Sales Playbook Examples
What is a sales playbook? In a nutshell, a sales playbook captures sales best practices and communicates those best practices to your sales people in a clear and actionable way. Sales playbooks concisely describe what a salesperson should do to succeed in different situations. A sales playbook puts the right strategy and resources into the hands of your salespeople, empowering them to take the right steps, at the right time, with the right people.
The best sales playbooks focus on specific sales scenarios or topics. Here are several examples of playbook topics: company overview, value proposition, buyer personas, buyer’s journey, handling in-bound leads, cold calling, handling objections, conducting a needs assessment, competitive analyses, upselling, asking for referrals, and more. Each sales organization must determine what topics to cover and how many sales playbooks they will need to empower their sales people to succeed. Typically, many sales organizations need about a dozen sales playbooks.
What does a Sales Playbook Include?
Each sales playbook should include the recommended steps, time frame, and any related content or resources to go with those steps, such as: email templates,call scripts, sales presentations, demos, links to articles, guides, videos and FAQs.
What is Sales Enablement?
Sales enablement is a more comprehensive means of equipping sales people with the right resources to shorten the sales cycle, increase win rates, and sign bigger deals. Sales playbooks are a key component of a sales enablement solution. Sales enablement, as a function, evolved in response to the evolution of the B2B buyer. With a wealth of information available online, buyers are in more control of the buying process than ever before. In many cases, buyers can be more than halfway through their journey before they reach out to a seller.
What does this mean? It means that sellers must take the initiative to reach out to enterprise buyers, winning the buyers’ attention much earlier in their journey. This is a task typically associated with marketing. So, sellers need to think more like marketers, and marketers need to think more like sellers – about the day-to-day experiences of enterprise buying and selling. Strong sales training, a key function of sales enablement, can ensure your sellers think like marketers.
The essence of sales enablement is ongoing sales training and coaching. Because sales enablement is providing customer insights, content and coaching to your sales team throughout the enterprise selling process. Sales enablement is the process of providing your sales team with the resources they need to close more deals. These resources may include content, tools, knowledge, and information to effectively sell your product or service to customers.
Ultimately, the goal of sales enablement is to align the interdependent elements of sales, marketing, customer support, product management, brand management, legal, and human resources to boost seller productivity and improve the buyer experience. In a nutshell, sales enablement strategy is to provide salespeople with what they need to successfully engage the buyer throughout the buying process.
What are the Advantages of Showpad’s Sales Enablement Software?
Simply stated, Showpad’s sales enablement technology makes selling easier. The Showpad platform streamlines onboarding, training, and coaching, helping get new hires selling quickly. With scalable training materials available on any device, new hires can access what they need anywhere, any time. Showpad can reduce the onboarding time for a new salesperson by 25%.
Showpad puts the right information at every salesperson’s fingertips. The platform saves sales reps time by making relevant content easy to find, personalize and share on any device. Your sales team will get more effective, too: with Showpad, sales reps have the training, content, and support they need to exceed buyer expectations every time. Showpad can lead to an increase in enterprise sales of 10% or more.
Showpad helps sales and marketing teams collaborate efficiently to produce the content buyers need. Our platform centralizes all sales collateral so it’s easy to access, update and share materials. Powerful analytics identify the most impactful content so marketing can focus on producing only the best, most relevant content for sales. This can result in a 25% increase in productivity. Forrester analyzed the costs associated with Showpad (including licensing, training and implementation) against the platform’s benefits over the course of three years. They found the platform shows a return on investment of 516%.
The Showpad Sales Enablement Platform is ideally placed to guide companies through the challenges they face by leveraging a unified platform that combines content and coaching. Digitization of content and continuous access to training will help companies scale quickly while providing experiences that delight their customers and win business.
With Showpad’s Sales Enablement solution, marketers can centralize, organize, and distribute content intuitively, ensuring all content is consistent and compliant with messaging and branding guidelines. Salespeople and distributors can quickly pull up the right information at the right time to present or share with prospects. All content is updated in real-time, so your sales team always has access to the latest information in the field, reducing errors and miscommunication.
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