Sales Playbook on a Shoestring: Introduction (Part 1)

Posted by Alana Kadden Ballon on May 23, 2016

Many small companies struggle to create tools for sales because sales are focused on closing deals and marketing leaders on setting the overall message, promoting the brand and generating leads.

Creating sales tools doesn’t need to be held up by lack of design or headcount dedicated to sales tools. It is important to gather information from the sellers themselves and make sure that it is shared across the team and continues to help in future cycles.

Don’t make your sales team wait for what they need or spend their time reinventing the wheel by asking the same question other reps have already answered. Increase rep productivity by putting the information they need at their fingertips.

In this blog series, we’ll provide step-by-step tips for documenting your sales process, creating buyer personas, discovery guides, demo scripts, competitive intelligence, proof of concept guides, proposal and business case templates. We’ve used this methodology with companies that have 10 customers and companies that have over 10,000 customers.

Where should this content live?

This content should live where your reps do. Within our customer base, some clients use sales playbook tools like Veelo, Seesmic or Qvidian – many of which are built into Salesforce.com and others use content management tools like Atlassian’s Confluence or Google Sites.

Overall, our recommendation is that you but the information where your team is – if they live in Salesforce, put it there, if they live in another internal tool, put it there.

Playbook tools are great because they can present the information to the reps based on what type of opportunity, where they are in the cycle and who they are competing against.  If you have budget, someone to guide the implementation and manage it, pick one! But this series is about doing things on a shoestring, so we’ll assume you’ll be using a basic content management tool.
Your task: Before our next post is up tomorrow: pick out where your content will live!