Sales Playbooks exemplify a company’s sales culture. A Playbook is a customized sales map to create buy-in and alignment within a sales team—using common sales language and sales processes.
Playbooks are a knowledge base and training platform to help salespeople fit products and services to prospect needs.
Sales Playbooks are the foundation for positive customer experiences.
A company must understand CXX – Customer Expectations and Experiences – to retain customers.
CXX Playbooks enhance the ability of company employees to fulfill the emotional and rational expectations of customers.
When CXX is done exceptionally well, customers become powerful advocates for your company in the marketplace.
Setting project scope, schedule, and expectations
Clarifying companywide perspectives
Interviewing select representative (satisfied or problematic) clients to better understand CXX gaps
Integrating audit information into change recommendations
Transferring skills via applied practice, and scenario-based role playing
MANAGE TO ADVOCACY
Reinforcing process, practices, and changes that support ongoing customer retention and advocacy