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.
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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.
|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)|
|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|
|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)|
|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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