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%.

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.

5. Prepare the Framework

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