How do you create a sales playbook that gets used by sales?
6 Answers
Splunk Sr. Director, Product Marketing - Observability • 1y
Speaking as someone who has created a lot of bad sales playbooks that have collected dust during my career :-), this is a topic that I'm passionate about. Here are the ma...
8315 Views
Grafana Head of Solutions Marketing | Formerly HubSpot • 5y
1. Take the time to understand their needs and paint points 2. Work with Sales leadership on a plan for rep adoption: align on the resourcing, rollout, measurement, and e...
2797 Views
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Gem VP of Marketing & Partnerships | Formerly Mixpanel, Slack, BlueJeans, Cisco • 6y
A good question to ask before starting a sales playbook is, “what’s in it for them?” Good sales reps welcome support from anyone who can truly help them, and product mark...
1890 Views
Pomerium Head of Marketing | Formerly Roofstock, Instacart, Uber, Algolia, Google • 5y
By understanding how deals work from beginning to end. Get to know the SDRs. What research do they do before starting a sequence? How does a meeting get set? Sit in on f...
1101 Views
Guidewire Software VP Product Marketing | Formerly EIS Group, Datasite, Software AG, Microstrategy • 5y
Should Sales not create the Sales Playbook?! This seems to be a case where PMM is doing Sales Ops' job. I understand with smaller companies responsibilities stretch acros...
876 Views
Oracle Senior Director of Product Management • 4y
Sales is most likely to use an asset that product marketing creates if they influence the asset as it comes together. I like to create a working team with a cross-section...
1060 Views
Related Questions
What are your biggest frustrations with creating insightful sales playbooks that get used? Other products are taking up sales rep mind share. How can my products compete for mindshare?How do you get sales to use the tools you create? How can you make sure that your sales team understands how to use selling tools they're given and can sell the product?How do you create a repository for sales enablement assets that actually gets used?How to track impact of assets we create, eg pitch deck, one pager? Not as easy as creating our social content