What’s in a Word? (Video)
Sell more by using better words. Compel your prospects to buy from you by harnessing the power of words. Be more positive and audience-centric in the way you use words in all sales interactions.
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Sales Playbooks have been around for ages … in the form of one-page summaries of the key steps in a sales process. But Sales Playbooks have changed.
Today’s dynamic, situationally aware Sales Playbooks are helping sales people focus on exactly what they should be doing to progress a deal through each of the sales stages quickly and successfully.
54% of salespeople using a Sales Playbook are likely to meet their sales target. That figure drops to just 46% where there is no Playbook is available the sales team.
Sales Playbooks are helping sales organisations meet sales targets more easily and with greater predictability.
The problems that a lot of B2B sales organisations face is that any given sales process can be complex with twists and turns that are not always predictable.
And even with less complex sales your salespeople may be handling so many opportunities at any one time that it is impossible for them to be do exactly the right thing all of the time.
A Sales Playbook is a sales tool which takes existing best practice in Sales and turns it into a step-by-step guide for each deal for all.
Everyone in the Sales team has the benefit of access to the tool and a well-designed Playbook is referenced and used every day by the majority of sales professionals.
Benefits include:
Strategy and Marketing Director, Healthcare, Colchester
Boring, boring, boring! What sales person wants to get bogged down worrying about a silly sales process when they could be getting on with what they are paid to do – adding value to clients – and so earning peer respect, the respect of internal management and – more often than not – fat, juicy commissions?!
You certainly don’t want your sales people getting bogged down in unnecessary process.
Asking how we might be able to do things better and optimising the type and sequence of sales steps to get to the closed deal might make obvious sense.
But so often sales organisations apply the sales ways of working and partially formed processes to every sales situation – a very common situation (and Einstein’s definition of insanity!).
The most successful B2B (business to business) sales people and sales organisations are those that work together as a well-co-ordinated and practised team, adhering to a tried, tested and optimised way of selling. Which is a considered sales process, as boring as that might sound.
Whilst we would never suggest that an organisation or sales person not following a sales process proves madness, what is incontrovertible is that it makes sound business and financial sense to make sure you know what methods, messages and tools work best with your prospects.
Then, once you know what works, continue to repeat what has been proven to work well in the past. (Why wouldn’t you … a reasonable definition of sales sanity, perhaps?).
The sales process workshop is the cornerstone of optimisation and future sales success. In order to get the most from the workshop we will meet with a representative sample of your sales team, as well as with those performing support functions around sales (e.g. Marketing, Product Management, Operations etc.).
These intimate discovery interviews point the way to how processes can be bettered and on this basis the workshop is designed and structured for maximum participation and impact.
The key attributes of success and best practice are identified and retained. This is best practice which is documented and reviewed with your sales leaders until approved; at which point the new process is shared with everyone in and around the sales team.
The format of the final output is entirely down to you. The established standard used to be a hardcopy flow chart or one page summary. But increasingly the need is for interactive sales playbooks embedded into the corporate CRM system.
Head of Marketing, Construction, Cardiff
Download our guide: “Why and How to Develop a Sales Playbook“
Sell more by using better words. Compel your prospects to buy from you by harnessing the power of words. Be more positive and audience-centric in the way you use words in all sales interactions.
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The sales proposals and presentations that they developed with us were outstanding. The underlying messages were simple and crisp, appealing directly to our targeted audiences. Their role in delivering key sales wins in London and in the South West was absolutely invaluable
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