Use A Playbook to Supercharge Sales Enablement
Rich Hua stashed this in The Art of Sales
Stashed in: Football
1. Creating The Right Content
The average playbook contains upwards of 1,000 plays that use a handful of different offensive formations. Between the T, the I and V-formations, the veer, and Shotgun alone, it’s enough to make your head spin.
But there’s method in the madness.
Great coaches recognize that no two defenses are the same from play to play (let alone from game to game), just as great marketers and salespeople recognize that no two sales prospects are the same. Every lead has unique needs, challenges, and pain points that need to be addressed with content at each point in the sales process.
Start by clearly mapping out your buyer personas and understanding how each differs in how they move through the stages of the buyer journey.