Here are twelve free sales playbooks to help you get started on the path to generating dependable, repeatable and predictable sales results. I recommend starting with the introduction playbook, but feel free to learn whatever you want to.
Please note: I use these playbooks as training guides, so my ad-lib and real-life examples are omitted. Hopefully, they inspire you none the less. That said, the sales playbooks will give you the foundational knowledge you need to sell successfully in today's world.
If you require additional individual sales training or customized organizational sales consulting after viewing the playbooks, please reach out to me.
The introduction playbook will cover an overview of all the sales strategies, processes and software needed to sell successfully in today's world.
The ideal buying profile playbook will cover how to define primary and secondary fit criteria to score the companies you want to sell to, so you know which ideal buying profiles to prospect first.
The buying persona playbook will cover how to uncover the motives behind the actual people making buying decisions, their behaviours, their unique pain points, what they need and want, and how they buy.
The sales content alignment playbook will cover how to align your sales collateral by performance and buyer stage, so you are always sending the right content to the right person at the right time.
The sales positioning statement playbook will cover how to clearly articulate what products or services you offer, which markets or customers you serve and why you do it. It's the new elevator pitch.
The identify stage playbook will cover how to use common connections, ideal buying profiles, social media, trigger events and your website to find leads worth prospecting.
The connect stage playbook will cover how to use a multi-touch approach to prospect nurturing, sales personalization and leverage a give to get strategy to get into more conversations.
The discovery stage playbook will cover how to excite the prospect about your products or services, assess fit using BANT, and get the buyer to collaborate and share their goals and challenges.
The close stage playbook will cover how to prepare, present and close a plan by translating goals into targets and using the cost of inaction to validate the need and timeline to reduce objections.
The sales software playbook will cover what sales software tools you should be using to increase sales performance and monitor prospect and customer behaviour in real-time.
The sales performance metrics playbook will cover how to determine your sales conversion metrics to know if you’re on the right track to your sales targets.
The how to hire and coach salespeople playbook will cover the four steps to successful coaching, the coaching growth model, why you need a hiring strategy and how to develop a hiring strategy.
Ron Cassan of RGC Sales Inc. specializes in providing b2b sales performance solutions for individual salespeople or customized sales consulting for sales organizations that want dependable, repeatable and predictable sales results.
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