HomeResearch Articles Digital Sales Playbooks: The What and Why

Digital Sales Playbooks: The What and Why

  • Sales playbooks dynamically guide reps through a series of scenarios – identifying the actions and content that should be used to handle them
  • Playbooks need to be integrated with an organization’s sales force automation solution, pulling key data from opportunity records to adapt the guidance given to reps
  • Playbooks are not a substitute for training or coaching; reps still need to develop their skills and knowledge to effectively execute the plays
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