Prospecting is essential for growing any business. It’s a vital part of conducting business that complements a company’s growth strategy and initiatives. Organizations whose salespeople use a playbook separate themselves from the rest of the pack. Not only do those organizations create pipeline essential to achieving revenue goals, but their salespeople master a skill that is lost on most sales teams.

1. Ralph Barsi Create Pipeline through the Use of a
Inside Sales Manager Sales Playbook
InsideView
@rbarsi
@Sales_Playbook

2. ted.com

3. Simon Sinek, The Golden Circle

4. So many resources, so many locations
Call scripts
Email templates
Case studies
Data sheets
Brochures
White papers
Analyst studies
Competitive hot sheets
Qualification criteria checklists
ROI calculators
Methodologies
Proposals

5. 9 reasons organizations build 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
9. To influence behavior

6. Frame it up

7. Announce it with enthusiasm
• We’re introducing an Outbound Sales Playbook!
• It lays out a simple, 5-stage approach for creating opportunities
• You’re all stakeholders (Lead Gen, Corp, & Field Sales)
• It’s a roadmap!
• Each stage is clearly defined and segues into the next stage
• It’ll show you how to reach the destination
• It’s a hybrid of methodologies
• We incorporate WYWYN, 3x3, NMCC, & others
• It’s a Sales Management System
• It’ll inform pipelines, qualify opps, coach skills, and increase productivity
• It addresses our ideal customer profile, value prop, & messaging
• It’ll test how well we walk the walk

9. 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

11. Prospecting time is sacred

12. Pepper your playbook with memorable quotes
“There’s no one you can’t get to if you’re determined.” Chet Holmes
“Opportunity favors the man in motion.”
“You're not here to survive this, you're here to take charge of it.” US Navy SEALS
“You can’t take a fishing boat out and just expect all the fish to jump in the boat.”
“Just tell them what time it is. You don’t have to show them how to build a watch.”
“You won’t get by on just personality and good intentions.”
“Your prospects have a finely-tuned BS meter.”
“It takes 30 seconds to get 2 minutes; 2 minutes to get 15 minutes; and 15 minutes to
get an hour.”
“Measure twice, cut once.”

13. 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!

14. You can’t win if you don’t keep score

15. 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, competitio playbooks saw their
winning team. n, common average win rate go
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.

16. Ralph Barsi Thank You!
Inside Sales Manager
InsideView
@rbarsi
@Sales_Playbook