Sales Playbook
Definition
Sales Playbook: A sales playbook is a documented guide containing best practices, scripts, objection handling, competitive positioning, and processes that help sales reps navigate deals consistently. Playbooks codify what works so new reps can ramp faster and all reps can learn from top performers. They're living documents that evolve with the market.
Example Usage
“Our playbook includes scripts for the 10 most common objections, helping new reps handle pushback confidently.”
Common Misconceptions
Related Terms
Sales Enablement
Sales enablement is the process of providing sales teams with the resources, training, content, and tools they need to effectively engage buyers and c...
Objection Handling
Objection handling is the skill of addressing buyer concerns, doubts, and resistance during the sales process. Rather than avoiding objections, skille...
Standard Operating Procedure
A Standard Operating Procedure (SOP) is a documented set of step-by-step instructions for completing routine tasks consistently. SOPs reduce errors, e...
Onboarding
Onboarding is the process of guiding new users to experience a product's core value. Effective onboarding reduces time-to-value, improves activation r...
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