Effective implementation of a Sales Playbook results in 33% additional revenue, but just over half of companies have one. Travis Hill of The TAS Group shared the 12 Elements of a Great Sales Playbook that you should use to easily realize this revenue gain.
Sales Webinar | Sales Playbooks in Salesforce Altify
Learn how to increase sales team velocity. Watch your sales process come to life with tools and resources presented to your sales team in real time as they are working deals. Understand challenges and trends in sales effectiveness. Realize the benefits of a Sales Playbook integrated with your sales process. See a Playbook powered by The TAS Group and the Salesforce Platform in action
Sales Webinar | Sales Playbooks in Salesforce Altify
Learn how to increase sales team velocity. Watch your sales process come to life with tools and resources presented to your sales team in real time as they are working deals. Understand challenges and trends in sales effectiveness. Realize the benefits of a Sales Playbook integrated with your sales process. See a Playbook powered by The TAS Group and the Salesforce Platform in action
WorldFood Istanbul 2014 Food Exhibition ReportAlison O'Dowd
WorldFood Istanbul is Turkey’s longest running food and drink exhibition. In its 22nd edition the event once again confirmed its status as an effective route to enter the Turkish market. For many international companies, the event offers an opportunity to meet large numbers of targeted visitors in a short space of time.
Just like we are told not to do our groceries when hungry, organisations should not delve into cost cutting when they need it.
That is the single most important thing to keep in mind with regards to strategic cost management.
The words “strategic” and “management” both are equally important, because that’s where the difference lies.
While random cost cutting may show a marked improvement in costs during the current time-frame, what it does is essentially strip away necessary, value-adding parts of the organisation that would allow it to grow in the future.
Let’s start a discussion and hear your thoughts on this topic.
A sales playbook is a solution with different silos for each challenge in a sales cycle. It can
be used to set up tactics or methods that characterizes the roles and responsibilities for
you (and your sales team).
The Art (and Science) of Sales PlaybooksRalph Barsi
This presentation unveils the growing popularity of Sales Playbooks in today's B2B organizations. Where Sales Playbooks are not yet in place, the presentation provides a helpful guide to get you started.
Prepared for the AA-ISP Inside Sales Conference, November 12, 2013, Dallas TX.
Presenters: Dionne Mischler & Ralph Barsi
WorldFood Istanbul 2014 Food Exhibition ReportAlison O'Dowd
WorldFood Istanbul is Turkey’s longest running food and drink exhibition. In its 22nd edition the event once again confirmed its status as an effective route to enter the Turkish market. For many international companies, the event offers an opportunity to meet large numbers of targeted visitors in a short space of time.
Just like we are told not to do our groceries when hungry, organisations should not delve into cost cutting when they need it.
That is the single most important thing to keep in mind with regards to strategic cost management.
The words “strategic” and “management” both are equally important, because that’s where the difference lies.
While random cost cutting may show a marked improvement in costs during the current time-frame, what it does is essentially strip away necessary, value-adding parts of the organisation that would allow it to grow in the future.
Let’s start a discussion and hear your thoughts on this topic.
A sales playbook is a solution with different silos for each challenge in a sales cycle. It can
be used to set up tactics or methods that characterizes the roles and responsibilities for
you (and your sales team).
The Art (and Science) of Sales PlaybooksRalph Barsi
This presentation unveils the growing popularity of Sales Playbooks in today's B2B organizations. Where Sales Playbooks are not yet in place, the presentation provides a helpful guide to get you started.
Prepared for the AA-ISP Inside Sales Conference, November 12, 2013, Dallas TX.
Presenters: Dionne Mischler & Ralph Barsi
Providing managed services to your customers is more than just a proven method to retaining your existing customer base. By providing managed services, you create a recurring revenue stream that allows you to proactively plan for the growth of your business. Higher margins and a better business valuation are two of the additional benefits of providing managed services to your customer base.
Not just for IT shops anymore, copier companies, Telco’s and VoIP companies are securing their place in their market by adding managed services to their business profile.
This session will highlight how VoIP companies all over the world have followed N-able’s systematic approach to cross and up sell existing customers and execute on a new clients acquisition strategy to increase services revenue.
Developing a Sales Playbook is the optimal way to have your entire team follow the Best Practices required to have everyone perform as well as your best.
Keys To Building A Winning Partner Enablement Strategyhawkeye Channel
Tasked with the constant need to identify, prioritize, target, invest, and measure the performance of your partners? Transform your channel by effectively enabling your partners. Explore key strategies in this insightful presentation.
If you want your content marketing to take your business closer to its goals, it helps to have a game plan – a strategic selection of plays you can rely on to help you beat the competition and score points with your target audience. Each year, our Benchmarks, Budgets, and Trends research reveals which tactics marketers are currently using. And while it’s clear that certain platforms and plays are likely to cycle in and out of popularity over time, we’ve noticed an alarmingly consistent trend that seems to impact nearly all of them: Content marketers are experiencing a large gap between using a tactic and getting effective results from it. Our newest Playbook aims to help all content marketers better understand the value proposition of content marketing tactics and achieve greater success with their efforts.
Meet Charlie Cooper. He’s a seasoned sales rep who just lost his biggest client. The head of sales is telling him to sell higher, engage earlier in the buying process, and lead with insight. Find out how Charlie takes on the “insight challenge” and learns how to have a conversation vs. deliver a presentation. And look for future installments of The Charlie Chronicles.
Opportunity Management: The Key to Winning OpportunitiesAltify
There Are Only Two Reasons Why You Lose A Deal
Yes, just two! Either you should not have been competing in the deal in the first place (i.e. you did not qualify it properly) or you were outsold (either by a competitor or no decision).
Winning starts with four key questions:
Is there an opportunity?
Can we compete?
Can we win?
Is it worth winning?
Knowing which deals to resource and which to qualify out – is challenging. We agree.
Here’s what we’ve found:
Opportunity Management Matters! When you don't consistently follow a solid opportunity management process and methodology, you’ll miss important signs that often end up stalling or losing deals.
If there’s a chance that your team might be missing the real issues in your opportunities, watch and learn what you should be doing every single time, to maximize your opportunity to win.
The Top 3 Reason Why Your Account Planning Process is Broken (And How To Fix It)Altify
Maximizing revenue from key accounts is critical to maintaining revenue growth. Yet, when it comes to Account Planning, if honest, we often treat it as a chore to be avoided. Or, addressed once a year and then shelved until the following year.
Account Planning Matters …
1. For large enterprise sales Account Planning and Management delivers more additional pipeline and consistently greater win rates than any other sales or marketing activity.
2. For Territory or Portfolio Planning, account planning helps you to select the accounts that will deliver most revenue, and develop a plan to grow your entire book of business.
3. Acquiring business from new customers is six times more expensive than growing your revenue in an existing account
4. You are seven times more likely to win a deal in an existing customers than from a new account
5. We wrote the book on Account Planning in Salesforce. Oh, and yes, Salesforce uses our Dealmaker Smart Account Manager solution for their account planning.
Join us as we revisit the fundamentals of this surefire revenue growth strategy and share the insights we have gleaned since we first launched our book, Amazon #1 Bestseller Account Planning in Salesforce.
Everyone wants to improve sales results, however, not everyone is willing to change their sales behavior. 52% of companies report that the primary reason why new sales behaviors are not adopted is the failure to operationalize change.
For sales people, this comes down to a reward/effort equation. Is the benefit obvious, and great enough to motivate salespeople to adopt new behaviors?
Join us and learn the best practices to optimize your smart sales transformation initiative for sustained and predictable revenue growth. Hear Michael Campbell, Vice President of Sales Operations & Development for Diebold and JP Knapp, Director of Sales Enablement for Vocera Communications share their lessons learned about the internal challenges of driving adoption and sustained value.
How Great Sales Managers Minimize Risk to Maximize ImpactAltify
Frontline sales managers are in a high-pressure role and are the linchpin of the sales organization. When sales management fails, sales fails, and the business fails to scale.
Failure is too frequent – the average tenure of a CSO is just 18 months – but it doesn't have to be that way.
Managing the business of sales demands rhythm and a framework to prioritize what to do and when to do it. Effective sales managers can balance short-term current revenue activities (represented by your forecast), with the future business pursuits (represented by your pipeline) while at the same time managing day-to-day tasks.
In this presentation, we lay out a framework to help you manage your sales business and answer the Big Questions.
Webinar | Fail Early, Win More. The Strategy Behind Opportunity ManagementAltify
Our research suggests that just over half (59%) of sales professionals think they can qualify effectively. The problem is that when you do a great job in qualification your pipeline shrinks, and even though it’s the right thing to do, sometimes you keep that deal in the pipeline longer than you should.
If you’re pursuing 10 deals and winning 3, that’s a 30% win rate—average for enterprise sales. How about winning 4 out of 7? That’s a 57% win rate – with less time spent on deals you can’t win.
Sales And Marketing Alignment: The Good, The Bad, and The UglyAltify
Align Your Solutions to Customer Problems
Accelerate Sellers’ Credibility with their Buyers
Only 36% of salespeople can identify their customers’ problems and fewer can connect the problems to the business impact. Marketing & Sales aligning with the buyer is the first step. It’s the only way to connect your solutions to their problems. And only then can the salesperson add value to the conversation.
Account Planning in Salesforce: Trending in 2015 Altify
In every large customer account there is hidden white space where you can sell your existing products to new divisions and sell more solutions to the same business units, for complete penetration across the account.
In this webinar we reveal the secrets we have learned since early 2013 when we launched the Amazon #1 Bestseller Account Planning in Salesforce.
Since then we have seen thousands of account managers grow their business with their major customers, while also increasing the value that they deliver.
We have seen account and territory plans fully completed in just 6 hours, a large enterprise company add $400 million to their pipeline in just weeks, and an increase in win rate of 300%.
We will revisit the fundamentals of this surefire revenue growth strategy and share the insights we have gleaned since we first launched Account Planning in Salesforce.
Webinar | Bridging the Buyer / Seller Credibility GapAltify
Here’s the problem …
Buyers tell us that most sales professionals (64%) don’t understand their business.
Many sellers say that the materials they get from marketing don’t help build credibility during the first sales call.
Marketing leaders suggest that maybe sellers don’t use the materials that they provide in the right way.
Here’s the result ...
Buyers get frustrated, and sellers lose deals.
This is not just a sales and marketing alignment problem; it is a customer alignment problem. How can we help salespeople connect their solutions with the customers’ business problems? Without that connection, sellers lack credibility and lose deals.
Join us as we will dig into this deal-killing issue.
We will show you how to accelerate the salesperson’s experience in the customer’s business, and share the most relevant insights and sales messages; advancing their credibility, and advancing the deal.
We will also demonstrate Dealmaker Align, part of our Smart Sales Transformation suite, and the solution for bridging the buyer / seller credibility gap and resolving the sales and marketing alignment problem.
Webinar | Zero to Account Plan in 6 Contact HoursAltify
The likelihood of winning business in an existing customer is 60-70% compared to 5-20% for new customers (source: Marketing Metrics). Yet when it comes to Account Planning, if we’re being honest, we often treat it as a chore to be avoided. Or, addressed once a year and then shelved until the following year.
Billy Martin, Account Planning Evangelist and Senior Manager, Marketing Cloud at Salesforce, has seen serious return from a rigorous account planning structure. He’s willing to share key learnings including how to make Account Planning a natural part of a sales organization’s rhythm on a consistent path to maximizing revenue in Key Accounts. And how to go from Zero to Account Plan in six contact hours.
Joining Billy is The TAS Group’s VP of Strategic Alliances, Mark Handron. Mark has been working hand-in-glove with Salesforce to roll out their Account Planning initiative worldwide.
Watch this and gain insight to key takeaways to maximize revenue in your key accounts.
Webinar | Opportunity Management - Mind the Reality GapAltify
Process matters. If you don't follow a solid opportunity management process routinely, you’ll miss important signs that could end up killing deals.
Too often sales teams have vague conversations about the most challenging issues in opportunities. We’d like all sales teams to learn how to get to the heart of the matter.
Roger White, Sales Operations Manager at Level 3 Communications, EMEA, and our AVP Sales, Tim Foster explain how to surface deal vulnerabilities and wring every drop of value out of your opportunity management process.
Q1 may feel like a world away, but now's the perfect time to assess your 2015 State of the Union – while there's still time to close gaps and build momentum.
Ask yourself …
1. What do you want to accomplish in your business in 2015?
2. What are the gaps?
3. What resources are required to close the gaps?
Get ahead of your 2015 revenue number instead of letting it get ahead of you.
During this webinar, Jim Crisera provided CSOs and their teams with the key areas they should be focused on now (yes, now) to ensure a positive 2015.
Webinar | Access Key Players - Improve Your Win RateAltify
While tending to the needs of all buying roles in a sale is important, accessing key players is a critical skill that must be mastered.
Only 54% of sales professionals feel they are effective at accessing key players in the buyer’s organization.
Áine Denn provides you with 8 Key Elements of a Great Political Map. Aine also shares best practices for using Political Maps to identify the right people, gain access, and develop support in your target accounts⎯ giving you a smart competitive advantage to win.
Before we get started today, I have a few housekeeping items. 1. Everyone attending today’s webinar will receive a link to the archive and presentation deck. You may also access the archive following the webinar by going to www.thetasgroup.com—under the resources tab. 2. If you have a question, please use the question box on your screen or tweet your question to @thetasgroup. Questions will be addressed at the end of today’s presentation. 3. Join the conversation on Twitter – please use HASHTAG #politicalmapexpress4.
(Pause -3 seconds)Thank you Suzanne for that kind introduction and thank you everyone for taking the time out of your busy day to join us. I'm really excited to share with you the history of over 25 years of sales process development and sales automation which has led us to this point in time where we can develop automated sales playbooks to make our sales organizations more efficient and effective.To start out, I am going to spend some time discussing a few recent trends in sales process automation. We’re going to ask a couple questions of the attendees, very quickly discuss some recent research on the benefits of a structured sales process. Then we’ll go through the 12 Elements that make up a great sales playbook and from there jump into an actual demonstration of what this should look like in Salesforce.Finally we’ll end with a Q & A session.
So what is a smart sales playbook?It’s a documented guide that helps your sales people understand how to better sell our products or services. It incorporates a winning, repeatable sales process, and a good one will also be embedded directly into the daily workflow of your sales organization. But there are other aspects to carefully consider…and we’ve identified 12 of these elements through the development of over 20,000 sales processes at world class organizations around the globe during the last 30 years. First, to establish a baseline understanding of where we've come as sales professionals and where we’re heading, I would like to talk a little bit about the history of sales automation.
Over the years, sales people have seen a lot in terms of sales automation.It started with Excel and for some, Excel is still used to help organize contacts, help with forecasting, but it doesn’t really have much to do with facilitating sales process.Then sales people were given tools like ACT, Goldmine and other desktop based “contact managers”. Again, great tools but not embedded within sales process. Then Salesforce.com led the way to help sales teams become more social and mobile through cloud service. Salesforce.com was smart to give us the ability to add sale process stages to opportunities. Unfortunately, the sales person is left in charge of making a “judgment call” that’s often not based on empirical data to determine which stage an opportunity is in. So as sales methodologists we asked “What’s next for sales teams?” To answer this question you need to know what sales people expect and want out of their tools. As a sales professional I want my automation tools to be everything I’ve described and also make me smarter in how I sell to my customers and provide me with intelligent insight throughout the sales process. As a sales manager, I want to know where my team is, in the deals they’re working, so I can provide help when it makes the most sense. And I believe that companies who can nail this “sales process automation” and provide intelligent insight within the sales process will reap significant benefits. And we’re already seeing this in a number of organizations.
So first question of the day…how many of you have a defined sales process?Great, this is good to see and what we had hoped for. A well informed, intelligent listening audience that understands the importance of a good sales process:
Weanalyzed 750 participants in a Sales Performance Study, and learned that 2 of 5 companies still don’t have a defined sales process that is embedded in their sales organization. When you look at individual high performers vs poor performers. Those who are considered high performers are 33% more likely to follow a structured sales process. And second, Salespeople spend about 2.5 hours each week on sales forecasting, and for most companies, the accuracy of those forecasts leave a lot to be desired. In fact, based on this research; companies who do not define and execute a sales process have inaccurate sales forecasts 71% of the time! Those who do have a defined sales process, still aren’t always accurate in their forecasting but do a much better job. Now…why are those who have defined, strong process still not 100% accurate?Well, this is where sales automation comes in… just because you as a sales executive or sales operations/effectiveness professional have defined a sales process doesn’t mean that me as a sales person is going to follow it.
Now, before you answer that. Ask yourself, how do you know your sales process is being followed? If you don’t have a sales process, then the question has already been answered. But if you do, there is a couple things to consider quickly because breakdowns in sales process will have symptoms. Some of these symptoms are listed in orange on the right.Inconsistent performance, longer than expected sales cycles, poor coaching from sales managers, sales people are selling products vs. solutions, difficulty replicating high performer tendencies, and pipeline visibility is non-existent or speculative at best. All these are symptoms that your sales process isn’t being followed by everyone. With that in mind, please take a moment to answer the poll.********These are very common responses. The goal of this question is really to show everyone that getting your entire sales organization to follow a winning sales process is hard. But with the use of an intelligent sale playbook, it doesn’t have to be.In fact we’ve seen the benefits of integrated playbooks (which are by the way listed in green on this page) work for many of our customers.
A good example of the benefits one our clients had by implementing a sales playbook is ITS set aggressive growth targets and then developed strategic plans to meet its goals. One central objective was to improve its sales achievement, and the company decided to do this by investing in existing human capital rather than extending the sales teams. In addition, they embarked on a new action plan that included the adoption of a formal sales process and implementing Salesforce as their CRM. BenefitsITS, saw a huge improvement in so many sales variables:Numbers of Deals: Up 47% Average Deal Size: Up 26% Win Rate: Up 58% Sales Cycle Length: Down 27% ITS now has close to 90% user adoption, and 90% of managers are reviewing their deals using the playbook. ChallengesOne year later, however, ITS executives found a series of problems. First, adoption of Salesforce had declined to unacceptable levels and it was increasingly difficult to convey to sales people the value of using the system. At the same time, there was a lack of understanding about the sales process, and consequently, it was not being followed consistently. Also, communication across teams was poor, especially in teams that were geographically dispersed. When they dug deeper, the executives found that these were symptoms of some underlying failures. The company had not carried out enough training on the sales process, so it was not well understood or adopted within the sales organization. In addition, they operated a range of unconnected systems and this made sharing of information troublesome. For example, while ITS had been very thorough in providing process guides and other tools, these were in paper and spreadsheet formats. SolutionDealMaker Smart PlaybookDealMaker Opportunity ManagerDeal Maker Account Manager+virtual learning
Here are some other clients of ours who have automated parts of their sales function through one of our products. Feel free to go to our company website and you can see some of our customers talking about how they use our products and the benefits they get from them.
These are the products we offer. Smart Opportunity Manager integrates sales methodology into the sales process to help you understand competitive strategies to employ, coach your reps through deals, help reps understand formal and informal political structures, etc. Smart Account Manager helps you unlock revenue in your biggest accounts. Our CEO Donal Daly actually wrote the book on Account Planning in Salesforce…its call Account Planning in Salesforce.We’re talking about playbook today. And finally, if you want to measure the effectiveness of your individual sales reps rather than just quota attainment, you should ask us about our Smart Analytics.
And now to get into the meat of the conversation, so we’re going to go through the 12 Elements of a Great Sales playbook. This is the summary page and will be made available to all participants after the call. In the meantime, I want to break them down and explain each one. Then we’ll jump into the application and show this in context.
The first and one of the most important reasons for using a sales playbook is creating a:1. Repeatable Winning Sales ProcessesWhen everyone performs the same winning behavior’s all of the time, the sales team can achieve remarkable results. Winning sales processes are going to come from the best practices of your top performers. This ensures your salespeople are repeating the actions that will most likely result in success. When everyone adopts the same sales process, there is a common language that is understood, not just by sales, but by the whole organization. The result is an increase in productivity, a shorter sales cycle, quicker on-boarding for new sales reps and more wins for the sales team overall. 2. Customized to the Buying CycleCustomers buy in lots of different ways and customers know every step they need to take buying cycle. Particularly because of the increasing influence of procurement departments. The buying process has been systemized by your customers, so you want to follow that system. They have business problems to solve, alternatives to consider, decision criteria to meet, and again, a procurement process that is unlikely to be overturned. In short, they have hurdles they need to jump and in order to win consistently you need to make sure you are fully aligned with your customer’s buying activities. 3. Sales Tools in Context at Each StageAt each stage of the buying process, salespeople need to employ right tools, at the right time to advance the sale to the next stage in the process. If you’ve ever been a sales person you know that you are frequently faced with a myriad of options. This can make life confusing. We have marketing documents, whitepapers, ROI calculators, pricing cheat sheets. Usually found on a shared drive somewhere or embedded in Salesforce’s Content tab. Meaning sales people always need to search for what they should have at their finger tips. Putting the right tool in the right place of the sales process is important and part of a great sales playbook.
4. Industry Sales Process TemplatesIt is widely accepted that tailoring your sales process to the specific needs of an industry will increase your chances for success. As you build your playbook, you want to leverage what has worked before in that industry and it will give your sales people an advantage. If you aren’t sure where to start. Go to DealmakerGenius.com. It’s a free service offered by the TAS Group and in 15 minutes you can have industry sales process templates ready to go.5. Many Simple and Complex ProcessesOne playbook or sales process does not fit all. Sometimes your sales process is complex and requires 6 or 7 stages. Sometimes your sale is going to be very transactional in nature and you’ll only need 3 sales stages. Don’t make your sales people go through un-needed steps. It’s the best way to keep them from adopting your process. So create sales processes that fit the particular sale and let the sales person choose. 6. Process, Benchmarks and InsightWe want to see continuous improvement and that starts with understanding where you currently are as an organization and where you want to go. When a sales playbook incorporates a benchmarking process that captures these things then “true value” can be quantified.
7. Team Visibility for the Sales ManagerSales playbooks are often designed with just the sales person in mind. Remember that the sales manager is the critical link and important coach. If you can leverage your playbook initiative to increase your sales managers visibility into the sales teams pipeline, you can give your manager visibility into where deals are in the pipeline and provide opportunity based coaching for your sales reps. Knowing at which point to get involved in a deal is really hard but if done correctly elevate a lot of frustration on the sales rep and sales managers part. 8. Integrates with CRM SystemThis one should be a ‘no-brainer’. Complete integration with your CRM will deliver the best experience for the sales person. It will be integrated in their day to day workflow, and it will provide sales managers with greater flexibility on how they view the data. Not all integrations are created equal. If you’re on Salesforce, then your playbook will benefit hugely if it is ‘native’ on the Salesforce Platform. Now I don’t mean just “linked” to Salesforce, or just lightly integrated, if your playbook is Native, this means that your data resides in the Salesforce Cloud, with the same security as Saleforce, the same performance as Salesforce, and all of the data captured within the playbook is inherently accessible to Salesforce reports, dashboards, and other applications. You don’t have to worry about the security of a third party Cloud, the data transfer issues that occur with non-native solutions, or the reliability of a third party hosting infrastructure. Complete integration with your CRM is very important if not crucial.9. Informs Sales Forecast VisibilitySalespeople spend about 2.5 hours per week on sales forecasting. Your sales playbook should help you to give those 2.5 hours back, not to mention improve the accuracy of the forecast for each opportunity. If done properly, your forecast will be based on empirical data, not subjective insights that change based on how well the sales person is doing that particular month. We’ve all had sales reps who forecast everything under the sun and others who sandbag deals. A good playbook should be able to stop this.
10. Motivational and VisualThere are only two reasons why an individual doesn't complete a task. Either they don't have the “skills and knowledge” to complete it, or they’re not motivated enough. Having a playbook that solves these 2 problems is huge. Sales people are not only motivated by money. They are also motivated by progress. In fact, a sales person is more motivated day-to-day by seeing that a deal is progressing, than they are about the money that might come 3 months from now. Being able to visually see a deal progressing, is incredibly satisfying for sales reps.11. Social and CollaborativeWinning sales people use social platforms to expand relationships which increases productivity by understanding and influencing customer relationships. It also creates new channels for research, and increasing responsiveness to customers. Sales leaders are using social tools such as Chatter in Salesfore, Twitter, LinkedIn, to improve collaboration in their own sales outreach. And this should be incorporated into an effective sales playbook. 12. Mobile and CloudUnless your playbook is mobile and in the cloud so it can be accessed from anywhere at anytime, your playbook isn’t going to be used.
From a sales person’s point of view:I just go into my opportunity because its Native on Salesforce. It is completely integrated into my opportunities tab. I can vividly see my sales process and how my deal is progressing. I can also see how likely my deal is to closing and my probably close date. When I click in…Again, I can see the things I just mentioned but now I can expand the stages to see the qualifiers that make up each stage.I have sales tools attached at the right time in the process.You’ll also notice that the playbook informs my forecast. If I change the answers to the different qualifiers, the playbook will adjust my probable close percentage and date appropriately. I have mandatory qualifiers that need to be answered in order to progress the sale. If I don’t…look at what happens. I also have different template based on the type of sales (transactional vs. Enterprise)If I’m a sales manager I want Team Visibility
Ask for and address any final questions.
Thank you everyone for taking the time to join us today. I'm really excited to share with you the history of over 25 years of sales process development and sales automation which has led us to this point in time where we can develop automated sales playbooks to make our sales organizations more efficient and effective. In today's call where going to try to understand how technology and how sales process have evolved over the years, and get an understanding of the importance of having a repeatable, winning process, that is embedded directly into the daily workflow of your sales organization. And hopefully you'll leave here understanding the 12 elements that make up a great sales playbook. These elements have been discovered through the development of over 20,000 sales processes at world class organizations during the last 30 years. To establish a baseline understanding of where we've come from as sales professionals and where we’re heading I would like to talk a little bit about the history of sales automation.