Sales Playbook

Sales Playbook

Compiled below are tips & tricks collected among our veterans to help newcomers get started. We hope it will help you sign deals.


Prospection Templates


PRO TIP : From a lead, use the book button in the chatter to find this article and autocomplete your email with this template.

Portapapeles

Hey ProspectName,

I was doing some research online and found your company.
Considering we just launched ProductName, I was thinking you would be interested.

Could you please let me know on which number I could reach you so that we could get in touch?
It should not take longer than 15 minutes.

Talk to you soon,
YourName



PRO TIP: From a lead, use the book button in the chatter to find this article and autocomplete your description with this qualification template.

Portapapeles

Prospect Qualification


  1. Company
    • Background
    • Size
    • Estimated Revenues
    • Pain Points
  3. Contact
    • Job Position
    • Email
    • Phone



The 5 Commandments

  1. My Forecast will always be accurate and up-to-date
  2. All my activities will always be encoded in our CRM
  3. I will only sell a project if I am convinced it can be a success
  4. I will not steal prospects from colleagues
  5. I will not waste time and energy bad-mouthing competitors


Tips to close more deals

  • Be assertive but listen to what is being said
  • Identify the pain points and offer clear solutions
  • Prepare your demos in advance and integrate the prospect's use case into it


Company Abbreviations

You may have heard those a million times and yet you are not entirely sure of what it means.
Here is a quick recap for you to shine during the next meeting.

MRR Monthly Recurring Revenues (subscriptions, ...)
NRR Non-Recurring Revenues (consultancy services, ...)
USP Unique Selling Proposition: Advantage that makes you stand out from the competition.
Q1,2,3,4 Nth Quarter of the fiscal year.
E.g. Q4 starts on Oct. 1 and ends on Dec. 31.