When I was creating my first sales playbook I spent a lot of time wondering what was actually in one. As a new sales leader, I had never actually seen a sales playbook. And web searches weren’t much help. A few of my salespeople were kind enough to show me playbooks they had from previous jobs, […]
When I was a new sales manager, compensation planning was one of the biggest gaps in my knowledge. Having not been a sales rep myself, and only a founder who sold, I had never personally had a comp plan. When I created my first SaaS comp plan, not only did I have no clue to […]
A question that gets tossed around a lot among start-up founders who are selling is, “How long should I be involved in sales?”. Exactly how founders participate in selling varies depending on the company, of course. Some founders are the first salesperson in their startup and keep personally selling as they grow a team. Others […]
The best sales people are naturally curious. They instinctively ask the right questions, at the right moment, in the right tone. This trait helps them gather key information, bond with their prospect, sell consultatively and win more deals. Here’s how to help your team be more curious.
The best sales people are naturally curious. They instinctively ask the right questions, at the right moment, in the right tone. This trait helps them gather key information, bond with their prospect, sell consultatively and win more deals. According to Harvard Business Review, “Curiosity can be described as a person’s hunger for knowledge and information. […]
Married2Growth’s Anna Talerico explains why you must interview your sales rep candidates the same way your buyers buy.
I know this sounds tough, but it’s really not. It’s just a different process for SaaS recruiting. If you find it hard, remember it’s much harder to lose time, money and momentum with bad hires.
Bottom line: sales playbooks help create a high performing team with repeatable processes and more predictable results. And that’s why I love them so much. The benefit is two fold. Yes, for reps it gives a single destination for everything. But it also forces you to have discipline around how you manage and lead your team.
A sales playbook is a collection of everything a sales team needs to sell. To me that means a single destination for everything that touches the sales team.
A quick introduction to what a sales playbook is, and why they help sales teams sell.