Sales Cookbook – Playbook: Prepare Your Moves
by Hélène Pielmeier
July 19, 2017
July 19, 2017

Download this research
To replicate sales success, language service providers must recognize and formalize their best practices. Documenting how they plan to sell and tactics to do so is something that even LSPs without dedicated salespeople must take the time to build. This module of the CSA Research “Sales Cookbook” guides LSPs on how to create a playbook rich with information that will help salespeople deploy the company’s preferred approach and increase their odds of success.

Who Should Read This
  • Executives who set the tone the strategy and methodology to use
  • Sales managers who develop, implement, and use playbooks when managing their team
  • Staff involved in developing and contributing best practices
  • Why Developing a Playbooks Matters
  • Document Company and Strategy Basics
  • Detail the Role of Salespeople
  • Stage Your Sales Plays
  • Prepare Job Aids That Guide What to Say and Show
  • Live by Your Playbook
  • Takeaway: Develop a Playbook to Properly Equip Your Salespeople

Sample Questions We Address
  • How do you select a sales methodology to follow?
  • What are some playbook development best practices?
  • What is more effective: physical mailings, e-mails, or cold calling?
  • How should you sequence the activities in your sales process?
  • How do you develop call blueprints?
Other Titles in This Series
This file is part of a 12-piece series.

  • Industry Providers
  • Sales_Cookbook
  • Technology Vendors

Pages: 19

Related research
Find similar research by  

Terms of Use | Privacy Statement | Contact Us
Copyright © 2018 Common Sense Advisory, Inc. All Rights Reserved.