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Sales Cookbook – Playbook: Prepare Your Moves
July 19, 2017
July 19, 2017
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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.
Intro: The Recipe to Achieve Repeatable Sales Success
Planning: Plot Your Destination
Differentiation: Prepare to Stand Out
Goals: Quantify Your Objectives
Markets: Target the Right Segments
Pipeline: Generate Leads
Communication: Engage Prospects
Playbook: Prepare Your Moves
Tools: Power Your Effort
Staffing: Design the Job
Management: Oversee the Implementation
Account Management: Nurture and Develop Clients
How to Drive Translation Sales
LSP Pricing Strategies
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