ENTERPRISE SALES PROCESS PLAYBOOK

Elite enterprise selling made easy

Playboox will enable all of your sellers to rapidly learn and consistently apply elite enterprise SaaS selling and deal management best practices tailored to your verticals, personas, use cases, and messaging.

EXECUTION ENABLEMENT

Outperform and outexecute your competition

Beat your competition by enabling the critical success factors that drive sales organization wide enterprise deal execution excellence.

Enable precise and consistent sales process execution
CURRENT:
Sales Process Malpractice
Without a formalized sales process grounded in deal-winning practices and no good way to enforce it, the quality and consistency of how reps approach their deals varies widely and so do the results
PLAYBOOX:
Sales Process Mastery
Sales process execution starts with a process reps want to follow because it helps them win.  The Playboox Enterprise SaaS Sales Process Map is the proven path to big deal success. Salesforce integration ensures precise and consistent execution.
Make expert-level discovery the new standard
CURRENT:
Discovery Malpractice
Discovery is the most essential sales skill, but most reps struggle. Buyers complain that 9 out of 10 conversations are a waste of time because reps are unprepared, don’t know their business, and too quickly feature dump.
PLAYBOOX:
Discovery Mastery
Playboox Discovery Guides enable reps to prepare and lead buyer-centric discovery conversations so they come across as buyer role, company, and industry experts, and create need and urgency for your differentiated value.
Ensure best practice application on every deal
CURRENT:
Everyone Doing Their Own Thing
Assuming you even have playbooks, reps see them as just a bunch of words scattered across dozens of pages that are hard to use and provide very little value, which means every rep is doing something doing their own thing.
PLAYBOOX:
Everyone Doing the Best Thing
Playboox Salesforce-integrated playbooks codify the most effective way to approach each stage of your sales process, so reps value and can consistently apply them.
Turn your sales managers into expert sales coaches
CURRENT:
Coaching Malpractice
Most sales managers lack coaching competence and approach coaching in an ad-hoc and unstructured manner, thereby providing little value to their reps.
PLAYBOOX:
Coaching Mastery
Playmaker equips managers with sales process checklists, deal analysis frameworks, and question prompts to coach their reps to excel at enterprise selling and deal execution.
Enable rapid and consistent sales training application
CURRENT:
Training Doesn’t Stick
Reps reluctantly sit through days of training and hours of online courses or skip them altogether. Despite certification, training doesn’t stick, and reps quickly revert to old behaviors.
PLAYBOOX:
Constant Reinforcement
Playmaker continually reinforces stage-specific best practices with just-in-time and easy-to-digest guides contextualized to your verticals. Personas, and use cases.
Dramatically improve Salesforce user experience and utility                                  
CURRENT:
Data Entry Burden
‍Reps complain it’s a data entry system, clunky to use, and primarily an inspection tool. So, adoption, data quality, and forecast accuracy suffer and so do reps and managers.
PLAYBOOX:
Guided Deal Coaching
Playmaker reskins Salesforce, dramatically improving user experience by transforming it into a deal coaching system that guides reps to perform optimally, deal by deal.
CALL GUIDANCE

Enterprise conversation
optimization

Equip your reps to prepare and lead conversations that create need, urgency, and preference for your differentiated value tied to the buyer’s strategic priorities directly within Salesforce

KNOW
Buyer
Personas
Verticals
Use Cases
PREPARE
Call
Plan
Account
Research
EXECUTE
Call
Guide
Call
Recording
ALIGN
Call Recap
Email
Deal
Summary
Business
Case
BUSINESS CASE SELLING

The anatomy of the perfect business case deck

Playboox business case templates, tailored to your specific verticals and use cases, will equip your reps to build stakeholder consensus for the immediate need for your differentiated value

01
Current State
Description of the problem, current state limitations, repercussions, and why now tied to a strategic priority.
02
Required Capabilities
Description of the capabilities required to address the problem and current state gaps that only you provide.
03
Best Path Forward
Description of the unique capabilities and benefits tou provide aligned to the required capabilities.
04
Risk Management
Overview of the factors reducing implementation risks, featuring case studies and your customer success model.
05
Financial Impact
A graphical depiction of the financial impact on critical KPIs or OKRs along with an ROI and payback summary statement.
06
Success Timeline
Graphical depiction of the milestones and timeline for rapid impact aligned with rhe customer’s desired outcome.
ENTERPRISE DISCOVERY

Equip your sellers to excel at discovery

The Playboox Enterprise Discovery Framework is the methodology for preparing and leading discovery conversations that create need, urgency, and preference for your differentiated value.

Set the Stage
SHAPE REQUIREMENTS
AMPLIFY PAIN
EXPOSE
GAPS & RISKS
EXPOSE GAPS & RISKS
QUANTIFY PAIN
AGITATE MAIN PAIN
MODERN ADULT LEARNING

The surest path to
enterprise selling mastery

Playboox enables rapid and sustainable improvement in selling behavior because our approach is based on modern adult learning principles and powered by technology.

Just-in-Time Learning
Reps get instant access to stage specific training assets and best practice guides in the flow of their deals.
Contextual Learning
Tailor playbook content based on your verticals, personas, and use cases, making it relevant and immediately applicable.
Microlearning
Present easy-to-consume guides for how to most effectively execute specific activity and conversation best practices at each stage of your sales process.
Social Learning
Enable knowledge sharing through “Deal Huddles” where reps can learn from each other's experiences to advance specific deals.
SANDLER ENTERPRISE

Scale enterprise selling mastery with Playboox and Sandler®

Playboox has partnered with Sandler to equip Enterprise SaaS sales organizations with 50 or more sellers to excel at facilitating and accelerating the Enterprise SaaS buying process directly within Sandler Playmaker.

GUIDED ENTERPRISE SELLING IMPACT

Guided deal execution pays off

Conversion and win rates improve when reps get guided to apply proven deal-winning practices to specific  deals and managers have a way to assess and coach deal execution.

See who’s winning big deals more often
Tom Burg
SVP Marketing
I've now been part of four sales playbook projects. This was the best experience of them all given the speed and quality of the final product. Our reps soaked up the playbook training. Their consultant could moonlight as an account exec for Aqfer.
Jim Hardee
VP Sales Enablement
We brought in Daniel to train our 200+ managers on how to turn their team meetings into peer-to-peer deal strategy sessions during our SKO. Sales managers are a tough crowd, but they ate it up. The Deal Huddle Playbook is the best sales manager playbook I’ve seen and has become our bible for deal coaching worldwide.
Jose Fernandez
SVP RevOps
We considered multiple training providers but chose Playboox because of their Salesforce-integrated sales process playbook approach and focus on value selling. What made Playboox’s sales training so effective was that it was based on our playbook. Highly recommended!
Steve Espinas
Head of RevOps
We needed to hire dozens of reps and have them quickly start contributing. I had previously worked with Playboox. They were able to quickly develop a set of vertical market playbooks and plug these into Salesforce. This gave new reps what they needed to quickly learn our sales process and how to execute it like our top reps.
Julian Boddy
VP Cybersecurity Operations Tipalti
Innovation is at the core of unitech, and it reflects in the features it offers. From intelligent automation to cutting-edge tools, unitech provides a playground for forward-thinking businesses. The innovative features not only meet our current needs but also position us for future.
Julian Boddy
VP Cybersecurity Operations Tipalti
Innovation is at the core of unitech, and it reflects in the features it offers. From intelligent automation to cutting-edge tools, unitech provides a playground for forward-thinking businesses. The innovative features not only meet our current needs but also position us for future.
Julian Boddy
VP Cybersecurity Operations Tipalti
Innovation is at the core of unitech, and it reflects in the features it offers. From intelligent automation to cutting-edge tools, unitech provides a playground for forward-thinking businesses. The innovative features not only meet our current needs but also position us for future.
Julian Boddy
VP Cybersecurity Operations Tipalti
Innovation is at the core of unitech, and it reflects in the features it offers. From intelligent automation to cutting-edge tools, unitech provides a playground for forward-thinking businesses. The innovative features not only meet our current needs but also position us for future.

FAQs

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