Sales Excellence Enablement Made Easy
To facilitate assessment, capture, codification, and application of your selling best practices, Playboox offers the following services:
- Selling Best Practices Assessment. Through interviews, surveys, and diagnostics we determine what top performers and subject-matter-experts say, ask, do and use at each stage of the sales process to advance and close business. We also speak with customers to assess what behaviors, messaging and materials persuaded them to select you over the competition. Finally, we study recent wins to evaluate what best practices are consistently applied across winning deals. We document and share these findings via a Selling Best Practices Study report and presentation.
- Sales Playbook & Sales Tools Content Requirements Assessment. To determine what content to include in your sales playbook, we conduct interviews and use diagnostics to help identify and prioritize your sales organization’s sales knowledge and skills proficiency gaps and then recommend sales tools to address these. We also conduct sales tool audits to examine the breadth, quality, organization, and accessibility of your existing sales tools portfolio. To summarize and communicate the evaluation, we deliver a Sales Playbook & Sales Tools Content Requirements Assessment report and presentation.
- Sales Tools Development. Sales tools form the basis of your playbook. We have developed a library of best-practice sales tool templates that we customize to make it easy for clients to help their salespeople absorb and apply essential sales knowledge topics, sales process skills, and sales messaging tips. Depending on what we learned as part of the sales playbook and sales tool content assessment, we can leverage and refine your existing sales tools or custom build new ones to address your current sales excellence enablement priorities.
- Buying-Cycle Decision Support Sales Messaging Development. By speaking with your top performers, studying your collateral, interviewing your customers, analyzing your key competitors’ marketing materials, and using our Five Critical Conversations framework, we develop a series of sales messaging components to drive more compelling and effective sales conversations focused on answering your prospective buyers’ critical questions as they advance through their buying cycle. These include buyer-role and market-segment-specific value propositions, usage-scenario-based feature-benefit sound bites, “Twitter-pitches”, customer success story boards, sales-stage-specific email templates, differentiation guides, and objection-handling response sheets.
- Custom Sales Methodology Development. The Playmaker Win Development Model is an opportunity management framework optimized for large account selling and based on proven consultative selling best practices. It serves as the platform to build a client-specific sales methodology that is customized to fit your sales culture, approach, vocabulary and business, and that leverages your selling best practices. No more one-size-fits-all sales methodologies. No more sales training manuals that nobody reads.
- Customized Playbook Development. A sales playbook enables sales excellence by capturing and codifying your sales organization’s best practices, processes and tools so salespeople can easily access and apply them to advance and close business. Playboox offers a range of customized sales playbook solutions to serve your unique sales excellence enablement requirements. These include:
Traditional Playbook These are bounded hard-copy playbooks created in Microsoft Word and/or PowerPoint tailored to your unique content requirements and optionally organized based on our Sales Excellence Enablement taxonomy frameworks. Digital Playbook These web-based playbooks use sales knowledge and process enabling taxonomy and content, and can be built on top of leading content management systems, including Salesforce.com Content Manager, Microsoft SharePoint or Joomla’s award-winning open source CMS. Interactive Playbook This playbook is designed to enable sales and marketing teams, and even channel partners to share tips, techniques, training and tools to help improve sales effectiveness and productivity. Interactive Playbook is built on top of an enterprise social networking application and leverages taxonomy and content tailored specifically for sales organizations. Integrated Playbook Playboox Playmaker is a customizable SaaS-application expressly designed to help sales organizations organize and optimize their sales processes and best practices so salespeople can apply these to manage and close specific leads, opportunities and accounts. Playmaker can be integrated with existing CRM as well as other sales support applications. - Sales Playbook Training. In order to drive adoption of the best practices and tools captured and codified in your sales playbook, Playboox designs, develops and delivers instructor-led, webinar, e-learning or blended learning programs. These can range from individual training modules to fully-formed client-specific sales university programs, and can include certification program development and implementation.
- Sales Excellence Enablement System Development. Playboox Playmaker can be customized and integrated with your various sales technology components (CRM, content management, learning management, collaboration, quote/contract management and business intelligence applications) and sales information components (third-party business information sources and/or internal customer service and billing systems) to create a seamless Sales Excellence Enablement system that optimizes your investment in existing sales technology, training and content, and improves and sustains high levels of sales effectiveness and performance.