GUIDE
Third
05.
A Dive Into Playbooks
and Sales Plays
Why they work.
Sales playbooks are guides that es-
tablish repeatable processes to target
prospects,
progress
opportunities,
and close deals. They provide frame-
works, templates, scripts, and other
tools organized by the sales cycle
stages. Sales plays then provide spe-
cific tactical assets to execute each
playbook activity. For many compa-
nies, this could be a combination of
presentations, calculators, and other
tools that help sales close deals.
For example, a playbook may out-
line the typical stages to identify and
qualify new opportunities, including
buying center research, initial out-
reach, and details about messaging.
The playbook could also include email
templates, cold call scripts, and value
prop guidelines to equip reps to exe-
cute each sales play activity.
+16.4% Deal size
improvement when
using sales plays.
(Sales Enablement PRO, 2022)
+15% Sales plays
improve win rates .
(Sales Hacker, 2021)
+34% Sales reps
meet their quota at
a higher rate using
sales plays.
(Accent Technologies, 2022)
The beauty of sales playbooks and
sales plays is they can be highly cus-
tomized and modular. You can build
playbooks for different products,
services, industries, buyer types, and
sales process phases. Sales Plays
provide the plug-and-play assets
and stories sales will use to address
a limitless combination of sales sit-
uations. Organizational alignment
is one of the most important by-
products of using a Sales Playbook.
Everything from your outreach to
your follow-up is aligned with what
is outlined in the overall vision of
the play.
Having bespoke sales playbooks
powered by an always-growing re-
pository of sales plays gives your
team flexibility and customization
educational/
demand
marketing
content can’t match.