Sales Playbook is a solution to a common problem:
Problem: Is 80% of your Revenue Coming from 20% of the Sales Team?
If you want your revenue distribution to look like this:
(In other words, do you want everyone on your team to sell like your star-seller?)
Then read on!
What’s the difference between a star-seller and the other reps?
It’s like the difference between a seasoned player and a novice.
Let’s take a look at how a star-seller responds to a sales objection versus a less experienced sales rep:
Sales Objection Example:
When the client says, “The other company is ready to do this project for $1000 less than yours.”
Less Experienced Sales Rep’s Response:
“We deliver better quality results at a faster speed. Our operations team is highly experienced. That’s why our charges are premium. You won’t regret working with us.”
Star-Seller’s Response:
“It’s interesting to hear that. Could you please tell us what’s the difference in the quality of the deliverables?”
Why is the star-seller’s approach different?
- The star-seller shows genuine interest in understanding the client’s perspective.
- They don’t feel insecure about their company’s work, nor do they defend it.
- They don’t push to close the deal.
In today’s market, buyers are more informed and empowered to make the right choice. Once the star-seller gets the client talking about their pain points, they’re in a much better position to close the deal.
As we always say: “Understanding the buyer and the buyer’s journey is the key to success.”
Why does this difference exist?
A lot of business intelligence is needed at different stages in the sales cycle. From discovery calls to handling requests for quotes, follow-ups, and deal closures.
- Star-sellers, with their experience, communication skills, and understanding of business and clients, have mastered the art of closing deals.
- The rest of the reps might lack experience or the right responses in certain situations.
What if every rep could respond like a star-seller? There would be many more closed deals.
Does this resonate with you?
You start a business.
You make good sales.
You’re the star-seller or maybe your partner is.
You invest in marketing.
You grow your sales team.
But your revenue doesn’t increase as expected.
What’s gone wrong?
Don’t worry!
It happens in every business. Each sales rep has their own style, and that style may not always work for your business.
As the business owner, you know the best way to sell for your company.
But training new team members takes time, and sometimes reps leave before they become profitable.
Wouldn’t it be great if there was a system that empowered your team to sell like you without you having to repeat yourself?
Introducing “Einstein – The Sales Playbook”.
Here is a little proof that it works.
Testimonial For Einstein
We implemented Einstein for one of our premium clients, GreyB Services.
The Director of GreyB shared their experience with us, and here’s what they had to say about Einstein.
Snapshots of “Einstein – The Sales Playbook”
Let’s say a sales rep is waiting for a response on a proposal.
It’s been three weeks, and they’re unsure how to follow up with the client.
All they need to do is:
- Go to Einstein
- Search for “Proposal Approval”
The results will show actionable templates for follow-up emails.
These templates aren’t just any templates; they are crafted the way your star-seller would follow up.
The results show multiple scenarios and different ways to follow up in each case.
And if the sales rep can’t find what they’re looking for, they can request it using the “Contact Support” feature.
What else can Einstein add to the playbook?
- Tutorials
- Tools
- Learnings
- Pitches
- Tactics
See Einstein in action!
What do you think of Einstein? Do let us know in the comments section.
Pro tip: If you need 30 standout SaaS growth hacks to attain double the growth for your SaaS business, fill out the form below!
How to Create a Sales Playbook?
To create a sales playbook, you’ll need two things:
- Data – Actionable ideas, tactics, templates, and learnings from your star-sellers.
- Einstein – The perfect tool to organize and streamline this information.
Need help? You can hire us to create it for you.
At Concurate, we help businesses create strategic, high-impact content that drives results. Whether it’s sales enablement, buyer psychology, or conversion-driven storytelling, we ensure your content connects with the right audience.
If your organization needs a content marketing strategy that delivers real business results, let’s connect over a short call. Block our calendar today.
