Mastering Modern Selling’s Post

The biggest challenge in building a successful sales team is often consistency. A strong sales playbook is essential for achieving consistent results. It provides your team with a clear roadmap, aligning everyone on strategy, process, and messaging. Without it, you’re leaving too much up to chance, which can lead to missed opportunities and unpredictable outcomes. Here’s how I’ve approached developing a sales playbook: ➜ Define your core strategy: Start by outlining the key objectives and the overall approach that your team should follow. ➜ Standardize processes: Document every step of your sales process, from lead generation to closing deals, so that everyone knows what to do and when to do it. ➜ Craft your messaging: Ensure that your team has a unified voice by providing templates, scripts, and key talking points. ➜ Include best practices: Add proven tactics that have worked well in the past, along with tips for overcoming common objections. ➜ Make it accessible: Your playbook should be easy to update and accessible to the entire team. Regularly review and refine it based on what’s working. A well-crafted playbook gives your team the structure they need to perform at their best, providing clear direction and support. What’s been the most challenging part of developing a sales playbook for your team? How did you overcome it? Let’s discuss! #business #challenge #consistency #sales #playbook

I was speaking with a VP of Sales recently who was having a heck of a time getting his team to adopt a new playbook. After some discovery, here's what I learned... The playbook is 70 pages. All 70 pages were sent to directors, managers, and reps. The playbook was sent out via email with the CTA being to read and be ready to discuss at their next rev standup later that week. 😱 Here was my advice to him, which is based on what I've seen work at other orgs... Don't share all 70 pages alone. Carve out the sections that are relevant to each role, and share only those initially. Go a step further by creating a one-pager for each role with the consolidated action items and high-level takeaways required to implement the playbook. Next, and this should have been what he did before anything else, create a 45-minute presentation that covers the core concepts that are supported by the playbook and present that to the group before delivering their pared-down playbooks and one-pagers. Lastly, resync in one week to go over questions and implementation plans, and share the full 70-page playbook post-meeting. What are you doing at your org to ensure your playbook is adopted?

Did you know that building a Sales Playbook can help you drive sales and identify actionable plans for success? In today’s competitive market, having a well-crafted Sales Playbook is like having a roadmap for your sales team to navigate challenges and consistently hit their targets. In today’s video series, let's talk about the essentials of creating and leveraging a Sales Playbook—your ultimate guide to aligning your team, streamlining processes, and closing more deals. Whether you're scaling a team or optimizing your sales strategy, a Sales Playbook is a game-changer. Don’t miss this valuable insight! 👉 Check out the video and let us know: Do you already use a Sales Playbook, or are you considering creating one? Share your thoughts below! #SalesPlaybook #SalesStrategy #TeamAlignment #DriveResults

🚀 have you read the challenger sale? validate your understanding with knowela! 📘haven’t read it yet? add it to your list and plan to certify when you're done! this book introduces a powerful sales approach that challenges customer assumptions and drives high-impact deals. 💡 key skills/concepts covered: 1. challenger Selling – disrupt customer thinking with value-driven conversations. 2. insight-led Sales – deliver unique insights that reshape customer priorities. 3. sales Influence – take control, tailor messaging, and close deals effectively. 📚 turn your reading into actionable skills! start your journey with knowela today. #sales #growth #skills #books

“Recently, I Stumbled upon a True Gem…” “I've read over 30 sales and management books—Gap Selling, Sandler, Challenger, MEDDPICC at Infobip—and every abbreviation in between. But recently, I stumbled upon a true gem: Doing Discovery by Peter Cohan. This book is a game-changer for anyone in technology sales (SaaS). It breaks down the 7 levels of discovery skills, and while we might like to think we're at level 7, the reality is most of us are hanging around level 3 or 4 (at best!). What makes this book stand out? It's packed with practical tips, thought-provoking questions, and actionable advice—all tailored for the SaaS world. It's not just a book; it’s a roadmap to better conversations and outcomes in sales. If you have ~24€ to spare, I highly recommend reading it. It’s worth every (euro) cent.”  – Post on November 20 by Hrvoje Gabelica https://lnkd.in/eqGJs3hK

Looking for new ways to work effectively with your sales team? It's time to revamp your approach. I wrote the 90-Day Sales Enablement Challenge #ebook to help you foster collaboration and deliver quick wins through strategic alignment with your sales team. Download your FREE copy here 👉 https://loom.ly/7GkzdXA and learn how to: ✔️ Align with Sales ✔️ Strategize and Prioritize ✔️ Secure Buy-In ✔️ Implement and Adapt ✔️ Share Results I'm here for you if you have any questions or need support! #B2Bmarketing #salesenablement #teamwork #strategy

Just because an enablement team creates content resources doesn't mean the sales team is automatically going to know how to use themOn this episode, Bernie and Tamara discuss the influential role of content in sales enablement as well as the evolving role of sales enablement in the modern organization

🚀 Exciting Reads: Hyper Sales Growth 🚀 This week I will be sharing some of my favorite books!! With Christmas right around the corner - they might be an inspiration for a great gift.🎁 If you are in sales or leadership roles #HyperSalesGrowth by Jack Daly is a game-changer!!! This book isn’t just about closing deals—it’s about building the perceived value that drives exponential growth, both in your products and in your brand. What is your perceived value?? What is your Tiffany's blue box? 🩵 In today’s competitive landscape, it’s not just about what you sell—it’s about how you make your customers feel about what they’re buying. Hypergrowth Sales teaches you to build that sense of value that leads to faster conversions, stronger customer relationships, and scalable success. Key Insights: 💡 How to position your product or service to create an irresistible perceived value that resonates with your customers. 📚 Building trust and credibility quickly, so your sales team can close faster and more effectively. 💡 Leveraging customer success stories, social proof, and tailored solutions to elevate your brand’s perceived worth. 📚 Aligning your sales strategy with what truly matters to your customers, ensuring long-term growth. If you're ready to shift your sales approach and create a lasting impact, this book is a must-read! Chapter 18 is my favorite! ❤️ Give it a try!! 📚 What is your favorite sales book??? 📚 Have you read Hyper Sales Growth?? #SalesLeadership #Hypergrowth #SalesStrategy #BusinessGrowth

I got to talk to Vendasta's Jeff Tomlin about why it’s essential for agency owners to have an active role in the sales process. But, since growth is about scaling and delegating, we also discussed when to hand over responsibility to others.

Tired of sending those generic “just checking in” messages? Let’s do better. Building strong relationships is the cornerstone of sales success—and follow-up is where the magic happens! Yet, so often, follow-up gets overlooked, undervalued, or turned into a box to check. In this episode of 5 Minute Sales Training, Jeff dishes out 3 game-changing strategies to transform your follow-up into a powerful connection tool: 🔥 Speed: Why fast follow-up gives you an edge. 🤔 Insight: How to uncover and address unspoken customer concerns. 🎯 Personalization: Tailoring your follow-up to showcase your unique strengths. If you’re ready to ditch “just checking in” and master the art of follow-up, this video is your next move. Watch now and take your sales game to the next level! #sales #followup