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A key way that we are challenged is making our playbooks simple enough for the field to pick them up. What do you consider the MVP for the BOM created for sellers, vs what else to consider adding that can go a long way?

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2 Answers
Sales Enablement
  1. Sean Lauer
    Sean Lauer

    AUGMENTT VP of Marketing | Formerly Instruqt, Mural, Twitter, Anheuser-Busch InBev • 1mo

    The mistake most teams make is building the playbook they wish sellers would read instead of the one they will actually use. If it takes too long to find what a rep needs before a call, then it's too complicated. Start with the smallest set of things that gets a rep from zero to confident on a call, and add from there based on what they actually ask for. The MVP is pretty straightforward: A one-page pitch narrative, a concise ICP description, your top three to five objections with responses, and ...Read More

    367 Views
  2. Kuber Sharma
    Kuber Sharma

    UiPath Sr. Director of Product Marketing | Formerly Salesforce, Tableau, Microsoft • May 23

    The MVP playbook question is one I've wrestled with for years. My answer: a playbook that gets used beats a playbook that's comprehensive every time. If it's too long, reps will skim to the one-pager or skip it entirely. So the minimum bar is four things — a crisp problem framing, the buyer context, the top three objections with sharp responses, and the next step language. The "bill of materials" question is really a question about rep behavior. What do they actually pull up in front of a prospe ...Read More

    229 Views

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