Create Pipeline Through Use of a Sales Playbook (AA-ISP Chicago 2012)
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This document discusses how organizations can use sales playbooks to standardize processes, increase productivity and drive revenue. It recommends establishing a sales playbook with 5 stages for creating opportunities, incorporating various sales methodologies. The playbook should include checklists, appendices with sales tools, and activities mapped to a CRM. Regular review and refinement of the playbook is suggested. Implementing a playbook can increase a team's average win rate by 38% and individual performance by up to 300%.
Create Pipeline Through Use of a Sales Playbook (AA-ISP Chicago 2012)
- 1. Ralph Barsi Create Pipeline through the Use of a Corporate Sales Manager Sales Playbook InsideView @rbarsi
- 2. EVERY Organization has Sales Tools Call scripts Email templates Case studies Data sheets Brochures White papers Analyst studies Competitive hot sheets Qualification criteria checklists ROI calculators Methodologies Proposals
- 3. Why Organizations Build Sales Playbooks 1. To generate pipeline and drive revenue 2. To gather disparate, decentralized info into one place 3. To standardize messaging 4. To ramp new hires 5. To reinforce struggling reps and remind experienced reps 6. To increase productivity of reps 7. To drive a corporate initiative 8. To prevent things from falling through the cracks!
- 4. Plan your work and work your plan Plan your work and work your plan.
- 6. Announce it! Quit looking for the people you’re looking for… And start looking for the people that are looking for you. • We’re introducing an Outbound Sales Playbook • It encapsulates a 5 stage approach for creating opportunities • All market segments will contribute (SMB, MM, ENT, & Lead Gen) • It’s a roadmap • Each stage is clearly defined and segues into the next stage • It’s a hybrid of methodologies • We incorporate WYWYN, 3x3, and NMCC • It’s a Sales Management System • It will inform pipelines, qualify opps, coach skills, and increase productivity • It also addresses ideal customer profile, value prop, & messaging • It will test how well we walk the walk
- 8. Chapters mirror the five stages of creating an opportunity Checklists make it simple to follow and reference Appendices are comprised of the “sales tools” Activities / metrics are mapped to the CRM
- 10. Prospecting Time is Sacred
- 11. Some Friendly Reminders About Prospecting “There’s no one you can’t get to if you’re determined.” Chet Holmes “Activity - to produce real results - must be organized and executed meticulously. Otherwise, it's no different from children running around the playground at recess.” John Wooden “You're not here to survive this, you're here to take charge of it.” US Navy SEALS “Do is the first part of done.” “If we did the things we are capable of, we would astound ourselves.” Thomas Edison “You cannot build success on what you’re about to do.” “Nothing great can be accomplished without enthusiasm.” Ralph Waldo Emerson
- 12. 7 Ways to Optimize the Playbook 1. Refine, update every 3-6 months (eBook format) 2. Encourage candid feedback from the users 3. Certify reps on the messaging 4. Always include checklists at the end of each chapter 5. Apply best practices by mapping to your CRM 6. Print spiral-bound copies for everyone 7. Review sections, best practices, methods in 1:1’s If you don’t use it…you LOSE it!
- 13. You Can’t Win if You Don’t Keep Score
- 14. Experts in the field (that can help you) Give your Inside Sales team a Sales Playbook that defines Define the Sales effective processes and Playbook (unique Clients that delivers compelling sales value prop, target implemented tools, and you’ll have a customer, playbooks saw their winning team. competition, average win rate go common objections, up 38%. & product information). Playbooks are a resource that trained salespeople can leverage to recall best practices in real-time. By giving participants a tactical playbook, Vorsight’s sales training alumni see up to 300% increase in individual performance.
- 15. Ralph Barsi Thank You! Corporate Sales Manager InsideView @rbarsi