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The Sales.Rocks Sales Playbook provides sales teams and agencies a framework to streamline the entire sales process and to ensure that every team member has sufficient knowledge to scale their sales skills further.
5.0 (1 ratings)
Language: English
Who is this course for?
The Sales.Rocks Sales Playbook provides a basic understanding for modern sales professionals.
Independent from what kind of software or process you are using, the Sales.Rocks Playbook is a valuable enablement material for various types of Sales Professionals.
Sales Consultants can use the material to level up their game for SaaS sales playbooks, while Sales Development Representatives can get a better understanding of the entire sales process beyond prospecting and qualifying. Account Executives get to learn how to prevent closing and working with timelines to really get towards a close.
For tech founders without a commercial background this is a great resource to get to know the entire sales process:
The whole course uses an interactive Sales Playbook worksheet so that you can create an entire sales process alone or with your team.
| Introduction | |||
| Welcome to the Sales Playbook (5:00) | |||
| Sales Playbook Worksheet | |||
| The Sales Process | |||
| Definition and Intro (15:00) | |||
| Anatomy of a Sales Process (4:00) | |||
| An Example Sales Process (4:00) | |||
| Sales Process: Exercise (4:00) | |||
| Your Ideal Customer Profile | |||
| What are Ideal Customer Profiles (ICP) - and why do you need them? (7:00) | |||
| Value Proposition & Ideal Customer Profile Canvas | |||
| Crafting your Value Proposition | |||
| Crafting your Ideal Customer Profiles (ICP) (7:00) | |||
| Verifying your Ideal Customer Profile - Matching VP & ICP (6:00) | |||
| Finding relevant contacts for you ICP (5:00) | |||
| Complete your VP and ICP - Exercise | |||
| The Prospecting Process | |||
| Introduction to Prospecting (5:00) | |||
| Messaging and Engagement (18:00) | |||
| Channels and how to use them (15:00) | |||
| Successful Prospecting Sequences (10:00) | |||
| How to book that meeting (4:00) | |||
| The Prospecting Process (8:00) | |||
| Analytics: Measure & Improve (6:00) | |||
| Discovery Call | |||
| Introduction (5:00) | |||
| Developing Discovery Questions (15:00) | |||
| Crafting Customer Stories (3:00) | |||
| The Discovery Call Setup (4:00) | |||
| The Disovery Call Playbook (9:00) | |||
| The Discovery Call Worksheet | |||
| Post-Discovery Call (5:00) | |||
| Sales Enablement for Disco Calls (4:00) | |||
| The Discovery Call Checklist | |||
| Pitfalls and Best Practices (4:00) | |||
| The Demo Framework | |||
| Introduction (5:00) | |||
| Customer Stories Extended (4:00) | |||
| The Demo Setup (4:00) | |||
| The Demo Framework (11:00) | |||
| The Demo Storyboard | |||
| Sales Enablement for Demos (6:00) | |||
| The demo Call Workbook | |||
| Pitfalls for Demos (4:00) | |||
| Closing | |||
| Introduction (3:00) | |||
| Working with Timelines (10:00) | |||
| Understanding the decision process (3:00) | |||
| Mastering the decision criteria (4:00) | |||
| How to propose (5:00) | |||
| Ghosting and how to prevent it (8:00) | |||
| How to become a trader? (8:00) | |||
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