Resource Overview

Use this step-by-step playbook and set of 27 premium tools and templates to develop a consultative approach to selling.

Sales Training Playbook

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Our Sales Training Playbook is a planning methodology which features our tool-kit of 27 premium tools & templates that can be used to train sales reps on a consultative approach to selling that will increase win-rates, deal-sizes and percentageof reps attaining quota.

Demand Metric playbooks are step-by-step guides that help you build strategic processes using "Best Practices" and other Demand Metric tools & templates. For more background on Demand Metric playbooks (aka methodologies), read our blog post: Much Ado About Methodologies

Stages of thisplaybook include:

  1. Assessment
  2. Positioning
  3. Sales Process
  4. Techniques
  5. Key Accounts
  6. Metrics & Reporting

There are 27 premium tools & templates linked inside of this methodology to facilitate the process:

  1. Sales Training Assessment
  2. Sales Skills Assessment
  3. Sales Enablement Strategy Scorecard
  4. Customer Profile Tool
  5. Competitive Analysis Tool
  6. Unique Selling Proposition Template
  7. Competitive Product Sales Reference
  8. Buying Process Stage Template
  9. Qualified Lead Definition Template
  10. Bid or No Bid Assessment
  11. Sales Playbook Template
  12. SPIN Selling Questions Tool
  13. Feature Advantage Benefit Tool
  14. Sales Script Template
  15. Objection Response Tool
  16. Sales Presentation Template
  17. Sales Proposal Template
  18. Territory Management Checklist
  19. Decision Maker Influencer Map
  20. Account Scoring Template
  21. Key Account Analysis
  22. Key Account Reporting Tool
  23. Sales Productivity Metric (Daily)
  24. Sales Productivity Metrics (Monthly)
  25. Sales Productivity Metrics (Quarterly)
  26. Sales Forecast Tool
  27. Sales Forecasting Chart