Category: Sales Playbooks

4 Best Practices That Will Turn Your Sales Playbook into Sales Action

sales playbook best practices

Plans and strategies are only as useful as their implementation, which is why every sales organization needs a sales playbook.

Sales playbooks help organizations put their plans into action, guiding sellers through every step of the sales process. When reps have access to practical, simple resources, they will have more effective buyer conversations that lead to higher customer retention rates, better lead conversion rates, and increased numbers of reps meeting their quota.Continue reading article ›

7 Essential Elements of a Winning Sales Playbook Template

sales playbook tips

As a Highspot Account Development Representative, I know it is no longer the case that sellers get to control the buying process — rather, it’s the reverse. In many ways, the role of the salesperson has shifted from being the pitcher in baseball, where they get to dictate when and how to deliver the pitch, to the batter, where they now must be ready for anything the prospect decides to throw at them. In fact, it’s estimated that 50 to 80% of the buyer’s decision-making process happens before the sales rep gets involved.

For salespeople to combat this paradigm shift in buying patterns and behavior, we must be ready for any conversation, question, or objection, no matter where our prospects are in the buyer’s journey — and we have to be able to turn on a dime. That’s why Highspot is designed to empower sales reps like me with modern sales plays and sales playbooks.

Continue reading article ›

The Secrets to Creating Winning Sellers

sales training and productivity

As the B2B sales landscape becomes more complex, traditional sales processes no longer entice, engage, or win over modern buyers.

In order for sellers to remain competitive in today’s fast-changing business landscape, they must understand and adapt to new buyer behavior and effectively exceed expectations at every turn.

So, what are the traits that make up winning sellers? Let’s take a look at their anatomy and the steps that leaders can take to nurture more successful reps.

Continue reading article ›

The Framework for a Solid Sales Playbook

sales playbook framework

In the old days, a sales playbook may have been nothing more than a fat 3-ring binder with some tabs in it. While talking on the phone to a prospective buyer, a salesperson could tuck the receiver under his ear, grab the playbook off the shelf, and flip through the tabbed sections in it to find the play he was looking for. Then, as now, the sales playbook was a source of cumulative knowledge from the sales team and guidance from sales management, gathered together into a single resource. It spelled out best practices and diagrammed the required steps to lead the prospect through the sales cycle to the desired finish: the sale.

The sales landscape has transformed drastically since then, and yesterday’s playbook won’t cut it anymore. Sales has become more complex than ever. In fact, a majority (70%) of sales reps report that they are experiencing more complex sales processes. This is up from 64.5% last year. The buyer’s journey has taken the place of a more rigid sales cycle so that sellers need to be able to react as the process unfolds and provide personalized responses to prospective buyers at a moment’s notice. In the age of the modern buyer, they come to the sales interaction better prepared and better informed than ever, with expectations for a fully digitized and seamless experience.

Continue reading article ›

4 Steps to Turn Sales Enablement into Revenue

4 steps to turn sales enablement into revenue

Recently, we co-hosted a webinar with SiriusDecisions called Connect Sales Content to Revenue. This session was chock-full of research-backed advice to help you turn your sales enablement efforts into measurable revenue contributions. If you want to take sales enablement to the next level, there are a few important steps to consider, and we’ve outlined them below from the webinar discussion.

It’s important to note that before you get started, you’ll want to meet with sales finance to obtain your organization’s revenue plan. Measuring the impact of sales enablement on increasing revenue is key to ensuring your efforts drive the greatest impact on business value, and you need the revenue plan to do it. This step often gets missed, and that’s a shame because sales enablement loses out on its “seat at the table” as a result. Don’t lose your seat at the table! Start with sales finance and then use the four steps below to start turning your enablement efforts into revenue.

Continue reading article ›

5 Keys to a Powerful Sales Playbook

5 keys to a powerful sales playbook

A sales playbook sounds like a great idea — capture the best practices and most important content for your selling process to turn every rep into a closing machine. But it doesn’t always work out that way. Too many sales playbooks rest comfortably on a shelf, gathering dust, while reps use whatever content they’ve managed to pull together. What does it take to create a playbook that is a valuable tool for closing deals? We’ve found that there are five keys to making a playbook that works.

Continue reading article ›

Playbooks for the Buyer Revolution

sales playbooks for modern buyers

For the past 25 years, I’ve helped drive sales at a number of software companies. That’s given me a ringside seat where I’ve seen many changes in the engagement between buyers and sellers. Most of those changes have been evolutionary, but recently we are experiencing a revolution.

Access to information over the Web and on every device has dramatically shifted the way that companies evaluate vendors and make their buying decisions. Customers have so much information that by the time they engage vendors, as much as 80% of the buying process is completed. Sellers need to be fully prepared to engage buyers on their terms and in an aggressive timeline.

Continue reading article ›