Wayne Cerullo

Chief Buyer Advocate at B2P Partners

California

I equip PMMs with powerful prospect insights that give them a competitive advantage. Buyer journeys for the entire B2B buying team. Independent win-loss that unveils real business-winning opportunities. GTM strategies built on understanding how and why buyers buy. Playbooks that combine buying insights with selling best practice.

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What are some ways you can build credibility with Sales, ensuring that they will leverage your messaging and materials?

Wayne Cerullo

B2P Partners Chief Buyer Advocate • 7y

Great question - great answers. Dave Kong started us with a super framework. As you know, this is not a trivial issue so I would like to add a POV to these answers. (Full disclosure: I am sharing what I have seen as head of a B2B buyer strategy firm. I am so passionate about this, we created an offering to do this called PlaybooksPlus). The Key to Sales Thinking In my experience, sales people are ruthlessly practical - they use what works. So the conversation with them must be ruthlessly focuse ...Read More

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Does anyone have a good company they used to help create sales playbooks? I'm sure many of us have created our own internally, but curious if anyone has used a vendor they have been satisfied with?

Wayne Cerullo

B2P Partners Chief Buyer Advocate • 7y

You might check out Playboox.com. Three points I know - they are focused on this (obviously), it includes team training (it's not just a piece of content!), and they integrate with Salesforce.com so your SDR / AE / etc. has the targeted content they need in front of them every day. I'd be interested in your POV on them.

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