708 - Building an Effective Sales Playbook: Key Insights and Tips, with Tom Slocum

Sales Transformation

Leadium

Social Selling, Daily Sales Tip, Sales, Selling With Video, Sales Mindset, Marketing, Sales Management, Enterprise Selling, Sales Leadership, Founder Led Sales, Sales Tips, Sales Podcast, Business, Collin Mitchell, Founder-led Sales, Sales Prospecting, Management, Outbound Sales, Sales Advice, Sales Training

5 • 2.1K Ratings

🗓️ 7 December 2023

⏱️ 13 minutes

🔗️ Recording | iTunes | RSS

🧾️ Download transcript

Summary

In this episode, the Collin discusses with Tom Slocum the importance of building a sales playbook and how it can benefit a company's go-to-market team. They explore what should and shouldn't be included in a playbook and who should be involved in its creation. Tom also shares insights on measuring the effectiveness of a playbook and the positive results that can be expected, such as improved sales performance, unified processes, and reduced onboarding time.

Follow the Host:
Collin Mitchell (Partner, Leadium)

Our Episode Guest:
Tom Slocum (CEO and Founder, The SD Lab)

Sponsored By:
Leadium | The leader in outbound sales appointment setting

*If you'd like to be a guest on the show or have any questions, email us at [email protected] - Just tell us why you're reaching out and we'll contact you as soon as we can!

Transcript

Click on a timestamp to play from that location

0:00.0	Welcome to today's episode of the Sales Transformation Podcast.
0:05.0	In this episode we have Tom Slocum who will be sharing his expertise on sales
0:09.0	playbooks.
0:10.0	Tom will discuss the importance of a sales playbook who should be involved in
0:13.4	building it what should and shouldn't be included and how to measure its
0:17.3	effectiveness let's dive in Colin the floor is yours and And then, you know, you said a playbook, typical playbook can be 50, 60 pages, right?
0:28.0	Which is a lot of information.
0:30.0	A couple questions around that.
0:31.0	Is there anything that shouldn't be in the playbook? and then who are the right people to put the playbook together? Because it
0:35.8	seems like you know potentially a lot of heavy lifting for one person so I'm
0:39.9	curious to know in your experience like who should all be involved in building the
0:43.4	playbook and then is there anything that shouldn't be in the playbook?
0:47.3	Yeah and when we talk about Phil's playbook I'll take it a step further there's two
0:51.0	versions that typically come up you can either have one that is purely
0:55.2	outbound sales. Purely just messaging how to go to market and it's a very simple playbook. Then there's an actual
1:02.2	sales operation
1:03.5	playbook which will get to like 60 pages where you're
1:06.1	covering roles and comp, the overview of the company,
1:09.8	the pursue everything, right? So they have everything at hand. So it does depend on
1:14.0	which avenue you need right now and where you're going to go. Depending on that,
1:18.5	then you need to involve, it should be the director of sales, the manager and the sales enablement manager if you have it
1:26.7	Marketing and then your team right it is an ecosystem and so this will fall on either a sales and
	...

Please login to see the full transcript.

Previous episode | Next episode

Disclaimer: The podcast and artwork embedded on this page are from Leadium, and are the property of its owner and not affiliated with or endorsed by Tapesearch.

Generated transcripts are the property of Leadium and are distributed freely under the Fair Use doctrine. Transcripts generated by Tapesearch are not guaranteed to be accurate.