Resuscitating the Magic in A Dream

Thoughts on balancing your dream and the practicalities

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Build a Sales Playbook

What a great tool for retail managers, no matter their tenure.

David Cummings on Startups

One of the first things a new sales leader (or entrepreneur running sales) should do is build a sales playbook. A sales playbook, put simply, is a central resource for tracking everything from the basics, like the elevator pitch, to the more advanced items, like differentiating from specific competitors. With more knowledge and training, sales reps speak more confidently and intelligently, helping win more deals.

To start, make a Google Doc sales playbook and include these items:

  • Corporate information
  • Sales pitch
  • Elevator pitch
  • Market space
  • Recent trends
  • Target customer
  • Types of buyers
  • Features and benefits
  • List of references
  • Sales process
  • CRM process
  • Competitors and differentiators
  • Objection handling
  • Glossary

Revisit the playbook on a weekly basis and ensure that the team contributes to it. With sales, the more you know, the more you sell.

What else? What are some more thoughts on building a sales playbook?

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Creating Connections:: Utilizing Business Cards

So you have collected your network...now what? Take Notes-After each conversation write down a few unique attributes of this individual onto the card.  This could range from appearance to conversation topics.  Be sure to write down any unique facts that you think will be a common bonding premise, such as an interest in a similar hobby, … Continue reading Creating Connections:: Utilizing Business Cards

How to Build and Maintain A Network

Step 1: Choose 3-4 Groups to involve yourself with  Conferences based on your career path.  Beauty conferences, blogging conferences, business conferences, electrician conferences, rocket science conferences, etc. The sky is the limit when it comes to discovering these conferences because you have the internet.  It is worth the travel at least once a year to attend … Continue reading How to Build and Maintain A Network