Salesforce.com is the best example of a sales playbook I’ve seen. It describes a “high-performance, step-by-step guide to closing the right deal at the right price with the right customer.”“ This definition is made up of three parts, as you can see. Let’s take a closer view....
During the consideration stage, the sales team strives hard to build rapport with the prospect. The team also tries to understand the prospect’s needs. In this competitive world, there are multiple options available, that is why it is important for your prospect to know the value of your pr...
In its different forms, sales documentation provides crucial resources that guide, inform, and empower sales representatives throughout the customer acquisition and retention processes. These are the types of sales documentation. Sales Process Playbook This foundational document outlines the company’s sales...
There isn’t just one way to increase the number of deals you close. For some businesses, the trick may be qualifying leads more thoroughly, and for others, the solution could be your sales pitch presentation or sales strategy. With this one, it’s up to you to figure out what’s work...
Quotas seem out of reach, and your team starts breaking into a cold sweat. Will they hit their numbers? Will the company hit its targets? This is not how you want your team to feel. But it’s where a lot of sellers are. According to the latest State of Sales report, only 28% of...
Going into a sales conversation blind — without a solid concept of the talking points you'd like to hit or an ideal trajectory of where it should go — can make you look sloppy, unprepared, or uninterested. Let's take a closer look at how to put one of these scripts together. How ...
Learn how to set ambitious – but attainable – quotas to keep your sales reps motivated and on track to sales targets. Lori Richardson We’ve all been there: It’s Q4 crunch time. Your numbers are slipping. Quotas seem out of reach, and your team starts breaking into a cold sweat. Wi...
By addressing these points, a good product description paints a clear picture of a product’s value proposition. It highlights the unique benefits and advantages that set a product apart from its competitors. Good product descriptions move buyers through a sales funnel, turning them from interested...
Amazon’s expansion from an online bookstore to a global marketplace illustrates the potential of B2C. By following consumer demand and serving it directly, Amazon has grown across markets and now offers B2C services like streaming entertainment and cloud storage. 5 online B2C sales models and ex...
A sales plan is a roadmap for how you’ll achieve your revenue goals. Learn what goes into one and how to make a sales strategy plan with our guide.