Digital Sales Playbooks: The What and Why

January 1st, 2018

Summary

Sales playbooks dynamically guide reps through a series of scenarios — identifying the actions and content that should be used to handle them. Playbooks need to be integrated with an organization’s sales force automation solution, pulling key data from opportunity records to adapt the guidance given to reps. Playbooks are not a substitute for training or coaching; reps still need to develop their skills and knowledge to effectively execute the plays.

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