A playbook is a documented record of the complete sales and marketing motion of your business.
A well researched, structured and embedded playbook can significantly:
- Reduce your sales cycles;
- Increase your win rates; and
- Streamline your onboarding process of new starters (and Partners), thereby reducing the associated "time to value".
Your finished playbook can be a physical document or an interactive and engaging digital game or asset. Whatever your needs, we can help.
Whilst every engagement is different, we typically get involved with helping to define the following:
- Market ANALYSIS work stream
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- The problem you are solving
- Whether you are a market maker or a market taker
- What your most receptive types of organisations are
- Who your role-specific influencers are
- Sales process work stream
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- The sales process
- The elevator pitch
- The most effective qualifying questions
- How to run the first meeting
- Competitor Analysis work stream
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- Your primary competitors
- Your competitor offerings
- The key weaknesses of each offering
- The sales motions of your competitors
Is your sales and marketing motion written down and repeatable?
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