sales playbooks that win - a mobilepaks and inqune co-presentation

Sales Playbooks That WinA MobilePaks and Inqune Co-Presentation

• Playbook Basics and Insights• 4 Tips for Successful Playbook Deployment• The Power of Content in Context• Using Analytics for Continuous Improvement

Agenda

CB

Playbook Basics and Insights

According to Aberdeen, sales playbook users are

15% strongerthan non-adopters at “mapping

products and services to the

prospect‘s business challenges.”

AB & CB

Two Types of Sales Playbook Problems:

The Technical Problem• Hard to access

• Not mobile-friendly

• Pulls sellers out of the workflow

AB

Two Types of Sales Playbook Problems:

The Content Problem• Too long and bulky

• Focuses on the wrong things, or unfocused

• Difficult to use as real-time reference

• Not actionable!

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4 Tips for Successful Playbook Deployment

1. Assemble the Right Team

• Stakeholders

• Content creators

• Don’t forget the end users

• Involve subject matter experts

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2. Keep It Modularized & Short• Attention spans are shorter

than ever

• Helps with learning and recall

• Think manageable bites of knowledge—about 5 minutes per chunk or module

CB & AB

3. Prioritize Appropriately

• Start working without waiting for everything to fall into place

• Helps with faster iteration!

• Agile development useful for early-stage playbook creation

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4. Keep It Tactical & Action-Oriented• Don’t just point to the right

talking points

• Guide them on the right actions to take

Think prescriptive, not just descriptive

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The Power of Format and Content in Context

Drive Adoption: Keep It In Their Workflow• You’ve made the playbook—

make sure they use it

• Integrate with CRM

• Keep relevant to sales opportunity

Don’t Interrupt Their Flow

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Context Effect on Memory and Performance

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Keep Them Engaged

• Again: keep it short

• Use videos, sound bites

• Include quizzes, interactive exercises

• Give them opportunities to practice their knowledge and skills

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Include Robust Search + Recommendation Engine• Seems obvious, but it’s the

#1 user complaint

• Sellers waste 7 hours a week looking for content (IDC)

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100 sales peopleX 7 hours wasted per week= 33,600 total lost selling hours per year

The equivalent of 16 sales reps!

How Much Time Wasted?

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Success Story: Skyward• Sales cycle shortened by 12%• Sales win rates increased 9%• Increased salesforce

confidence by 30%

“The real-time access to content boosted our reps’ competency in no time. We can now provide unprecedented access to knowledge, which allows our sales team to have more intelligent sales conversations.”

—Ray Ackerlund, VP of Sales & Marketing, Skyward, Inc.

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Using Analytics to Drive Continuous Improvement

Another Insight From Aberdeen:Sales playbook users are

29% Betterthan non-adopters at “taking the guesswork out of selling by providing analytics or data to support proven best sales practices.”

AB

Correlate Usage to Sales Stage and Deal Wins

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Course-Correct Before It’s Too Late

AB & CB

Key Take-Aways

Keep the content short, modularized, in the selling workflow and easily searchable to maximize adoption.

Approach your playbook tactically, and make sure you include prescriptive actions as well as descriptive examples.

Usage data can give you invaluable opportunities to calculate content ROI, hone your process, and course-correct before things go off the rails.

Additional Resources

Check out the Inqune website: http://www.inqune.com

Download MobilePaks’ free Guided Selling 101 guide: http://bit.ly/GS101Guide

Questions? Contact us at marketing@mobilepaks.com