Codifying a sales process playbook is the most effective way to execute a playbook initiative
Performing the correct instage activities to advance the deal. Giving reps what to know, show, do, say and use within each stage to achieve the exit criteria creates the foundations of repeatability
Enabling sales managers to apply a consistent approach to deal inspection to identify next best actions. Acts as a force multiplier combining deal advancement and sales competency improvement
Embedding the playbook into sales workflow and operating cadences reinforces the skills, behaviours to create repeatability of best practice deal execution
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