Developing a Sales Playbook involves collaborating with your product experts, sales team and leadership to synthesize the appropriate content.  We gather information through interviews and shared workspaces designed to gather the content in the cleanest, most efficient way.  Much of this content exists in your internal wikis, collateral, email systems and brain cells.

 

We know what we're looking for, and we know the best way to present it in a compelling fashion.  The way we gather information for your Sales Playbook is quick and completed with minimal intrusion to your daily work.  As we progress, we share the development with your project team.  Their input on our work helps guide the finished product.  Development of your Sales Playbook typically takes less than 30 days.

 

To ensure a rapid roll out of your Sales Playbook, we've developed an internal process which expedites our work and helps us deliver a quality finished product to our customers.  Following are the steps we use to deliver your Sales Playbook in a timely manner:

1. Analysis and Assessment
A core team is selected based upon their experience and role in your company.  Using our assessment methodology, we interview the team to gather the key knowledge about your solution and the best way to sell it.  In addition, we interview key customers to understand why they purchased your products, their experience in the sales cycle, and how they feel about your company.  Finally, we review relevant company collateral, documents, website and other contact for useful information.

2. Document and Confirm content
Based on the results of our interviews and document analysis, we enter the content into the Sales Playbook.  Once all the content has been entered, we review it with the customer's team leaders for accuracy, impact and usefulness.  Once reviewed, we make the necessary adjustments and prepare for the final stage.

3. Deliver Sales Playbook and train users
When the Sales Playbook is complete, we prepare a training class for all users of the system.  Users are educated on how to find information, and how to actively update the information.  As part of our ongoing service, we continue to update the win/loss information and maintain updated competitive analysis.