83

Women Sales Pros

FEBRUARY 11, 2020

What is a Sales Leader Playbook? Is a Sales Leader Playbook the same as a Sales Playbook? A sales leader playbook is a book of ‘Plays’ for sales leaders – Sales VP’s, Directors and Managers. Sales leaders will realize results this year by gathering their teams around the development of a custom Sales Leader Playbook.

Contract 114

Contract Sales Gaming Closing 114

SaaStr

NOVEMBER 6, 2021

The other day Brendon Cassidy, the first head of sales at LinkedIn and the first VP of Sales at $10B Talkdesk, Adobe Sign / EchoSign, and more — and now co-CEO of Cosell — and I caught on what’s changing in the Sales Playbook for 2022. It’s a great deep dive you can watch here. This was a great insight.

Sales 124

Sales Engineering Closing Prospecting 124

SalesProInsider

OCTOBER 28, 2021

Playbook (the How). The Playbook (the Hows) builds from the Sales Process and outlines the specific Hows for being successful in each step. A starter Sales Playbook should include instructions and templates for the following: Ideal client profiles. Bottom line: A clear Process, People, and Playbook mean business growth.

Process 83

Process Sales Follow-up Up-sell 83

SaaStr

FEBRUARY 22, 2022

There’s one final mistake I see 50%+ of founders make: they hire a VP of Marketing with the wrong playbook. The demand gen playbook is just so different at different ACVs: From $0-1k ACV, marketing is a B2C-style playbook — with no sales at all. Marketing here needs to know this playbook. What do I mean?

B2C 107

B2C Inside sales Strategize Growth 107

Concentrix Catalyst

APRIL 20, 2022

The post The API economy playbook appeared first on Concentrix Catalyst. Driving business value with secure, self-service digital capabilities Consumers today demand more from their digital experiences. From the need to keep retail inventory information up to date for buy online/pick […].

Retail 52

Retail Service 52

SalesBlog!

NOVEMBER 24, 2021

I had passed out the sales playbook and gave my sales team some basic instructions with a completion date. I have designed a sales plan (playbook) that I have given away for years. The right way to present a great sales plan or playbook? Sales plans or playbooks need to be their plan. So far so good. Yeah… not really.

Presentation 52

Presentation Territory Sales Represent 52

A Sales Guy

OCTOBER 2, 2018

I think too many sales organizations, their salespeople AND their sales leaders are playing from the same playbook. Everyone is playing from the same playbook. Winners create their own playbook. Are you playing from the same playbook as everyone else? The post Salespeople, Why is Everyone Playing from the Same Playbook?

Cold Call 117

Cold Call Quota Pitch Prospecting 117

Sales Hacker

NOVEMBER 3, 2022

In this article, I’ll unpack the playbook for winning in the new world of hybrid sales. The post 2023 Leadership Playbook: Winning Hybrid Sales Strategies (With Examples) appeared first on Sales Hacker. For more on the new world of work, check out my last Sales Hacker article: Is Rapport Dead?

Sales 85

Sales Cold Call Gaming Quota 85

Closing Bigger

JUNE 7, 2022

Building an effective Sales Playbook for your organization is vital to your ability to scale and sustain your sales success. There are many comprehensive and highly detailed guides out there on how to build a sales playbook, but I wanted to focus on a format that can get you started quickly. How should you use your sales playbook?

Niche 52

Niche Sales Consult B2B 52

SalesHood

FEBRUARY 11, 2022

In our Product Marketing Playbook for Sales Enablement talk, Saleshood CEO Elay Cohen discussed why it's important for product marketers to own parts of sales enablement and outlined how product marketers can embrace sales. Here’s a look at the content discussed during the webinar.

Product 52

Product Sales 52

Sales Hacker

OCTOBER 22, 2018

I read a quote the other day that immediately resonated with me: “Memorizing a playbook is like memorizing a script. In sports, a playbook charts out potential in-game scenarios, containing your team’s strategies and guiding your path from where you are in the “game” to where you want to to end up. In sales, it’s not much different.

Sales 98

Sales Gaming Objection handling Quota 98